Focus - Summer 2012 - 30
eLEARNING
the same time, maintaining awareness of opportunities to make speci c linkages to core skills. • Limit Number of Attendees While video/teleconference technology allows for dozens of participants, the optimum number of attendees is six to 10. is smaller group size promotes a deeper dive into the subject matter. e engagement will include enough divergent opinions to promote rigorous discourse, but the number of those opinions will not overwhelm the facilitator’s ability to achieve the learning objective. e smaller group size also allows the facilitator to lead the engagement as he or she would lead any other conversation. • Expand the Reach While making the e ort to limit the number of individuals participating in the live video/teleconference, the learning designer must also take steps to expand the reach of the work that will be done during the engagement. By recording these conferences and creating a library everyone in the organization can access, organizations generate additional ROI opportunities. conferences can showcase the type of application-focused learning sales representatives desire and reinforce the core selling skills that are part of the organization’s mission. ese engagements can also cost-e ectively reach the entire sales force. While the video/teleconference can be thought of as an old-school solution ideal for the current environment, it should be known as an e ective, though occasionally overlooked, tool to drive sales. I
For more information, scan/capture the QR code with your smartphone.
An Effective Tool to Drive Sales
In this era of shrinking budgets and expanding competitive pressures, pharmaceutical and biotechnology sales and training leaders can support their sales forces by looking past classroom and eLearning to an alternative solution — the strategic video/teleconference. If developed and delivered effectively by utilizing the ve key principles described above, video/tele-
Jaime Danielson is special projects manager at Alliance Performance Systems. Email Jaime at jdanielson@allianceperformance.net. Peter Pisarri is senior vice president of client development at Alliance Performance Systems. Email Peter at ppisarri@allianceperformance.net.
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Focus - Summer 2012
Table of Contents for the Digital Edition of Focus - Summer 2012
Focus - Summer 2012
From the President: How to Build Your Network
Table of Contents
Table of Contents
Guest Editor: The Evolution of Digital Training
Protecting Your Class from Naysayers
2012 SPBT Industry Landscape Study: Trends, Technology & Training
The Lost ROI from Poor Coaching Practices
Getting the Attention You Deserve
Training that Doesn't Break the Bank
Effective Product Launches on Short Timelines
Leadership Secrets from Pharma Legends
Don't Overlook NPs/PAs in Sales Training
The Case for Continuous Learning
Virtual How
Company News
People News
Ad Index
Focus Contacts
5 Questions with…Julie Clow
Focus - Summer 2012 - Focus - Summer 2012
Focus - Summer 2012 - Cover2
Focus - Summer 2012 - 3
Focus - Summer 2012 - 4
Focus - Summer 2012 - 5
Focus - Summer 2012 - 6
Focus - Summer 2012 - From the President: How to Build Your Network
Focus - Summer 2012 - 8
Focus - Summer 2012 - Table of Contents
Focus - Summer 2012 - 10
Focus - Summer 2012 - Table of Contents
Focus - Summer 2012 - 12
Focus - Summer 2012 - Guest Editor: The Evolution of Digital Training
Focus - Summer 2012 - 14
Focus - Summer 2012 - Protecting Your Class from Naysayers
Focus - Summer 2012 - 2012 SPBT Industry Landscape Study: Trends, Technology & Training
Focus - Summer 2012 - 17
Focus - Summer 2012 - 18
Focus - Summer 2012 - 19
Focus - Summer 2012 - 20
Focus - Summer 2012 - 21
Focus - Summer 2012 - 22
Focus - Summer 2012 - 23
Focus - Summer 2012 - The Lost ROI from Poor Coaching Practices
Focus - Summer 2012 - 25
Focus - Summer 2012 - Getting the Attention You Deserve
Focus - Summer 2012 - 27
Focus - Summer 2012 - 28
Focus - Summer 2012 - Training that Doesn't Break the Bank
Focus - Summer 2012 - 30
Focus - Summer 2012 - 31
Focus - Summer 2012 - Effective Product Launches on Short Timelines
Focus - Summer 2012 - 33
Focus - Summer 2012 - Leadership Secrets from Pharma Legends
Focus - Summer 2012 - Don't Overlook NPs/PAs in Sales Training
Focus - Summer 2012 - The Case for Continuous Learning
Focus - Summer 2012 - Virtual How
Focus - Summer 2012 - Company News
Focus - Summer 2012 - People News
Focus - Summer 2012 - Ad Index
Focus - Summer 2012 - Focus Contacts
Focus - Summer 2012 - 5 Questions with…Julie Clow
Focus - Summer 2012 - Cover3
Focus - Summer 2012 - Cover4
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