The document announces the 5th Annual Pharmaceutical Sales Training & Development Conference to be held March 23-24, 2015 in Atlanta, GA. The conference will focus on enhancing salesforce training strategies to address changes in the healthcare landscape and increasing reliance on virtual learning. Topics will include ensuring sales reps have the skills and knowledge to interact with key decision makers in a compliant manner, adapting selling strategies for accountable care organizations, and determining the best platforms for virtual learning. The agenda features presentations, workshops, and discussions on developing innovative training programs that improve knowledge retention and allow for continuous learning.
Constructing a Foundation for Sales Organizational Success
Pharma Sales Training Conference
1. 5TH ANNUAL
PHARMACEUTICAL SALES TRAINING &
DEVELOPMENT
Enhancing Salesforce Training Strategies Within A Changing Healthcare
LandscapeAnd Virtual-Dependent Environment While Utilizing Innovative
Learning Theories And Instructional Design To Ensure Continuous Learning,
Retention And Professional Development
MARCH 23-24, 2015
ATLANTA, GA
The changing healthcare landscape affects the
necessary selling skills and dynamics of not just
the salesforce but also the tactics implemented by
sales training executives in preparing sales repre-
sentatives to have engaging and effective discus-
sions with key decision makers. With an influx of
Accountable Care Organizations and an increase
in stricter guidelines set forth by the federal gov-
ernment, sales trainers must ensure sales teams
have greater knowledge of both the products being
sold along with compliant adherence to regula-
tions imposed on physician interactions. Addition-
ally, as advancements in technology further foster
a unique learning environment, determining the
best platforms to utilize in an increasingly virtual
world is becoming more important. Guaranteeing
retention through engaging content and instilling
metrics to confirm the success of virtual learning is
critical as pharmaceutical companies have shrink-
ing budgets to execute in-person training.
Q1’s 5th Annual Pharmaceutical Sales Training
and Development Conference will allow for an
educationally-driven environment with knowledge
sharing, best practices, workshops and indus-
try-led presentations. Attendees will walk away
with strategies that can be immediately imple-
mented for sales training and development.
Nick Albert
Sr. Manager Sales Training and
Development
IROKO PHARMACEUTICAL
Diane Essel
Compliance Training
ENDO PHARMACEUTICALS
Richard Johnson
Sr. VP Sales & Sales Training
ENTERA HEALTH
Scott Moldenhauer
Principal
PERSUASION CONSULTANTS INC
Felicia Townsel
Senior Manager, Sales Training
SHIONOGI INC.
Susan Velani
Director, Commercial Training &
Development
GENENTECH
Joseph Cha
Associate Director, Medical and
Scientific Affairs
ONYX PHARMACEUTICALS
Brad Hummel
Director, Field Force Effectiveness
ENTERA HEALTH
Neesha Khanderia
Head of Training and Developmnt:
Commercial Training Leader
BAXTER INTERNATIONAL -
CANADA
Alex Au
Sr. Manager Commercial Learning &
Development
GILEAD SCIENCS - CANADA
Dennis Herceglic
Sr. Manager Sales Training:
Pain Business Unit
JAZZ PHARMACEUTICALS
Jennie Joshi
Associate Director, Account
Management Sales Training
BAYER HEALTHCARE
Ronda Robinson
Director, Global Sales Training
NANOSTRING TECHNOLOGIES
Frank Vitiello
Executive District Business
Manager of the HIV Division
BRISTOL-MYERS SQUIBB
Levoda Walker
Sales Training Manager (International)
ABBVIE
Dan Skoubye
Associate Director Neuroscience/
Transplant Sales Learning
LEO PHARMA
Bill Wagner
Sr. Director, Sales Training
MYLAN
Keith Willis
Associate Director, Cardiovascular
Training
BRISTOL-MYERS SQUIBB
PROGRAM OVERVIEW:
DISTINGUISHED PRESENTERS INCLUDE:
500 N. DEARBORN STREET, SUITE 500 CHICAGO, IL 60654 (P) 312.822.8100 (F) 312.602.3834 www.q1productions.com
CONFERENCE SPONSORS:
2. 5TH ANNUAL PHARMACEUTICAL SALES TRAINING & DEVELOPMENT
DAY ONE | MONDAY, MARCH 23
7:00 REGISTRATION & MORNING COFFEE
7:50 OPENING REMARKS
8:00 ENSURING NEW PRODUCT LAUNCH READINESS WITHIN A
SALESFORCE
As sales trainers prepare for a new product launch or a new drug indica-
tion, remaining in communication with regulatory teams regarding potential
timelines for product approval and new launch training is absolutely crucial.
Regulatory approval timelines are not an exact science, urging pharmaceu-
tical companies to be proactive in designing curriculum that empowers a
salesforce to successfully promote a product shortly after a therapy receives
clearance from the FDA or a foreign regulatory body. Strategic development
of new product launch training requires a collaborative partnership across
several departments including regulatory, sales, marketing and medical
affairs teams to incorporate product knowledge and selling strategies into
training curriculum.
• Collaborative development curriculum for new product training
• Deploying new product launch training effectively and in a timely manner
• Increased retention expectations with expanding product portfolio
Brad Hummel, Director, Field Force Effectiveness
ENTERA HEALTH
8:45 ADAPTING SELLING STRATEGIES TO PRIMARY DRIVERS FOR
PHYSICIANS AND ACCOUNTABLE CARE ORGANIZATIONS
As Accountable Care Organizations and patient-centered medical homes rise
across the country, it is crucial to understand how to integrate ACO’s into the
salesforce selling strategy. With healthcare reform quickly transforming the
sales model, updated sales training programs are necessary to ensure rep-
resentatives are aware of the changing quality measures and performance
standards needed to be met by physicians. Understanding the implications
and evolving customer needs is crucial in developing a learning curriculum
to position the salesforce for success.
• Selling procedures to adapt when working with ACOs
• Aligning sales training strategies with physicians’ goals
• Identifying gaps within training programs when targeted towards ACOs
Susan Velani, Director, Commercial Training & Development
GENENTECH
9:30 COFFEE & NETWORKING BREAK
10:00 EMPHASIZING COMPLIANCE IN TRAINING SALES REPS:
APPROPRIATE INTERACTIONS WITH KEY DECISION MAKERS
Sales trainers must create a robust training curriculum surrounding compli-
ance matters to ensure sales representatives meet requirements set forth
by the FDA and other regulatory bodies. Guaranteeing that a sales rep en-
gages in compliant discussions with physicians and other decision makers
requires a thorough understanding of the “dos and don’ts” when selling in a
highly regulated field. As such, sales trainers can utilize situational scenario
training to enhance learning through an interactive learning program that
prepares a salesforce for all potential scenarios. Sales trainers must devel-
op an effective training format, establish an appropriate training frequency
and institute reinforcement activities in order to drive home the severity of
remaining compliant.
• Applying effective compliant selling skills
• Implementing situational training techniques to enhance learning
• Addressing and reinforcing importance of compliance
Diane Essel, Compliance Training & Communication Manager
ENDO PHARMACEUTICALS
10:45 PANEL DISCUSSION: BENCHMARKING INTERNAL
STRUCTURES OF VARIOUS TRAINING DEPARTMENTS
Throughout the sales training organization within a pharmaceutical compa-
ny, it is important to understand emerging trends to best equip the sales
reps with adequate information and tools. Discussing best practices from
a number of pharmaceutical companies can assist with aligning both cor-
porate and departmental goals and additionally foster information sharing
to benefit one another. While one size does not fit all, sales training profes-
sionals will highlight insights gleaned from trainers across the industry and
indicate successful approaches for the sales training of the future.
• Staffing structures within learning and development organizations
• Feedback and coaching techniques for sales managers
• Effective cross-departmental communication skills
Felicia Townsel, Senior Manager, Sales Training
SHIONOGI INC.
11:30 BUILDING FROM THE GROUND UP: LEARNED LESSONS FROM
A START-UP COMPANY
Gaining insight from various, like-minded companies is a useful tool in explor-
ing and benchmarking the success of training departments. Understanding
how a start-up company has grown out of a strictly virtual environment will
provide sales trainers a different point of view and allow for brainstorming
and thinking out of the box. Sales trainers are constantly being pushed into
a virtual world, and understanding the point of view of a start-up company on
the verge of expansion will provide a unique perspective in which information
sharing and lessons learned can be exchanged.
• Case study: mistakes made and lessons learned
• Selling models to utilize from a start-up perspective
• Transitioning from in-person to virtual learning tools
Nicholas Albert, Senior Manager, Sales Training & Development
IROKO PHARMACEUTICALS
12:15 LUNCHEON FOR ALL DELEGATES, SPEAKERS & SPONSORS
1:30 SMALL GROUP DISCUSSIONS: KEY ISSUES AFFECTING
PHARMACEUTICAL SALES TRAINERS
Sales training executives face many different challenges and obstacles on
a sometimes daily basis, with little or no predictability related to what might
come next. These small-group breakout discussions will provide a forum for
the sharing of ideas and networking opportunities, which are of high value
to sales training executives. The topics for discussion have been previously
selected based on feedback received from conference delegates. Attendees,
speakers and sponsors are encouraged to be active participants allowing for
better exchange of ideas, peer-to-peer learning and open discussion.
2:30 COFFEE & NETWORKING BREAK
(AGENDA CONTINUED ON NEXT PAGE)
500 N. DEARBORN STREET, SUITE 500 CHICAGO, IL 60654 (P) 312.822.8100 (F) 312.602.3834 www.q1productions.com
Executives that will find this program of greatest relevance are those current-
ly working within sales training and development at pharmaceutical corpo-
rations. Job titles of those executives that will find this program to be most
applicable to their job functions include:
• Sales Training & Development
• Commercial Training & Development
• Field Training & Development
• Learning & Development
• Regional Training
• Product Training
• Leadership Development
• Salesforce Effectiveness
• Managed Markets Training
• Therapeutic Knowledge Training
At this time, there are a variety of sponsorship and exhibition opportunities
available for companies wishing to increase their visibility and participation
in the program, ranging from keynote speaking opportunities through to ex-
hibitor and documentation sponsors. Organizations most suitable for this
type of exposure provide services and solutions including:
• Sales Strategy & Training Consultants
• eLearning Solutions & Technologies
• Mobile Learning Platforms
• Salesforce Effectiveness Strategies
• Performance Measurement Solutions
• Virtual Learning Platforms
• Content Development & Management
• Instructional Design & Development
WHO SHOULD ATTEND:
SPONSORSHIP OPPORTUNITIES:
3. 500 N. DEARBORN STREET, SUITE 500 CHICAGO, IL 60654 (P) 312.822.8100 (F) 312.602.3834 www.q1productions.com
7:30 REGISTRATION & MORNING COFFEE
7:50 OPENING REMARKS
8:00 ESTABLISHING A COLLABORATIVE ENVIRONMENT WITH FIELD
SALES TRAINERS TO ENSURE KNOWLEDGE RETENTION
As an extension of the corporate-based sales training team, field trainers
play an important role in executing regional training programs for sales
representatives. Utilizing field trainers allows pharmaceutical companies
to ensure extended learning and pull-through of content taught during new
product launches, national sales meetings or on-going virtual and distance
training. To maintain a collaborative environment with regional trainers, cor-
porate sales training departments must implement effective communication
strategies and incorporate field trainer insights on salesforce effectiveness
and knowledge retention into training curriculum while also providing region-
al trainers with adequate tools and resources to further train and equip sales
representatives for successful customer interactions.
• Strategies to best communicate with field trainers
• Establishing a professional relationship with field trainers
• Reviewing corporate and field training materials
Dennis Herceglic, Senior Manager, Sales Training – Pain Business Unit
JAZZ PHARMACEUTICALS
8:45 SELLING IN A MANAGED CARE WORLD: HELP YOUR REPS STAY
RELEVANT
Scott Moldenhauer, Principal, PERSUASION CONSULTANTS INC.
9:30 COFFEE & NETWORKING BREAK
5TH ANNUAL PHARMACEUTICAL SALES TRAINING & DEVELOPMENT
DAY TWO | TUESDAY, MARCH 24
10:00 ADULT LEARNING TECHNIQUES: CREATIVE REINFORCEMENT
THROUGH GROUP INTERACTIVITY
Incorporating adult learning techniques throughout the sales training cur-
riculum enhances retention of training content and ensures utilization and
application of knowledge within salesforce and customer interactions. Skills
demonstrations, interactive discussions and group activities during in-person
trainings have been statistically proven to make a larger impact in training
modules and have a lasting return on training throughout a pharmaceutical
salesforce, and these are just a few examples of adult learning consider-
ations that can be implemented into training and development programs.
• Fostering interaction among sales reps during training programs
• Best practices: employing creative ideologies within training delivery
• Allowing sales reps to have control of a learning experience
Neesha Khanderia, Commercial Training Leader
BAXTER CORPORATION
10:45 WE HAVE THE IPAD, NOW WHAT? – GROUP DISCUSSION ON
DEVELOPING AN EFFECTIVE LEARNING STRATEGY FOR TABLETS
Many pharmaceutical companies have launched iPads within sales forces
based on the exuberance of senior management to implement the latest
trend in technological advancements. While many sales trainers find iPads
to be inefficient and expensive, others welcome the opportunity to utilize an
innovative tool to further retention and continuous learning. Despite a sales
trainer’s perspective on the iPad debate, tablets are currently here to stay,
and training teams must develop a comprehensive learning strategy that
effectively utilizes iPads for distance learning.
• Developing content for tablets and adapting training methodology
• Training tools: video sharing, electronic libraries, market share reports, etc.
• Results: examining impact on sales rep knowledge retention
• Mobile applications for comprehensive storage of training materials
Alex Au, Senior Manager Commercial Learning & Development
GILEAD SCIENCES
2:45 TRAINING STRATEGIES FOR A TENURED SALESFORCE VERSUS
NEW HIRES
Determining a balance in training plans for tenured sales reps versus new
hires can be a daunting task, requiring enough new, valuable information
with the right mix of the fundamentals. While many experienced sales reps
may shy away from change, ensuring the utilization of innovative techniques
is important when employing updated sales models. Providing an interac-
tive and innovative training plan and curriculum that acknowledges both the
experience of tenured sales reps and enough information for new hires is
essential in adapting to the changing selling modules to meet the needs of
the evolving healthcare landscape.
Bill Wagner, Senior Director, Sales Excellence
MYLAN
2:45 BUILDING A CONTINUOUS LEARNING ENVIRONMENT TO
GENERATE PULL THROUGH SALES STRATEGIES
The continuity of training plays a crucial role in the pull through of valuable
information taught during training seminars. Reinforcement of key corpo-
rate values can be achieved through continuous learning and ensures sales
representatives implement the knowledge acquired after an initial product
launch or new drug indication training. Integrating innovative principals in
distance learning tools, social networks, rewards programs and mentoring
opportunities are just a few strategies pharmaceutical companies have used
to foster a continuous learning environment.
• Integrating adaptive learning techniques
• Identifying content appropriate for distance education
• Continuing education credit programs to incentivize sales reps
Levoda Walker, Sales Training Manager (International), ABBVIE
3:15 COFFEE & NETWORKING BREAK 3:15 COFFEE & NETWORKING BREAK
3:30 WORKSHOP #1: PRACTICAL APPLICATIONS OF THE SIX
DISCIPLINES OF BREAKTHROUGH LEARNING
To continuously improve sales training techniques, pharmaceutical compa-
nies must stay abreast of new or adapted learning theories that emerge with-
in the learning and development field. One recent learning theory that has
captured the attention of many businesses across all industries is titled The
Six Disciplines of Breakthrough Learning. This novel concept has become
popular due its focus on business and performance outcomes – the new
“finish line” for learning and development, as the book describes. Through
this interactive session, sales trainers will learn how to permeate the six dis-
ciplines of breakthrough learning throughout a learning and development
program to ensure knowledge retention and utilization of key sales strate-
gies by sales representatives in the field.
• Define business outcomes
• Design the complete experience
• Deliver for application
Jennie Joshi, Associate Director, Account Management Sales Training
BAYER
3:30 WORKSHOP #2: OVERVIEW OF THE PSYCHOLOGY OF SELLING
Richard Johnson, Senior Vice President Sales & Sales Training
ENTERA HEALTH
5:30 CLOSING REMARKS & DAY ONE CONCLUSION
• Drive learning transfer
• Deploy performance support
• Document results
DAY ONE CONTINUED
TRACK ONE TRACK TWO
4. Director, Training & Development, ABBOTT
Sr. Dir., Commercial Training, ACORDA THERAPEUTICS
Sr. Dir., Training & Dev., ACTELION PHARMACEUTICALS
Senior Manager, Sales Training, APTALIS PHARMA
Assoc. Field Dir., Corporate Compliance, ASTELLAS
Director, Commercial Learning & Development, ASTELLAS
Senior Manager, Learning Technologies, ASTRAZENECA
Training Alignment Manager, ASTRAZENECA
Sr. Director, Sales Training, AUXILIUM PHARMACEUTICALS
Dir., Commercial Development & Training, BAXTER BIOSCIENCE
Regional Training Manager, Latin America, BAXTER
Director, Training & Development, BAYER
National Sales Trainer, BAYER CANADA
US National Sales Training Manager, BECTON DICKINSON
Director, Product Training, BOEHRINGER INGELHEIM
Executive Director, Commercial Training, BMS
Exec. District Manager, HIV Division, BMS
Director, Learning & Growth, CSL BEHRING
Assoc. Director, Learning and Growth, CSL BEHRING
Director, Training & Development, EISAI
Director, Leadership Development, ELI LILLY
Director, Center for Innovative Learning, ELI LILLY
Sr. Mgr., Sales Training & Dev., ENDO PHARMACEUTICALS
Director, Sales Training & Operations, ENTERA HEALTH
Director, Training & Dev., FERRING PHARMACEUTICALS
Sr. Manager, Training & Development, FOREST LABORATORIES
Director, Commercial Training & Development, GENENTECH
Director, US Training, GENZYME
Associate Director, MS Sales Training, GENZYME
Manager of Learning Measurement, GLAXOSMITHKLINE
Deputy Director, Training & Development, GRIFOLS
Manager, Sales Training & Development, HOSPIRA
DAY TWO CONTINUED
500 N. DEARBORN STREET, SUITE 500 CHICAGO, IL 60654 (P) 312.822.8100 (F) 312.602.3834 www.q1productions.com
PREVIOUS ATTENDEES INCLUDE:
National Sales Training Mgr., ISTA PHARMACEUTICALS
Senior Director, Sales Training, JANSSEN BIOTECH
Director, Immunology Training, JANSSEN BIOTECH
Director, Sales Training, LEO PHARMA
Sales Training Manager, LUNDBECK
Director, Sales Training & Development, LUNDBECK
Director, Sales Training, LUPIN PHARMACEUTICALS
Sr. Dir., Marketing & Field Operations, MEDICIS
Leader Human Health Learning & Development, MERCK
Head, Global Sales Operations, MERCK MILLIPORE
Associate Director, Training & Field Development, MERIAL
Director, Field Sales, MISSION PHARMACAL COMPANY
Sr. Dir., Sales & Marketing Operations, MYRIAD GENETICS
Head, Key Account Management Training, NOVARTIS
Senior Director, Field Training, NOVARTIS
Sr. Director, Executive & Professional Training, NOVO NORDISK
Director, Learning & Development, OTSUKA
Director, Field Sales Training, OTSUKA
Senior Director, Representative Training, PFIZER
Director, Sales Learning & Development, PRONOVA
Executive Director, Sales Training, PURDUE PHARMA
Director, Training North America, RECKITT BENCKISER
Sr. Dir., Commercial Training & Dev., REGENERON
Senior Director, Strategic Capabilities, SANOFI
Area Training Director, SANOFI
Director, Sales Training, SHIRE
Associate Director, Sales Training, SHIRE
Senior Dir., Sales Training & Development, SUNOVION
Senior Training Director, TAKEDA PHARMACEUTICALS
Director, Sales Training, TEVA PHARMACEUTICALS
Dir., Field Training & Dev., VERTEX PHARMACEUTICALS
Associate Director, Sales Training, WARNER CHILCOTT
11:30 FIELD TRAINING ADVANCES: UTILIZING MOBILE
APPLICATIONS TO ENGAGE LEARNERS
Mobile learning technologies can be a creative, convenient and personalized
tool for sales trainers to enhance learner engagement and deliver ongoing
training curriculum to field sales representatives. Although mobile applica-
tions seem like a perfect fit for an on-the-go salesforce, many pharmaceutical
and biotech companies are still grappling with optimal ways to deploy mobile
platforms that can integrate into currently developed training plans. This ses-
sion will highlight strategic ways in which sales trainers have utilized mobile
learning tools to provide continuous learning opportunities for sales reps.
• Integrating mobile technologies into current training plans
• Installing “check points” through mobile applications
• Gamification: an underutilized technique in mobile training
• Understanding benefits and potential disadvantages to mobile learning
Joseph Cha, Associate Director, Medical and Scientific Affairs
ONYX PHARMACEUTICALS
12:15 LUNCHEON FOR ALL CONFERENCE DELEGATES, SPEAKERS &
SPONSORS
1:15 TELL A STORY & BRING SALES TRAINING TO LIFE
Research indicates that using stories, analogies and examples enhance
training, and to embrace this principle means changing the way trainers
teach with unexpected impact in the classroom. Practical coaching is all
many trainers need to get started. Surprisingly, applying this principle can
even change the way trainers build workshops that are handed off to others
(e.g., district managers) to facilitate.
Dan Skoubye, Associate Director Neuroscience/Transplant Sales Learning
LEO PHARMA
2:00 PARADIGM SHIFT: BOOKS THAT WILL MAKE YOU VIEW
TRAINING IN A DIFFERENT WAY
Through the course of your careers in training, I am sure you have read nu-
merous books on how we can be more effective in our roles. Such landmark
titles such as The Six Disciplines of Breakthrough Learning by Calhoun W.
Wick, Roy V. H. Pollock and Andy Jefferson and Transferring Learning to Be-
havior: Using the Four Levels to Improve Performance, by Donald L Kirkpat-
rick and James D Kirkpatrick are essentials in any trainer’s library. However,
there are other books, not usually associated with training that could change
the way we approach adult learning. The concepts in these books go against
conventional wisdom and have opened new doors to ideas and thoughts. We
will review key concepts from five books that have been transformational on
how we should approach the learning process. These books will help answer
the following questions:
• Are we limiting our scope on the potential that someone can learn?
• Are we marginalizing individuals who are not the “loudest” in the room?
• Do we focus too much on extrinsic motivation?
• What is truly the definition of “practice”?
• What truly triggers a habit to form?
We will also have group discussions on books you believe would be beneficial
to expand our boundaries on what training could and should be.
Frank Vitiello, Director of Virology Training & Curriculum Development
BRISTOL-MYERS SQUIBB
2:45 COFFEE & NETWORKING BREAK
3:00 BENCHMARKING YOUR BEST: GROWING YOUR SALESFORCE
USING THE BEST PRACTICES OF YOUR TOP TALENT
Many of us are challenged by salesforce turnover, and the need to constantly
onboard new talent. But the Cardiovascular team at Bristol-Myers Squibb
had a more intriguing challenge. BMS built and nurtured an extremely
high-performing team, on that experienced very little turnover. How do you
grow a great sales team and make them even better? How do you change
the behavior of a team that’s had great success with the “old” behaviors?
• Motivate and grow a mature and high-performing salesforce
• Evaluate best practices to drive up performance of all team members
• How learning needs to be approached for an experienced audience
Keith Willis, Associate Director, Cardiovascular Training
BRISTOL-MYERS SQUIBB
3:45 ACCELERATE LEARNING AND RETENTION WITH
NEUROSCIENCE-BASED TECHNIQUES
The demand for trainers to accomplish more in less time and with fewer
resources continues to be a challenge. Adoption of tools such as virtual tech-
nology incrementally address time and resources, yet attention and reten-
tion remain problematic. Advances in neuroscience reveal insights into how
the brain views and processes information. Applying training techniques with
the brain in mind leads to heightened attention, faster learning, and greater
retention regardless of the venue for delivery.
• Fundamentals of how the brain learns best (and worst!)
• Techniques for designing and delivering neuroscience-based learning
• Examples of workshops and exercises utilizing neuroscience
Ronda Robinson, Director, Global Diagnostics Sales Training
NANOSTRING TECHNOLOGIES
4:30 CONCLUSION OF CONFERENCE ACTIVITIES