NAVIGATING THE FUTURE OF LEARNING: NOVARTIS CHINA’S ADAPTIVE LEARNING JOURNEY
At Novartis China, the convergence of pharmaceutical innovation and digital transformation has reshaped our approach to employee development. With 4,000 medical representatives in the sales force, our commitment to personalized learning is driving unprecedented growth and expertise across our organization.
The Challenge
Like many organizations, Novartis China grappled with the challenge of equipping a diverse workforce with skills. The traditional in-person training model, which previously involved a 2.5-day session for the 6lBs Call Model (Novartis’ high-impact selling model), was no longer sufficient to meet the varied learning needs of employees with different experiences and expertise.
In line with Novartis’ digital transformation strategy, we transformed the traditional face-to-face training program into a comprehensive online training program. The online platform facilitates a multifaceted learning experience, encompassing knowledge acquisition and scenario-based testing. By accumulating online learning data, we have been able to iteratively refine the 6lBs Call Model’s online training.
However, we encountered another challenge: “Is it truly effective to train learners with different backgrounds and experiences using the same approach and objectives?”
Employees with experience and new graduates both need to master the 6lBs Call Model, yet their learning paths are markedly different. This is a common challenge in corporate learning—how to provide equitable growth opportunities to a workforce with diverse backgrounds?
The Adaptive Learning Solution
To meet this challenge, Novartis China introduced the Adaptive Learning Journey, utilizing the MUAS (Memorize- Understand-Apply-Synthesize) scenario-based assessment. The MUAS capability assessment categorizes each capability into cognitive levels, enabling precise evaluation of an individual’s current mastery.
The initiative to conduct an all-employee capability evaluation was not easy. A frontline medical representative typically requires hours to complete evaluations for capabilities. We needed an aligned, objective, and practical assessment tool to complete capability evaluations.
The MUAS scenario-based assessment serves as the foundational assessment for our adaptive learning strategy. By pinpointing the critical scenarios and applying a sophisticated algorithm, we generate precise reports that establish a baseline for each learner’s capabilities.
First, we design standardized questions that correspond to the MUAS cognitive level. All the scenario questions are connected to the critical real-work situation while applying the 6IBs Call Model. Scenario-based questions go through rigorous statistical quality checks to ensure their validity and reliability.
Second, we leverage a computerized adaptive algorithm, which chooses the subsequent question based on the learner’s response to the previous one. This guarantees that no time is wasted on questions that do not align with the individual’s capability level. This evaluation process only takes about 10 to 15 minutes, offering a seamless and efficient experience for learners.
By utilizing the assessment results, we then can offer an adaptive personalized training strategy tailor-made for each learner’s unique needs.
For those at the initial stage of capability, the adaptive system automatically matches them with courses that provide rich background knowledge, clear explanations, and vivid examples to help them easily grasp basic concepts. For those at a higher level, we offer opportunities for application and problem solving through case studies and simulation exercises.
The system tracks learners’ learning progress and, through data analysis, forms an accurate understanding of each learner’s capability profile. This benefits not only the Training department but also allows management to gain a comprehensive understanding of team members through data, providing a new perspective for team management and achieving full-cycle talent activation.
Outcomes
The 6IBs Call Model assessment covers five main scenarios and 12 specific behaviors, resulting in more than 300 learning pathways. This adaptive learning approach has resulted in more diverse learning journeys, a 50 percent reduction in learning time compared to traditional methods, and a minimum of 15 percent improvement in capability levels.
The results of the STEM research include a 12 percent improvement in the application of the 6IBs Call Model compared to the previous year’s findings, raising the overall evaluation score from 77 to 86. And there has been improvement in the application of the 6IBs Call Model in real interactions with customers.
The strategic execution of targeted reinforcement programs across various therapeutic areas (TAs) has yielded significant business growth, including:
- Cosentyx achieved 48.4 percent growth against the previous year, effectively doubling its sales volume in the first half of 2023.
- Entresto demonstrated a robust 32.6 percent growth in the first half of 2023, catapulting it to the position of market leader in Hypertension (HTN) with a 10.9 percent market share.
- Kisqali successfully navigated its pre-market launch in February 2023, while Leqvio secured approval from the National Medical Products Administration (NMPA) in August 2023.
Ultimately, the 6IBs Call Model and Adaptive Learning Journey has not only improved medical representatives’ skills but also significantly contributed to the business’ growth and success.