Nashbramhall
Learning & Teaching Fellow (retired)
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hello friends,
i am working as an intern in an pharma company and has been assigned with a project of training need analysis for behavioral training of medical representatives. according to company's format questionnaire has been designed and filled up by the employees. so now what will be my next step ? how will i do the gap analysis and suggest a behavioral training ?
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As we are not privy to the design of the questionnaire, it is difficult to guide you. Does the questionnaire design elicit information on what factors employees feel they lack in doing their job effectively and the importance of those factors? If you can attach a copy of the questionnaire or give examples of a few questions, it will help us to guide you. Also, kindly let us know how many responses you have obtained.
there is a performance form which has competencies such as strong customer partnership,passion for sales,eagerness to learn etc. and related questions to these competencies.this form has been already filled up by the representatives. now when i get the filled forms how will i identify behavioral gaps ? is their any tool to measure ?
Please answer all my questions and give examples of questions posed. Are they open-ended questions? Please see some examples at Google
yes they are open ended questions.
sample questions
Strong customer partnership:
• Level of interactivity, attempts to build rapport
• Ensure regular visit as per plan
• Exhibits sequential probing skills aimed at uncovering unstated needs
and providing solutions
• Act as consultant among peers & customer wrt disease management
Passion for sales:
• Clearly deliver key messages as per SMART plan. self-driven
• Encourages customer feedback, work on stretched goals
• Routinely gains whole hearted commitment on interactive dialogue
Eagerness to learn :
• Exhibit basic knowledge. Works on identified coaching priorities
• Updated on recent data, active involvement in coaching dialogue
• Shows keen inclination to learn and share
• Self-driven to self-development
how will i correlate it with behavior needs ? and what wil be the process to follow
You need to do a 'Content Analysis", you can't do correlational analysis as you have not conducted a quantitative study. Kindly see IAR: Conduct research > Analyzing survey data and Turn the numbers from the computer printout into tables
kindly see the attachment and guide me accordingly.how will i know what kind of behavior training the employees required ?

Attached Files
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File Type: xls behavior training.xls (27.0 KB, 587 views)

Dear Ms. Sripriya,
You have got the questionnaire filled in by the medical representative. However the best way to find out the TNI is to get the questionnaire filled in from their supervisors.
Thereafter collate the data and make a comparision of both the questionnaire to find out the GAP in terms of skill, knowledge etc for each medical representative. There after decide upon the training needs for each medical rep.
Regards
Anil Khot
hello everybody kindly please help me out to do the excel calculation. i have attached the files earlier
I had a look at your Excel table. If that's all that you have collected, there is nothing much to do. You should have asked the respondents as to how important those aspects were to carry out their work productively. Also, as suggested Anil Khot, you should ask their manager(s).
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