Focus Magazine - Winter 2014 - 34
MEMBERSOLUTIONS
Developing FieldBased Trainers
I By Dawn Brehm
F
Want to learn
more about how
the SPBT Associate
Membership can
support your fieldbased trainers
program? Check
out the Membership
tab on SPBT.org.
Selecting FieldBased Trainers
How do life science
companies select fieldbased trainers? Check
out what our panelists
shared on selection in
the February issue of
Bonus Focus,
www.spbt.org/
bonusfocus
34
ield-based trainers are utilized in life
science training organizations in a variety
of ways, ranging from full- to part-time
and new hire to advanced curriculum, and
employ a plethora of delivery mechanisms,
including from field rides and conference calls.
However, there is a constant across all
companies who participated in this session of
Member Solutions: Field trainers are high
performers who are on a development path to
expand their skills.
Structure Reporting and Role
Andrea Volz, director, training &
development, Allergan Neurosciences, Beth
Aust, director U.S. eye care sales training,
Allergan, and Marty Babbington, director,
training and development, Allergan Medical
each work with a team of full-time field-based
trainers to execute training. The field-based
trainers report to second-line sales leaders in one
division and to home office training leads for the
other two divisions. According to Volz, the
field-based trainers are the "bench strength" for
the leadership team and, as a result, receive
extensive development while in the role. In
addition the field-based trainers are available to
cover open leadership positions to ensure
continuity in the field. Allergan also utilizes field
sales trainers, representatives with training
responsibilities to develop the bench for home
office trainers.
J.D. Fazio, associate director of field
management development at Purdue Pharma,
reports that field-based trainers are weighted
toward territory responsibility and have 30
percent training responsibility. Fazio manages
the field trainers on their training deliverables
and the team members in the role are on a
development path to field leadership.
Steven Spencer, senior director, sales
operations, Eisai, reports that field-based trainer
program is a partnership between training and
sales. The field-based trainers report to sales.
The training department structures the new hire
program that the field-based trainers administer.
The training department provides skill training
to the field-based trainers to enhance coaching
skills.
"They play an important role in the new hire
process," Spencer said. "The field trainer is
usually the first or second point of contact when
a new hire starts with the
FOCUS | WINTER 2014 | www.spbt.org
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Focus Magazine - Winter 2014
Table of Contents for the Digital Edition of Focus Magazine - Winter 2014
Focus Magazine
From the President: Career Paths to Success
Table of Contents
Table of Contents
Guest Editor: The New Frontier
Front of the Room: Swaying an Audience
Viewpoint: Health Insurance Exchanges
Racing to Success: 2013 Medical Device & Diagnostic Trainers Summit Recap
Redesigning Learning: Astellas Gives 'Live' a New Look
Sleights-of-Learning: Neuroscience, Attention and Memory
Measuring Experience: Scorecards & Simulations
Virtual Impact: Converting to VILT
Member Solutions: Developing Field-Based Trainers
What Makes Virtual Leadership So Hard?
Facing Negativity in Sales
Virtual How: Learning Management System Trends
Member News
Ad Index
Focus Contacts
5 Questions with Dr. Beverly Kaye
Focus Magazine - Winter 2014 - Intro
Focus Magazine - Winter 2014 - Focus Magazine
Focus Magazine - Winter 2014 - Cover2
Focus Magazine - Winter 2014 - 3
Focus Magazine - Winter 2014 - 4
Focus Magazine - Winter 2014 - From the President: Career Paths to Success
Focus Magazine - Winter 2014 - 6
Focus Magazine - Winter 2014 - Table of Contents
Focus Magazine - Winter 2014 - 8
Focus Magazine - Winter 2014 - Table of Contents
Focus Magazine - Winter 2014 - 10
Focus Magazine - Winter 2014 - Guest Editor: The New Frontier
Focus Magazine - Winter 2014 - 12
Focus Magazine - Winter 2014 - Front of the Room: Swaying an Audience
Focus Magazine - Winter 2014 - 14
Focus Magazine - Winter 2014 - Viewpoint: Health Insurance Exchanges
Focus Magazine - Winter 2014 - Racing to Success: 2013 Medical Device & Diagnostic Trainers Summit Recap
Focus Magazine - Winter 2014 - 17
Focus Magazine - Winter 2014 - 18
Focus Magazine - Winter 2014 - Redesigning Learning: Astellas Gives 'Live' a New Look
Focus Magazine - Winter 2014 - 20
Focus Magazine - Winter 2014 - 21
Focus Magazine - Winter 2014 - 22
Focus Magazine - Winter 2014 - 23
Focus Magazine - Winter 2014 - 24
Focus Magazine - Winter 2014 - Sleights-of-Learning: Neuroscience, Attention and Memory
Focus Magazine - Winter 2014 - 26
Focus Magazine - Winter 2014 - 27
Focus Magazine - Winter 2014 - 28
Focus Magazine - Winter 2014 - Measuring Experience: Scorecards & Simulations
Focus Magazine - Winter 2014 - 30
Focus Magazine - Winter 2014 - 31
Focus Magazine - Winter 2014 - Virtual Impact: Converting to VILT
Focus Magazine - Winter 2014 - 33
Focus Magazine - Winter 2014 - Member Solutions: Developing Field-Based Trainers
Focus Magazine - Winter 2014 - 35
Focus Magazine - Winter 2014 - 36
Focus Magazine - Winter 2014 - 37
Focus Magazine - Winter 2014 - What Makes Virtual Leadership So Hard?
Focus Magazine - Winter 2014 - 39
Focus Magazine - Winter 2014 - 40
Focus Magazine - Winter 2014 - 41
Focus Magazine - Winter 2014 - Facing Negativity in Sales
Focus Magazine - Winter 2014 - 43
Focus Magazine - Winter 2014 - Virtual How: Learning Management System Trends
Focus Magazine - Winter 2014 - 45
Focus Magazine - Winter 2014 - 46
Focus Magazine - Winter 2014 - Member News
Focus Magazine - Winter 2014 - Ad Index
Focus Magazine - Winter 2014 - Focus Contacts
Focus Magazine - Winter 2014 - 5 Questions with Dr. Beverly Kaye
Focus Magazine - Winter 2014 - Cover3
Focus Magazine - Winter 2014 - Cover4
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