Focus Archives

Welcome to the LTEN members-only archives of Focus on Training magazine. Click the issue covers or links below to view the digital editions of Focus on Training. For more information on each issue, click the contents link to view each issue’s full Read.

For questions on Focus magazine, or if you’re interested in authoring articles or sharing LTEN member and organization news, contact editor Tim Sosbe at tsosbe@L-TEN.org

FIELD TRAINERS 2021

Field Trainers Issue 2021
In this Issue

  • Maximizing the Field Trainer Role
  • Novartis Area Field Trainer
  • Diagramming Sales Calls
  • Virtual Field Trips
  • Virtual Field Coaching
  • Can Market Access Training Boost Sales?
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SPRING 2021

Spring Issue 2021
In this Issue

  • Learning Agility
  • Onboarding New-to-Pharma Reps
  • Virtual Engagement Beyond Technology
  • Empathetic Engagement
  • Adult Learning Principles
  • Coaching as a Development Tool
  • Breakthrough Thinking
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WINTER 2021

Winter Issue 2021
In this Issue

  • LTEN Celebrates 50th Anniversary
  • MSL Training
  • Onboarding Roadmap
  • Adaptive Learning Organizations
  • Patient Journeys
  • Building Superteams
  • Full Spectrum Learning
  • Hiring the Right Field Trainer
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NON-COMMERCIAL TRAINING 2020

Non-Commercial Training 2020

In this Issue

  • Sanofi Pasteur: Development Planning to Drive Success
  • Microlearning for Macro-Learning
  • Future-Proofing Strategic Planning for Medical Affairs
  • Learning Agility: A Key Differentiator for Leaders
  • Compliance Training: No More Passive Learning!
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FALL 2020

Fall Issue 2020
In this Issue

  • The Only ‘One’ in the Room
  • Increasing Accessibility in the New Virtual Workplace
  • Creating a Boomer-Millennial Dream Team
  • Selling without Seeing
  • Drive Greater Organizational Performance
  • Fatigue Management
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VIRTUAL TRAINING TECHNOLOGY 2020

Virtual Training Technology Issue 2020

In this Issue

  • Bausch’s Virtual Training Studio
  • Virtual Launches
  • Keys to Virtual Engagement
  • Collaborative Training Tools
  • Making Virtual Shine
  • Adjusting to the New “Normal”
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GLOBAL TRAINING 2020

Global Training 2020

In this Issue

  • Localizing Learning
  • Must-Haves for Virtual Learning
  • Virtual Excellence
  • Thriving Global Learning Community
  • Motivating Global Colleagues
  • Reaching a Globally Mobile Workforce
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AWARDS 2020

Special Awards Issue 2020
In this Issue

  • Members of the Year
  • Poster Presentations
  • Hall of Fame
  • Meet the Winners and Finalists
  • The Value of Spotlighting Our Accomplishments
  • Thank You to the Judges
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CONNECT 2020

LTEN Connect Preview Issue 2020
In this Issue

  • The Event Agenda
  • Meet the Keynotes
  • LTEN Talks Guest Speakers
  • Networking & FAQs
  • Recap: Poster Session
  • Learning Village Exhibit Hall
  • Hall of Fame Inductees
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SUMMER 2020

Summer Issue 2019
In this Issue

  • Case Study: How Novartis Created a Coaching Culture
  • Survival Guide for New Trainers
  • 5 Tips for Global Education
  • Biogen & Team Effectiveness
  • Engagement Mistakes to Avoid
  • Measuring Behavior Change
  • Developing Business Acumen
  • Pull-Through Your Personality Profiles
  • Improving National Sales Meetings
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FST SPRING 2020

Field Trainers Spring Issue 2020
In this Issue

  • Supporting the Field-Based Trainers Who Support Us
  • Co-Travels with New Hires
  • How Field Teams, Legal and Learning Can Work Together
  • We Tested, Therefore They Forget!
  • How to Make an Immediate Impact with Peer Leadership
  • The Key Role of the Field Trainer
  • 7 Tips for Field Visits
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SPRING 2020

Spring Issue 2020
In this Issue

  • Case Study: How Amgen Built Field-Force Effectiveness
  • Best Practices for New Trainer Onboarding
  • 5 Tips for Coaching Subject Matter Experts
  • Training on Healthcare System Dynamics
  • Stop Talking About Soft Skills
  • Doing Business in 2020
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WINTER 2019

Winter 2019
In this Issue

  • Case Study: LEO Escape Room
  • Instructional Design for Microlearning
  • AI: The Future of Work
  • Continous Coaching
  • Getting Your Onboarding Up to Speed
  • Building a Corporate Academy
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LEARNING TECH 2019

Learning Technology 2019
In this Issue

  • Embracing Digital Transformation
  • A Look at the Use of AR, VR and IA in Training
  • Meeting the Growing Need for Clinical Training
  • Unlocking Smart Phone Learning
  • Training Applications for VR
  • Up-Skilling the Multi-Channel Field Team
  • The Solution for Storing & Sharing Ref Materials
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FALL 2019

Fall Issue 2019
In this Issue

  • AmerisourceBergen Transforms Sales Training
  • Successful Manager Development
  • Safe Space to Make Mistakes
  • Growing Need for Clinical Training
  • Adopting Emerging Technologies
  • Facilitation Tips for High-Level Meetings
  • Integrated Learning Platforms
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AWARDS 2019

Special Awards Issue 2019
In this Issue

  • Meet the Members of the Year
  • Honoring 2019 Winners
  • Keynote Highlight: Advice from an American Hero
  • Celebrating Excellence
  • Recap: Poster Session
  • Honoring Our Finalists
  • Hall of Fame Inductees
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SPECIAL GLOBAL LEARNING ISSUE 2019

Special Global Learning Issue 2019
In this Issue

  • A Global Training Checklist
  • Global Healthcare Initiatives
  • Localizing for Global Delivery
  • Successful Global Teams
  • Global Technological Change
  • Building Global Centers of Excellence
  • 10 Steps for Better Global Field Coaching
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CONF PREVIEW 2019

Conference Preview 2019
In this Issue

  • Planning Your Gameplan
  • Tips for Getting Approval
  • Meet the Hall of Fame Inductees
  • A Look at Keynotes
  • All Things Networking
  • The Learning Village Exhibit Hall
  • Educational Offerings
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FST SPRING 2019

Field Trainers Spring 2019
In this Issue

  • COVER STORY: Exercising Influence in a Matrix Environment
  • The Annual Conference: Learning for the Field
  • Field Trainers and the Future
  • A Comprehensive Approach to Field Sales Training
  • Herding Lions: Leadership Tips for Field Trainers
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SUMMER 2019

Summer 2019
In this Issue

  • New! Josh Bersin Column ‘Insights’
  • Training Tech: Power & Potential
  • Science of Reviving & Thriving
  • Employee-Driven Field Coaching
  • Training Measurement
  • Value of Simulations
  • Composure Under Pressure
  • Modern Learning
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SPRING 2019

Spring 2019
In this Issue

  • Coaching & Accountability
  • Magic of Learning
  • Science of Selling Science
  • Leading without Authority
  • Building a Digital Learning Strategy
  • Acct. Mgmt Training
  • Interactive Design
  • Getting Alignment & Funding for Training
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WINTER 2018

Winter 2018
In this Issue

  • The Importance of Patient Insight
  • Transformative Learning
  • Role-Based Training
  • Developing a Coaching Culture
  • Sales Techniques to Try
  • Finding Customer Insight
  • U.S. vs Europe: What’s the Difference?
  • Training Myths Debunked
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FALL 2018

Fall 2018
In this Issue

  • On-the-Job Learning
  • BEST-in-Class Leadership
  • Flipped Learning
  • Technology Trends
  • Designing Experiences
  • Retaining Talent
  • Why Leadership Development Fails
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FST FALL 2018

Field Trainers Fall 2018
In this Issue

  • Re-Envisioning Field Trainer Training
  • AstraZeneca: Developing Field Trainers and Leaders
  • Regional Trainers: The Road to Leadership
  • 8 Ways to Keep Training FRESH after Workshops
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AWARDS 2018

Awards Issue 2018
In this Issue

  • Professional Praise
  • 2018 Members of the Year
  • 2018 Winners
  • Poster Presentations
  • Awards Ceremony
  • 2018 Finalists
  • Excellence Awards Judges
  • Hall of Fame Inductees
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FST 2018

Field Trainers Summer 2018
In this Issue

  • 3 Challenges for New Field Trainers
  • Wrapping Up the LTEN Annual Conference
  • Field Trainers: Increased Responsibility, Increased Engagement
  • 3 Ways Chatbots Will Make Field Sales Coaching Scalable
  • Transitioning to HQ: What Field Trainers Should Consider
  • 6 Essential Skills for Field Trainers
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SUMMER 2018

Summer 2018
In this Issue

  • Celegene: Training Across the Board
  • Combat Message Fatigue
  • Making Microlearning
  • How AstraZeneca Redefined Its Approach
  • Creating a Coaching Culture
  • Collaborative Coaching
  • Evidence-Based Learning
  • Qualitative Coaching in a Quantitative World
  • Ultimate Project Leadership
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SPRING 2018

Spring 2018
In this Issue

  • Lean Learning
  • Time-to-Competency
  • Order-Taking vs. Strategic Partner
  • Culture of Collaboration
  • Navigating Leadership Styles
  • Learning Game Designs Mistakes to Avoid
  • Training Successful Training Reps
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CONFERENCE PREVIEW 2018

Conference Preview 2018
In this Issue

  • Taking Orders or Creating Value?
  • LTEN Annual Conference…What’s New?
  • Conference Keynotes
  • Agenda-at-a-Glance
  • LTEN Talks: Technology, Microlearning and Change
  • Building Bears to Bring Hope and Healing
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FST SPRING 2018

FST Spring 2018
In this Issue

  • Communincation: The Critical Component
  • Conference Attendance: Convincing Your Boss
  • Creating Change: Being a Mom Made Me a Better Field Trainer
  • Creating & Sustaining the Right Behavioral Change
  • Revitalizing Ride-Alongs
  • Field Training at the LTEN Annual Conference
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WINTER 2017

Winter 2017
In this Issue

  • Reinforcement 101: Keep Learning Alive
  • Sales Simulations
  • Account Management
  • Do-It-Yourself In-House Talent Development
  • Leveraging Simulations-Based Tech in Training
  • Learning Innovation & Best Practices
  • Training Your Sales Team to Call on Today’s Changing Customers
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FALL 2017

Fall 2017
In this Issue

  • Otsuka: Reinventing the National Meeting
  • Two Steps to Openings that Give
  • The 46th LTEN Annual Conference
  • Building and Engaging Workforces with R-E-S-P-E-C-T
  • Change Agility
  • Revolutionize Your Coaching Action Plans
  • Gamification, Game-Based Learning & Rep Engagement
  • The Evolution of Learning Engagement
  • Reducing Scrap Learning
  • Training Effectiveness vs. Performance Management
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AWARDS 2017

Awards Issue 2017
In this Issue

  • The Power of Recognition
  • Introducing the LTEN Members of the Year
  • The 46th LTEN Annual Conference
  • Poster Session: Award-Worthy Work on Display
  • The 3rd Annual LTEN Excellence Awards Ceremony
  • Honoring the 2017 Finalists
  • A Little Help from Our Friends
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FST ISSUE 2017

Field Trainer Issue 2017
In this Issue

  • The Privilege of Field Trainers
  • Striking a Balance
  • Building Your Bench
  • Supporting & Cultivating the Field
  • Rock, Paper, Scissors: Ensuring Success
  • Bayer’s Evolving Development for Field Trainers
  • Amping Up the role of Field Sales Trainers
  • Influence & Impact
  • The Missing Ingredient for Field Skills Trainer Programs
  • The Evolving Role of the Field Trainer
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SUMMER 2017

Summer Issue 2017
In this Issue

  • Training’s Role in Mergers & Acquisitions
  • From Rep to Training Manager: The Successful Transition
  • What DJs Can Teach Us About Webinars
  • Pre-Gaming for Sales
  • The Role of Key Account Managers
  • Successfully Partnering with Vendors
  • Innovative Approaches to Leadership Development
  • 10 Tips for Product Launch Training
  • The Recipe for Retention
  • Engaging Sales Managers
  • 5 Questions with John Constantine
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CONFERENCE PREVIEW 2017

Conference Issue 2017
In this Issue

  • Preview the Conference Agenda
  • Meet the Keynotes
  • Learn about New Event Features
  • Get a Jump-Start on Networking Events
  • Learn about the Training Partners and the Learning Village Exhibit Hall
  • Explore Music City and its Colorful History
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SPRING 2017

Spring 2017
In this Issue

  • Certifying Success
  • Expanding the Reach, Not the Bandwidth
  • Beyond Technology: Key Overlooked Essentials
  • Focus on the Healthcare Professionals
  • Continuous Learning: The Third Era in Life Sciences Training
  • The Power of Patient-Centered Learning
  • Career Pathways of Sales Trainers
  • Getting the Most Value from Off-the-Shelf Training
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WINTER 2016

Winter 2016
In this Issue

  • Branding Training at Valeant
  • Three Mistakes You’re Probably Making with High Potential Employees
  • Cybersecurity in the Partner Value Chain
  • Coaching to Accelerate Sales: Busting Common Myths
  • The Smart Way: Doing More with Less
  • Wrapping Up the Medical Device & Diagnostic Trainers Summit
  • Courage and the Heart to Lead
  • Overcoming Hidden Biases that Hinder Our Success
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FALL 2016

Fall 2016
In this Issue

  • Sustaining and Measuring Development Programs
  • Nonverbal Leadership
  • 3 Technology Trends to Try
  • Sales Training: Increasing Likelihood of Success
  • Selling Performance in the Field Visit Process
  • Medical Simulation: Is It Worth the Investment
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AWARDS 2016

Awards Issue 2016
In this Issue

  • Spotlight on the LTEN Excellence Award Winners
  • Meet the Awards Finalists
  • Celebrating LTEN Members of the Year
  • LTEN Hall of Fame: Remembering Two Industry Greats
  • Poster Session: Training Excellence on Display
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SUMMER 2016

Summer 2016
In this Issue

  • How to Train the “Creepy” Out of the Closing
  • Creating the Value Proposition for Mentoring
  • The Next Generation of Life Sciences Learning
  • The Power of Quiet
  • Mobile-Friendly vs Mobile-First
  • What Your Kid’s Soccer Game Teaches You About Selling
  • Unstructor-Led Virtual Classrooms
  • 5 Questions with DJ Mitsch
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SPECIAL CONFERENCE EDITION 2016

Conference Issue 2016
In this Issue

  • Conference Agenda
  • Explore the Learning Village
  • Spotlight on Mel Robbins
  • Keynote Profile: Walter Bond
  • Preview – Sewa Beats Helping Learning Teams Work in Harmony
  • New Workshop – Focus on GxP Training
  • Looking for Trusted Industry Partners?
  • It Takes a “Learning” Village…
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SPRING 2016

Spring 2016
In this Issue

  • Bristol-Myers Squibb: Launching a New Global Selling Model
  • Accelerating the Journey to Customer-Centricity
  • Cognitive Science: Creating More Effective Multimedia Learning
  • The Art of Sales Improvisation
  • Developing Leaders Who Excel at Strategy Execution
  • Learning Technology for Event-Based Training
  • Defending Your Sales Process
  • Market Access Training
  • 5 Questions with … Kevin Kruse
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FALL 2015

Fall 2015
In this Issue

  • AstraZeneca: Creating a Blended Learning Curriculum
  • Training’s Transformative Power
  • The Role of Tension Management
  • The 44th LTEN Annual Conference: The Power of Your Network
  • Training’s Transformative Role: Executing a Key Account Management Strategy
  • Developing Reps
  • Making Great Leaders
  • Global Training
  • Medical Device Company Training Priorities: Global, Mobile, Advanced and Continuous
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SPECIAL AWARDS ISSUE 2015

Awards 2015
In this Issue

In this special digital-only issue of Focus magazine, we recognize the finalists, winners and partners of the first annual LTEN Excellence Awards.

  • Introducing the LTEN Excellence Awards
  • The Winners Revealed
  • Profiles of Winning Work
  • Awards Poster Session: Excellence on Display
  • Runners Up: Recognizing the Finalists
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SUMMER 2015

Summer 2015
In this Issue

  • Onboarding Sales Trainers at Bristol-Myers Squibb
  • Learning Delivery
  • Surviving and Thriving in a Volatile Industry
  • Leading Cross-Functional Teams
  • Change Your Paradigm, Transform Your Network
  • What’s the BIG Idea? 3 Tips to Open Doors
  • Identity Hubs: Secure, Productive Collaboration
  • Is There a Kink in Your Leadership IV?
  • Selling Skills: How Much Will the Next 5 Minutes Matter?
  • Front of the Room: Dig Deeper
  • Neuroscience: Memory Garden
  • 5 Questions with Peter Bregman
  • Study: How Companies are Centralizing Training Functions
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SPRING 2015

Spring 2015
In this Issue

  • Orchestrating Internal Partnerships at Jazz Pharmaceuticals
  • Getting a Seat at the Table
  • 5 Trends in Life Sciences Learning
  • Anatomy of a Sales Effectiveness Initiative
  • Reimagining Customer Training at Roche
  • Emerging Trends and Social Media
  • Next-Generation Leadership
  • Field-Based Monitoring: Mitigating Risk, Maximizing Success
  • Networking: Creating Career Connections
  • Gamification 2.0
  • 5 Questions with Ken Blanchard
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WINTER 2015

Winter 2015
In this Issue

  • Carol Wells: Training’s Shining Star
  • Mastering Connections of the Construct
  • LTEN Events: Connecting Members
  • The ACO Opportunity: Define the Value
  • Field Development: 4 Steps to Success
  • Transformational Leaders: From Fear to Fellowship
  • Deliver Messages that Drive Business
  • The Neuroscience of Messaging
  • The Learning Technology Landscape
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FALL 2014

Fall 2015

In this Issue

  • Creating a Foundation for Innovative Training
  • The Science of Learning
  • Sustaining Learning
  • Training the Tenured
  • Podcasting in Education & Training
  • Leader-led Learning
  • Virtual Coaching and Mobile Video
  • Diving into Product Launches
  • Cutting Edge of Training and Technology
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SUMMER 2014

Summer 2015
In this Issue

  • New SPBT Name & Identity
  • Building Your Network
  • Measuring Training
  • Living in a post-LMS World
  • Communities of Practice
  • Personalized Medicine
  • Science of Changing Sales Behavior
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SPRING 2014

SPring 2014
In this Issue

  • Customized learning
  • Coaching
  • Transforming organizations
  • Enhancing classrooms
  • Proactive training
  • Building leaders
  • Co-pay programs
  • Neuroscience
  • eLearning
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WINTER 2014

Winter 2014
Topics covered included

  • Redesigning Learning
  • Neuroscience
  • Scorecards & Simulations
  • Virtual Instructor-Led Training
  • Facing Negativity
  • Field-based training
  • Virtual Leadership
  • Career Paths
  • Health Insurance Exchanges
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FALL 2013

Fall 2013
Topics covered included

  • Digital training
  • Vendor management
  • Knowledge transfer
  • Gamification
  • Mentoring
  • Field-based trainers and management
  • Sales effectiveness
  • Reaching decision-makers
  • Leadership
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SUMMER 2013

Summer 2013
Topics covered included

  • Transforming learning
  • Building world-class training organizations
  • Neuroscience
  • iPad training / mobile training
  • 3D models
  • Tactics and strategy
  • Elevator pitches
  • Training pull-through
  • Innovation
  • Training analytics
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SPRING 2013

Spring 2013
Topics covered included

  • Team-based training
  • Accountable Care Organizations
  • Business acumen
  • Learning retention
  • Peak launch performance
  • Emotional Intelligence (EQ)
  • Leadership
  • Patient-centric sales models
  • Global strategy
  • The Sunshine Act
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WINTER 2013

Winter 2013
Topics covered included

  • Sales training effectiveness
  • Clinical trials
  • Corporate athletes
  • Mobile performance acceleration
  • Value propositions
  • Manager involvement
  • Sales models
  • Engaging healthcare providers
  • Wellness
  • Culture
  • Delivery & presentation
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FALL 2012

Fall 2012
Topics covered included

  • Training Technology
  • Performance support
  • Social learning
  • Manager & leadership development
  • Compliance
  • High-stakes training
  • Selling environments
  • Clinical knowledge
  • Career development
  • Training motivation
  • Gamification
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SUMMER 2012

Summer 2012
Topics covered included

  • Industry landscape
  • Building networks
  • Training trends
  • Technology
  • Product launches
  • Leadership secrets
  • Sales training
  • Continuous learning
  • Training on a budget
  • ROI of coaching
  • Digital training
  • Innovation
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SPRING 2012

Spring 2012
Topics covered included

  • Networking
  • Career advancement
  • Communication skills
  • Learning engagement
  • Leveraging technology
  • Business acumen
  • Sales excellence
  • Customized training
  • Onboarding trainers
  • Coaching
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WINTER 2012

Winter 2012
Topics covered included

  • Learning transfer
  • eLearning
  • Sales internships
  • Distance learning
  • Product training
  • Emotional intelligence
  • Leadership development
  • Medical device training
  • Social learning
  • Impacting innovation
  • Sales training technology
  • Facilitation
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FALL 2011

Fall 2011
Topics covered included

  • Manager development
  • Soft skills
  • Training retention
  • Mobile learning
  • MSL training
  • Leadership lessons
  • Coaching sales reps
  • Sales training 2.0
  • Field training
  • Gender inequities
  • Social learning
  • Time management
  • Shaping leaders
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SUMMER 2011

Summer 2011
Topics covered included

  • Virtual training
  • iPad training
  • Virtual Maturity Models
  • Global launches
  • Social media
  • Collaboration
  • Business acumen
  • District manager training
  • Medical device training
  • Innovative technology
  • Mobile learning
  • Connecting with learners
  • Social learning
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