Ronda Robinson, CPTD 👩🏼‍🦰👨🏽‍🦱🧔🏾‍♂️

Program: How to Win the Hearts of Employees Without Breaking the Bank

Description: “Despite expensive programs to address compensation, remote work, perks, and benefits, Gallup reports that only 1 in 4 employees believe employers care about their well-being, the lowest point in ten years. Most advertised solutions fall short because few can penetrate the needs of our psyche, which are more instinctual and rawer. Remove the gimmicks and guesswork with a simple approach to show that you… Show more

Program: How to Win the Hearts of Employees Without Breaking the Bank

Description: “Despite expensive programs to address compensation, remote work, perks, and benefits, Gallup reports that only 1 in 4 employees believe employers care about their well-being, the lowest point in ten years. Most advertised solutions fall short because few can penetrate the needs of our psyche, which are more instinctual and rawer. Remove the gimmicks and guesswork with a simple approach to show that you care.”

Learning Objectives:
1. Quantify the impact of 5 universal triggers of employee disengagement, turnover, and other challenges.
2. Why empathy is the #1 skill that distinguishes legendary leaders from average ones.
3. How leaders can “do” empathy to increase revenue and productivity without sacrificing their leadership style or authority. Show less

Do you consider yourself a tech-savvy leader? Learn how to make more data-driven decisions and leverage technology to improve employee productivity, engagement, and retention.

Workplace relationships don't need to be complicated. Combining people data with technology can demystify and resolve friction between individuals and among teams. Ronda illustrates how to enhance cross-cultural relationships at work.

Companies depend on data to develop their marketing strategy, pricing strategy, financial strategy, etc., but not their people strategy. Ronda describes how to go beyond org charts and job descriptions to create teams that get stuff done.

The high cost of employee turnover and disengagement is avoidable with science-driven techniques that are easy to implement and low cost - if you know what to look for. Ronda shares these insights with entrepreneurs and business owners.

If you truly want a customer-centric sales approach, dump the manipulative models and focus on these five universal triggers of human behavior to build long-lasting and loyal customers.

SALES TRAINING ADVANCEMENTS, OPPORTUNITIES AND CHALLENGES IN 2016

Over the past several years, the pharmaceutical industry and, as a result, product sales & training have evolved to be more detailed, scientific, technologically advanced, and tailored to patient and physician needs. Leaders can now reflect on past and current changes to help predict where sales training will be headed in the coming years, identifying areas of greatest excitement or apprehension. Never before has… Show more

SALES TRAINING ADVANCEMENTS, OPPORTUNITIES AND CHALLENGES IN 2016

Over the past several years, the pharmaceutical industry and, as a result, product sales & training have evolved to be more detailed, scientific, technologically advanced, and tailored to patient and physician needs. Leaders can now reflect on past and current changes to help predict where sales training will be headed in the coming years, identifying areas of greatest excitement or apprehension. Never before has healthcare evolved so rapidly, and sales training professionals must remain at the forefront, increasing representative knowledge of this landscape to pinpoint physician needs within interactions and support improved patient outcomes.

Key Points:
Þ Operate the T&D function as a business unit. Proactively align with corporate goals, identify desired outcomes and expected impact and report progress against metrics.
Þ Evolve training methods toward new ways that people learn.
Þ Use technology and games as a vehicle for learning. Start with the desired outcome to avoid retro fitting content.
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SCIENTIFIC TRAINING FOR SPECIALTY PHARMACEUTICAL PRODUCT KNOWLEDGE

With industry-wide focus on developing therapies targeted towards specialty areas, sales teams need to be educated on both high-level, scientific product information as well as knowledge of patient populations and physician territories. Complex topics like these can be challenging to train on, as many representatives want to simply memorize data and repeat it to physicians, rather than develop a full, working knowledge of… Show more

SCIENTIFIC TRAINING FOR SPECIALTY PHARMACEUTICAL PRODUCT KNOWLEDGE

With industry-wide focus on developing therapies targeted towards specialty areas, sales teams need to be educated on both high-level, scientific product information as well as knowledge of patient populations and physician territories. Complex topics like these can be challenging to train on, as many representatives want to simply memorize data and repeat it to physicians, rather than develop a full, working knowledge of the product’s target market and delivery channels that can be utilized in conversation. Uncovering trends and strategies for strong education on specialty product clinical information will enable trainers to develop programs that cultivate representatives who can accurately and confidently articulate product specifics to clients, resulting in increased product sales.
• Collaborating with scientific writers to develop educational program content
• Training on product safety, hazard ratios, clinical reprints and distribution channels
• Strategies to avoid “memorize and repeat” style learning, increasing active engagement
• Teaching information delivery strategies for in-hospital physician or executive interactions Show less

IMPROVING SALES FORCE EFFECTIVENESS WITH AN INTEGRATED PRODUCTIVITY TOOL

Life Sciences companies invest significant manpower and financial resources to train their sales forces, yet find it challenging to measure impact, alignment with organizational goals or even true engagement that ultimately leads to greater business returns.

The best of intentions can still fall short without the appropriate, integrated tools that drive continuous, individuated training and development… Show more

IMPROVING SALES FORCE EFFECTIVENESS WITH AN INTEGRATED PRODUCTIVITY TOOL

Life Sciences companies invest significant manpower and financial resources to train their sales forces, yet find it challenging to measure impact, alignment with organizational goals or even true engagement that ultimately leads to greater business returns.

The best of intentions can still fall short without the appropriate, integrated tools that drive continuous, individuated training and development without making it overly burdensome on their people.

Join us for an interactive panel discussion with three industry-leading Life Sciences companies and learn how they went from hoping to actually accomplishing their field development goals by implementing an innovative, technology-based solution called iCoachFirst®.

The journeys of the following companies will be discussed in this workshop:
•Novo Nordisk – transforming the field coaching process status quo
•Johnson & Johnson – making competencies meaningful and impactful
•NanoString Technologies – efficiently and effectively training a new, global sales force

Learning Objectives:
•Understand why traditional field development approaches and systems have under delivered
•Discover how three of your peer companies successfully implemented a comprehensive
•Learn about a transformative technology platform that seamlessly brings together all aspects of what PEOPLE DEVEOPMENT should be – connecting, coaching, training, and assessing for a productive field sales force
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NEUROSCIENCE TECHNIQUES TO ACCELERATE LEARNING AND RETENTION

The demand for trainers to accomplish more in less time and with fewer resources continues to be a challenge. Adoption of tools such as virtual technology incrementally address time and resources, yet attention and retention remain problematic. Advances in neuroscience reveal insights into how the brain views and processes information. Applying training techniques with the brain in mind leads to heightened attention, faster… Show more

NEUROSCIENCE TECHNIQUES TO ACCELERATE LEARNING AND RETENTION

The demand for trainers to accomplish more in less time and with fewer resources continues to be a challenge. Adoption of tools such as virtual technology incrementally address time and resources, yet attention and retention remain problematic. Advances in neuroscience reveal insights into how the brain views and processes information. Applying training techniques with the brain in mind leads to heightened attention, faster learning, and greater retention regardless of the venue for delivery.

In this session you will experience traditional versus neuroscience-based techniques to compare and contrast the impact on your own learning and retention. Participants will receive leader guides for the demonstrated techniques. Training professionals and instructional designers can immediately apply these concepts immediately to current programs.

Learning Objectives:
•Explain the fundamentals of how the brain learns best (and worst!)
•Demonstrate techniques for designing and delivering neuroscience-based learning
•Provide examples of workshops and exercises utilizing neuroscience
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ACCELERATE LEARNING AND RETENTION WITH NEUROSCIENCE-BASED TECHNIQUES
The demand for trainers to accomplish more in less time and with fewer resources continues to be a challenge. Adoption of tools such as virtual technology incrementally address time and resources, yet attention and retention remain problematic. Advances in neuroscience reveal insights into how the brain views and processes information. Applying training techniques with the brain in mind leads to heightened attention, faster… Show more

ACCELERATE LEARNING AND RETENTION WITH NEUROSCIENCE-BASED TECHNIQUES
The demand for trainers to accomplish more in less time and with fewer resources continues to be a challenge. Adoption of tools such as virtual technology incrementally address time and resources, yet attention and retention remain problematic. Advances in neuroscience reveal insights into how the brain views and processes information. Applying training techniques with the brain in mind leads to heightened attention, faster learning, and greater retention regardless of the venue for delivery.
• Fundamentals of how the brain learns best (and worst!)
• Techniques for designing and delivering neuroscience-based learning
• Examples of workshops and exercises utilizing neuroscience Show less

CASE STUDY: CRAFTING GLOBAL LEARNING PLANS
Sales trainers face considerable challenges in developing tailored training content for a globalized sales force, as regions differ greatly in language, cultural customs and learning practices, requiring trainers to cultivate relationships with local liaisons to overcome these barriers. Several other factors play a role in creating a complex environment for global sales training, including translation of documents and training courses to match local… Show more

CASE STUDY: CRAFTING GLOBAL LEARNING PLANS
Sales trainers face considerable challenges in developing tailored training content for a globalized sales force, as regions differ greatly in language, cultural customs and learning practices, requiring trainers to cultivate relationships with local liaisons to overcome these barriers. Several other factors play a role in creating a complex environment for global sales training, including translation of documents and training courses to match local vernacular, adjustments of training techniques to blend well with unique cultural nuances and customization of sales strategy based on each region’s political, economic and healthcare climates. Developing a customized global training plan presents challenges for utilizing finite resources and managing workload without cutting corners or jeopardizing training outcomes.
• Centralized or localized translation of curriculum
• Identifying platforms to utilize on a global scale
• Incorporating various learning customs in other countries Show less

Workshop on Deciphering the Merits of Emotional Intelligence and Implementation into Sales Training. Co-facilitated by Dr. Michael Bagshaw, University of Worchester School of Business.

Presented a case study demonstrating clear results of applying a different sales approach and corresponding training interventions in a very complex sale and rapidly changing healthcare industry. Included a roadmap and examples of tools used over an 18-month initiative.

The pharmaceutical sales and marketing landscape continues to change dramatically. This conference is for executives, VPs, and directors to share cutting-edge and alternative best practices. I focus on "What's In and What's Out in Sales Training".

Title: Is It Time To Rethink Your Specialized Hospital Sales Training?

Description: The evolving hospital environment has created an immediate need to elevate sales training for hospital specialty representatives, particularly for strategic thinking skills. The current approach to hospital sales training commonly applies a version of a traditional sales model that focuses on interactions with individual healthcare professionals who use or prescribe the product. However, the influence of… Show more

Title: Is It Time To Rethink Your Specialized Hospital Sales Training?

Description: The evolving hospital environment has created an immediate need to elevate sales training for hospital specialty representatives, particularly for strategic thinking skills. The current approach to hospital sales training commonly applies a version of a traditional sales model that focuses on interactions with individual healthcare professionals who use or prescribe the product. However, the influence of individual product users is often overshadowed by a variety of other decision makers, some requiring consensus decisions that involve broader scope considerations beyond product features and benefits. Additional layers of complexity occur as individual hospitals migrate to join hospital systems that are increasingly influenced by IDNs or GPOs. Hospital sales representatives need to elevate their skills to effectively navigate these complex decision-making processes. This session will profile the lessons learned from moving beyond approaching hospital sales training in the traditional fashion toward a strategic thinking platform. This workshop will be especially beneficial for specialized hospital sales forces attempting full conversion of their product into the hospital and can apply to both pharma and device sales.

Learning Objectives:
• Evaluate potential gaps in your organization’s approach to specialty hospital sales training by comparing your method to the audience, this case study, and research
• Understand the method and tools used to improve sales force effectiveness for higher close-rates, accelerated sales cycle, and improved forecast accuracy within 9 months
• Learn the process by which: senior leadership endorsed the development and execution, behavior modification evolved, and consistent performance coaching was applied
• Learn how this initiative influenced organizational communication, sales force engagement, learning culture, and performance coaching
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One of approximately 15 members to review, score, and recommended presentations submitted to the SPBT organization for consideration at the 2011 annual conference.