UPFRONT CONFERENCE RECAP | 14 VIRTUAL HOW | 38 MEMBER NEWS | 41 AD INDEX | 44 FOCUS CONTACTS | 45 CONTRIBUTING AUTHORS Suzette Plaisance Bryan Brendan Cournoyer Donna Eldridge Scott Gassel Rich Horwath Kevin Kruse Brian Lange Fred Marshall John Riggle George Schmidt Tim Sosbe Kate Tunison Carol Wells Focus is the official magazine of The Society of Pharmacutical and Biotech Trainers (SPBT). The society is governed by a board of directors, with management operations handled by an executive management group. The magazine is published four times a year and subscriptions are free to all members of SPBT. Nonmember subscriptions are $100 per annum. Focus is designed to provide members of The Society of Pharmaceutical and Biotech Trainers with news and analysis of training, reports on trends in training, commentary and opinion, and reports on news and activities of SPBT. FOCUS | SUMMER 2013 | www.spbt.org 5 FROM THE PRESIDENT Why Does Innovation Matter to Training? By Carol Wells Training plays a big role in creating a culture of innovation, which in turns enhances and empowers the organization. 11 GUEST EDITOR The Importance of Training Analytics By John Riggle Careful tracking and good data do more than prove the value of training: They arm reps with information. 13 FRONT OF THE ROOM Focus on Intention By Brian Lange Good intentions are just that: good. Trainers should create accepting environments where learning can flourish. 46 5 QUESTIONS 5 Questions with … Dan Pink By Kevin Kruse Kevin talks with bestselling author Dan Pink about motivating sales people to succeed and the new ABCs of sales. 9http://www.spbt.org