Focus Magazine - Summer 2015 - 43

VIRTUALHOW

Spend

e range of dedicated budget for
global learning and development
varies widely. Participating companies
allocate between $200,000 to $10.5
million, with an overall average of $3.2
million for their centralized training
function. Global learning and
development budgets typically cover
design and development of content,
including vendor and consulting
contracts, staﬀ development and
training and assessments. Most (80%)
participants stated that each region
has a dedicated budget, which covers
localization, translation and execution
of training content.

Stakeholders and Content

As organizations move toward
global sales models, greater emphasis
is put on education to ensure sales
personnel at all levels execute a
unified sales strategy and deliver

consistent messaging. Responding
companies noted that their centralized
training teams provide training for an
average of nearly 7,000 sales
representatives and 700 first line
managers around the world. (Figure 3:
Number of Employees Trained)
"So skill" topics based on a
common company-wide framework,
such as leadership, coaching and
selling skills, are the most popular
topics on a global scale. Product and
disease state education is also
prevalent. Many topics are
scientifically based and consistent
across countries and cultures. (Figure
4: Global Training Content)

e most common types of
training programs created are those
that meet standard needs among sales
organizations, including continuous
training, new hire classroom training
and new hire home study programs.
(Figure 5: Types of Programs
Developed Globally)
Because learning occurs through
the lens of culture, regions with
underlying cultural similarities tend to
be best suited for global learning
frameworks. Markets served include
Asia Pacific, Latin America, South
America, Canada, United States,
Europe, the Middle East and Africa.
(Figure 6: Geographic Regions). I

About this Study:
Working in partnership with LTEN, TGaS Advisors , a benchmarking and advisory services
firm, conducted studies of training and development leaders in life sciences companies,
distributed among broad portfolio, focused portfolio, and medical device and diagnostic
organizations. For more information on Globalized Learning trends and best practices or
other questions, please contact Kate Earle, Kate.Earle@tgas.com.

TECHNOLOGY,
CONTENT
AND
SERVICES
TO BUILD
BETTER
COMMERCIAL
TEAMS

STRATEGY
CAPABILITIES DEVELOPMENT
TECHNOLOGY
ANALYTICS

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We help life sciences companies
build high-performance sales teams
and create Brand Ambassadors.

FOCUS
FOCUS | SUMMER 2015 | www.L-TEN.org
www.L-TEN.org

PRODUCT LAUNCH
ADVANCED SELLING
ONBOARDING
ANALYTICS

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MEANINGFUL TRAINING METRICS

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Focus Magazine - Summer 2015

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