UPFRONT Focus SUMMER 2013 Vol. 23, No. 3 17 COVER STORY Merck’s Global Learning Transformation Photography: Merck Staff Photographers, Craig Hammell and Bob Terrio By Tim Sosbe Transforming training is a major mission, especially on worldwide levels. For Merck, the transformation is a team effort. PRODUCT 30 3D ModelsTRAINING for Marketing Medical Devices By Scott Gassel and Donna Eldridge The more senses training can involve, the better the opportunity for engagement. 3D models bring touch to the table. FEATURE 20 Building ARTICLE a World-Class Training Organization By George Schmidt Creating world-class training brings value throughout an organization. It all starts with becoming a strategic partner in the business. FEATURE ARTICLE 24 Neuroscience and Learning: Lighting up the Brain By Suzette Plaisance Bryan Learning is a brain game, and the better we understand the science behind learning, the more effective our efforts will be. 28 iPad Training: ELEARNING The NFL Playbook By Brendan Cournoyer Tablets are an important training tool today. Bringing video to the field helps trainers score a touchdown and tackle results. FOCUS | SUMMER 2013 | www.spbt.org LEADERSHIP/MANAGEMENT DEVELOPMENT 32 Tactical or Strategic? By Rich Horwath Strategy and focus are essential elements to successful sales. The lack of time and know-how can sometimes get in the way. SELLING SKILLS 36 Is Your Elevator Pitch Ready? By Kate Tunison In a fast-paced industry, you can often find yourself with 30 seconds to sell. Is your elevator pitch ready to take you to the top? MEDICAL & DIAGNOSTIC DEVICES 42 World-Class Training Pull Through By Fred Marshall World-class sales training must lead to world-class execution. These four drivers are critical to make the transition. 7http://www.spbt.org