CaseStudy: Daiichi-Sankyo


Bluestone TMS was commissioned to deliver a bespoke programme of 1-2-1 Field Coaching for new and experienced Medical Representatives for Sankyo (now Daiichi-Sankyo), a young and ambitious global pharmaceutical company. The level of experience ranged from a few months and a first role in Pharma to 8+ years experience in the industry, including hospital working.

Medical Representatives require a broad range of business skills and a high level of medical/technical knowledge to effectively manage their primary and secondary care customers and accounts. Secondary Care (or Hospitals) is a major part of their business and is the most demanding of skills and knowledge, as well as account management techniques. Hospital working often receives the least attention in training and development of an individual in this industry.
The result often is low or delayed effectiveness of the individual in each hospital account, which means little sales impact, few KOLs (Key Opinion Leaders) developed to influence primary care (GPs) and usually technical/clinical knowledge remains at very basic level. The outcome is product sales targets are not achieved and people are not optimised in effectiveness.


A Self-Assessment Questionnaire & discussion is carried out with the Representative to asses areas of need and focus for development and coaching. A brief from the line Manager is also obtained to ensure objectives/priorities of regional team and company are included in the implantation of the coaching programme. Duration of the coaching varied from 1 day to 4 days.
Four days is the ideal to ensure full coverage of skills and knowledge and practice in situ. Coaching is inthe actual hospitals of the individual’s territory to ensure real-life learning, no time off territory and an individualised approach. Evaluation and feedback of the coaching is made after each coaching day to assess the impact, development, and whether needs are delivered.

The coaching covers many different aspects of working hospitals, such as: Understanding the role of hospitals and influence on territory business; Gaining Information and Access; Networking; Influencing Hospital Formulary; Product and Clinical knowledge; Organisational skills/Territory Planning; Selling Skills; Account Management; KOL development; Information Management, etc. Regular feedback is provided to the managers, and a coaching evaluation report to continue development of the individual.


Results have been truly outstanding. Analysis from up to 20 individuals coached show improvements in skills and knowledge (and confidence!) from baseline from 48% to an amazing 197% (average of 100%). These dramatic improvements are seen in as little as 1-2 days. Feedback from individuals is included in the Testimonials section. These dramatic improvements demonstrate a significant saving in training and development costs, with a return on investment (ROI) equivalent to six months’ salary. This means that learning and development is achieved in 3-4 days which would in normal situations without such intervention take 6-9 months.
There are very few training courses that can deliver that kind of impact in a few days and significant value for money.

For more details on one-one Coaching please get in touch.

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Click here to see full Testimonials