UPFRONT Focus Spring 2012 Vol. 22, No. 2 17 COVER STORY Allergan: Training on a Continuum By Tim Sosbe Training is a continuous life-long process. At Allergan, ongoing training is used to grow healthy and happy employees with the skills to advance. Cover Photography: Troy A. Witt/Take One Productions, Inc. PRODUCT TRAINING 29 Identifying and Sharing Information on Clinical Product Differences FEATURE 20 Building ARTICLE a Career Advancement Program By Gwen McLean Di erentiating your product starts with understanding the competition. Knowing how to distinguish your product is a sure- re way to increase sales. By Matthew Yesko and Staci Johnson Losing employees can cost companies time and money. Engaging employees in an internal development program is a valuable employee retention strategy. LEADERSHIP/MGT 32 Business AcumenDEVELOPMENT and the New Sales Leader FEATURE ARTICLE 23 8 Steps to Effective Communication Skills By Scott Moldenhauer and Bruce Mathewson In today’s market, leaders need to think outside the box. Understanding the business helps reps re ne their message to reach their target audience. By Stacey Hanke E ective communication is essential in sales. Tailoring your conversation to each client enhances your ability to communicate with impact. SELLING SKILLS 34 New Skills for a New World Order ELEARNING 26 Driving Learner Engagement By Fredric Marshall e customers world is changing. e key is helping our sales reps succeed by coaching behaviors that promote sales excellence. through Dynamic Technology Experiences By Philip McCrea Developing engaging learning experiences is more critical than ever. Leveraging technology is a pathway to accelerate performance. MEDICAL DIAGNOSTIC 36 Tailoring &Sales Training to Medical Device Representatives By Julie Turner Customizing medical device sales training to your learners’ needs can increase knowledge and ensure success in the eld. 9 FOCUS | SPRING 2012 | www.spbt.orghttp://www.spbt.org