Best Practices for Effective Compliance Training and Field Force Monitoring

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Twelfth Annual Pharmaceutical Regulatory and Compliance Congress
November 2-4, 2011
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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 954-385-0770 or contact WLH to arrange a live demonstration.


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Rx for Compliance

 May 2010
Compliance Program Improvements for Reducing Risks 

October 2010
Cross-Functional Alignment for Compliance Program Improvements 

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.

Compliance groups play an important role in helping bio-pharmaceutical companies avoid large fines and negative publicity.  They need to ensure that Sales Professionals understand and apply the requirements for compliant behavior in the field.


This means that training offered by Compliance needs to be practical and targeted at changing behavior.  However, training alone is not enough. To produce behavior change, training needs to be monitored and reinforced.  The organization should implement field based monitoring to assess the application of compliant behaviors in the field. It should also link training to ongoing coaching for reinforcement and to address any potential compliance issues.


The following best practices can help your Compliance group develop effective compliance training and field force monitoring programs for instructing and reinforcing compliant sales behavior:

  • Partner with Sales and Marketing groups to define what good compliant selling behaviors look like. 
  • Ensure that compliance training is designed to encourage learning and application of these behaviors, e.g., provides opportunities for practice and feedback.  This can be done by combining compliance and sales training at POA meetings.
  • Reinforce training by monitoring compliant selling behaviors in the field.  This also communicates the importance of compliance to the organization and helps create an organizational culture of compliance.
  • Include both knowledge and behavior assessment in your field monitoring efforts.  This will address the requirements of recent Corporate Integrity Agreements (CIAs) for the monitoring of "direct and indirect" behavior.

To learn more about WLH recommendations for effective compliance training and field based monitoring, please read our articles, "Optimizing Sales Performance with Field Based Monitoring" and "Overcoming the Pitfalls of Traditional Compliance Training for Sales Professionals" published 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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