Focus Magazine - Spring 2016 - (Page 7)

UPFRONT Focus spring 2016 vol. 26, no. 1 19 Cover story Bristol-Myers Squibb: Launching a New Global Selling Model By Tim Sosbe Centralizing training can be a challenge for global organizations. But the BMS team didn't let those hurdles or a fast-tracked schedule stop them. 34 Leadership/ManageMent deveLopMent Developing Leaders Who Excel at Strategy Execution 22 Accelerating the Journey to Feature artiCLe Customer-Centricity By Darrell Griﬃn, Stephania Guidotto, Ph.D. and Lloyd Baird, Ph.D. Life sciences organizations are reinventing themselves to focus on customers. Learning plays an essential role in that transformation. Feature artiCLe 26 Cognitive Science: Creating More Effective Multimedia Learning By Steven Just, Ed.D. Time has given us a better understanding of how people learn. Science is giving us better learning tools to meet them where they live. Feature artiCLe 30 The Art of Sales Improvisation - Your Competitive Advantage By Randy Sabourin Sales calls don't always go as planned. Training reps in the art of improvisation helps create a flexible field force ready for any eventuality. FOCUS | SPRING 2016 | www.L-TEN.org By Rick Lepsinger Business realities oen interfere with our strategies. But, you can be better prepared by focusing on assessments and execution. 38 Learning Technologies for EventteChnoLogy Based Training By Rick Simoni Using the right tools makes event-based training more successful. In this article, we look at options for during and aer training events. 40 Defending Your Sales Process seLLing skiLLs By Patrick D'Amico Out with the old, in with the new? Maybe. But sometimes what your time-tested training method needs is a champion to sing its praises. 41 Market Access Training virtuaL how By Kathryn Rebilas Market access training is mandatory, even beyond the front lines. Leaders are looking to learning to properly prepare the sales organization. 7 http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Magazine - Spring 2016

Focus Magazine - Spring 2016
From the President: Change is in the Air
Table of Contents
Table of Contents
Guest Editor: 'Training Event' or 'Learning Experience'?
Directions: Engaging with Life Sciences Leaders
Front of the Room: 'It Can't Be Me, Right?'
Neuroscience: The Science of Imitation
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 – Your Competitive Advantage
Developing Leaders Who Excel at Strategy Execution
Learning Technologies for Event-Based Training
Defending Your Sales Process
Virtual How: Market Access Training
Ad Index
Focus Contacts
5 Questions with Kevin Kruse

Focus Magazine - Spring 2016