Tips and Techniques for Maximizing Field Force Monitoring Efforts
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Twelfth Annual Pharmaceutical Regulatory and Compliance Congress
November 2-4, 2011
Washington, D.C.
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Learn more about
I GLASS Field Based Monitoring Program™


This program proactively meets the requirements of recent CIAs for field force monitoring and is a comprehensive, solution for training, coaching, monitoring, and reporting compliant pharmaceutical sales excellence. 


Call 954-385-0070 or contact WLH to arrange a live demonstration.


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Rx for Compliance

 Aug 2011 

Overcoming the Pitfalls of Traditional Compliance Training for Sales Professionals 

Pharm Rep

Inspect What You Expect:   Field Based monitoring programs can help companies avoid problems before they start

To see additoinal Compliance Publications from WLH Consulting, Inc. please click here.

A current challenge facing bio-pharmaceutical compliance officers is to stay one step ahead of federal and state regulators' expectations for field sales practices. A proactive stance will help mitigate the severity of fines and prosecution requirements.


At a minimum, companies should comply with existing Corporate Integrity Agreement (CIAs) requirements, especially where language is repeated across several CIAs. For example, the CIAs for Novo Nordisk (2011), UCB (2011), Astra Zeneca (2010), Novartis (2010), Forest (2010), and Pfizer (2009) all contain specific requirements for field force monitoring of field sales conduct.


To meet CIA requirements for field force monitoring, companies should do the following: 

  • Establish a process to monitor field sales interactions with health care providers and institutions. This should include both direct (behavior) and indirect (knowledge) observations.
  • Close the loop on any potential compliance issues observed in the field by implementing effective reporting and follow-up procedures.

It is also possible to gain additional value from your field force monitoring efforts. WLH has published the following best practices on how field force monitoring can help boost
compliant sales performance:

  1. Create behavioral standards that meet both compliance and field sales performance requirements.
  2. Provide behavioral-based training on these expectations that include opportunities for practice and feedback.
  3. Monitor field behavior using these behavioral standards, or "inspect what you expect."
  4. Link monitoring to field coaching efforts through the use of reporting and follow-up procedures. This will also reinforce the use of the behavioral standards in the field.

Read more about how field force monitoring can help to achieve additional advantages for both compliance and sales leaders in our article, "Optimizing Sales Performance with Field Based Monitoring" in the Rx Compliance Report.


Wendy Heckelman, Ph.D.
WLH Consulting, Inc.


WLH Consulting, Inc. has twenty years of experience consulting in the biopharm industry.  We combine this with our expertise in organizational and individual assessment, behavioral-based training, cultural change, and cross-functional alignment to provide recommendations and practical solutions to our compliance and commercial clients.
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