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Bonus Focus - June 2013 Issue


EQ in the Workplace – Why It Should and Does Matter

By Shawn AndrewsEQ

Emotional Intelligence (EQ) is defined as the ability to perceive and express emotions, understand and reason with emotion and regulate emotion in self and others. EQ attributes include self-awareness, self-actualization, self-regard, assertiveness, independence, flexibility, problem-solving, empathy, social responsibility, interpersonal relationships, reality testing, stress tolerance, impulse control, optimism and happiness. Having this knowledge, for yourself or your team, is the first step in building self-awareness, which has been noted as the most important EQ attribute for individual or leadership success.

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If Learners Don’t Remember What to Do,

They’ll Forget to Do It

By Joe Pulichino, Ed.DRetention

Learning and development professionals have long struggled with the challenge of transferring their learners’ newly acquired knowledge or skill to real, on-the-job practice. Learners may take and pass a test at the end of class, but is that enough? Many studies have shown that less than 50% of training interventions are measured and evaluated for their impact on behavior, and even fewer are designed to support post-class on-the-job performance. Given these realities, can learning correlate to behavior change and improved performance?

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The Shift from Traditional DPK Training to Mobile Solutions

By Perpetual Pereira, Joanne Lee, Susan Caldwell ­­and edited by Gary WoodillShift to Mobile

Sales reps training impacts pharmaceutical sales at a fundamental level, and effective disease and product knowledge (DPK) is generally the first phase of sales training that is connected to sales-force effectiveness and often a prerequisite to classroom-based training. Over the past 20 years, traditional print-based DPK training have made a smooth transition to e-learning delivery for desktop or laptop computers, including CD-ROM and web-based programs. More recently, learning technologies are undergoing increasingly rapid transformation, causing pharma to recognize the need to adopt more innovative DPK delivery methods to stay in the forefront of sales training.

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Do Your Sales Presentations Make You or Break You?

By Kate TunisonPresentations

You’ve studied your client’s issues; you have asked the right questions and know your competition. You are confident you have an excellent solution and have even secured an appointment to present your proposal. Wow, you are almost there, but don’t mentally spend your commission yet! Your presentation can be a huge differentiator for you and could make or break your sale. Here are five basic ways to ensure you get off to a good start and stand out from the crowd.

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Four Strategies for Transforming Virtual Classrooms

into Strategic Differentiators

By Roger CourvilleVirtual Classrooms

The world of L&D is changing. Unfortunately virtual classrooms are underutilized, and programs are like bad webinars. Learners leave yawning, and the results you’re looking for are elusive. The good news is that transforming your use of virtual classrooms into a strategic asset isn’t rocket science.

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