Networking is crucial to business careers and is one of the main benefits of LTEN membership: The chance to meet, connect and learn from your life sciences peers. For this…
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When John Riggle, head of training for Promius Pharma, was looking to hire a new training manager, he went through the normal process of looking at internal and external candidates….
Networking is crucial to business careers and is one of the main benefits of LTEN membership: The chance to meet, connect and learn from your life sciences peers. For this…
More than 15 years ago, I started my corporate training company and then within two years decided to volunteer as the founder and president of a not-for-profit organization. My enthusiasm…
Networking is crucial to business careers and is one of the main benefits of LTEN membership: The chance to meet, connect and learn from your life sciences peers. For this…
Lin-Manuel Miranda, the force behind the Broadway hit Hamilton, was interviewed on NPR’s “Fresh Air” by Terry Gross recently, and he said, “The theater should always be a safe space….
One of the most critical competitive advantages for any organization is the skill level at which their people have important conversations. Interpersonal interactions, whether customer-facing, coaching, diversity & inclusion or…
Learning & development organizations face the challenge of more training with less budget and, as a result, sales veterans and higher-end performers are often left out of L&D plans in…
From elementary through high school, my grades were below average. I wasn’t challenged, didn’t connect with my teachers and just wanted to get by. My teachers were continuously perplexed as…
A selling model can bring real value to the selling process for both sales professionals and their customers. Done right, it can provide a framework for tailoring the sales approach…
There’s a revolution going on in companies all across the country. Businesses everywhere are seeing an infiltration of young 20-somethings; or what some refer to as millennials. For older established…
We have all been there. We have a test coming up that we haven’t really prepared for, so we cram over a period of a day or two. Maybe we…
Each year, recruitment-related costs make up a huge chunk of a company’s expenses. Not only can finding the right employee be taxing, but retaining and integrating them is just another…
Every leader should be asking themselves, “What am I creating?” Answering this question clarifies your personal choices and actions, and it also provides directional orientation for your team members’ choices…
Early in my career, I had the privilege of working with the U.S. Air Force to develop training simulations. In the military, mastering the steps that must be taken during…
Simply stated, game theory is “the study of mathematical models.” It is mainly used in economics, political science and psychology. Originally, it addressed zero-sum games, in which one person’s gains…
Scenario 1: New hires have been trained for weeks on a new product being launched in the marketplace. They have been provided product-specific clinical data, promotional resources, competitive knowledge and...
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Before we can talk about cockiness, we have to understand the difference between self-confidence and self-esteem. Self-confidence is Situational It rises and falls in with circumstances. When my boss, for…
As we work toward fulfilling our vision to build a place where the GxP and non-commercial training community can learn, interact, and share content with each other, the Life Science…
In a recent Summer 2016 Focus magazine article, I shared a comprehensive plan to “Create the Value Proposition for Mentoring” in your organization. A key component of that is stakeholder engagement…
Microlearning is a way of teaching and delivering content to learners in small, very specific bursts, also referred to in training as “bite-sized” learning. Microlearning is more than small pieces…
Remember the children’s storybook Goldilocks and the Three Bears? Goldilocks went for a walk in the forest and found a cabin. Her curiosity got the best of her, so she entered…
Training sales reps at life sciences organizations has grown more complex than ever before. Despite geographically dispersed sales teams and shrinking budgets, there’s still an increased demand for performance coaching….
I have two awesome kids; Kyle is seven and Sophia is five. Our entire extended family lives out of town, so road trips are a common occurrence. Generally speaking, the…
Are you trying to redesign your sales training to prepare for a growing millennial workforce? Be careful what assumptions you make … because there’s more to this generation than meets…
For hundreds, if not thousands, of years, the definition of a signature barely changed. Individuals used a paintbrush, a pen or similar implement to uniquely apply their names to tablets,…
The pharma industry’s move toward patient centricity presents a number of challenges and opportunities. More often, sales reps, while having the patient “in mind,” are still largely driven by other…
Most life science and medical device sales professionals will tell you they are working within a new normal these days. The products they sell grow increasingly complicated. Customers are savvier…
Five minutes. That’s how much time your seller has in the waiting room before their next appointment. Have you trained your team to make the most of those five minutes?…
No one should be arguing against increasing diversity and inclusion in the workplace. Strategically, ethically and financially it makes sense that organizations can benefit from being diverse. The return on…
If you’ve looked at this year’s 45th LTEN Annual Conference agenda, you may have been surprised to see a new training track designed for GxP, quality, R&D, medical affairs, regulatory and…
Most of the tests we give in the life sciences are mastery exams. We set a passing score and treat the learners' outcomes as either pass or fail. If they...
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Gotta Tell You… When creating training for Bayer’s new global selling approach, we piloted uncut versions with the training team. They provided feedback to make it more “real world” and have…
We’ve all been part of training sessions that were so boring we found ourselves checking the clock every five minutes and struggling to stay awake. So why would we put…
Stakeholder engagement is the foundation of any effective development process. Communicating and aligning with those who will participate and those who will benefit directly or indirectly enables you to build…
Choosing learning technologies for field-based training can quickly become a daunting task, so I put together a short list of my top picks (both electronic and non-electronic) to help you…
When the topic of sales training comes up in many training staff meetings, it can be a minefield. I know from my days directing training for a large orthopedic company…
The launch of a highly anticipated product is an exciting time for both the brand and the partner agency. But it is also, of course, a highly pressurized time where…
As trainers, you know the importance of diversity better than many business professionals. Just as it takes a village to raise a child, it takes a diverse, trained and cohesive…
The days of the pharmaceutical detail are over. Gone are the days of the hand shake, dropping off a few samples and pens, delivering a quick product message while a…
“The first step in helping another person’s ability to achieve is to help them believe they can.” —John Maxwell Successful leaders ask themselves two questions: • Am I developing my…
Sales managers in the life sciences industry are miles ahead of sales managers in any other industry because of the field visit process. Some industries don’t even have field rides…
Take a moment and think back on everything you’ve ever learned. Which lessons stick out in your mind? Chances are the most memorable are the lessons that you connect to…
The future success of life sciences companies depends on quality leaders with the knowledge of what it takes to bring new products to a heavily regulated global market. Unfortunately, many…
I spent 20 years as CEO of a testing company, so I had lots of opportunity to get a very good sense of how our life science clients were using...
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I met my daughter’s new teacher today. And in one minute I knew it was going to be a good year. It made me think, “What makes people like you…
“It used be the wild west in the beginning,” a friend and recently retired medical technology sales leader said when he described the early days of selling medical technologies. He…
The new indication for your product is launched! You have been living in a hotel for days, teaching and motivating your sales force. All but a handful passed their certification…
As we all know, over the past decade much of our training has transitioned from print to e-learning. And, to state the obvious, there are many advantages e-learning has over…
In order to continually improve our learning & development designs and deployments, we frequently look to successful participants, members of our team or the industry to try to understand what…
