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Monday, June 3
3:00pm LTEN Attendee Orientation & Member Meeting Greg Adamson; Ian Kelly show more Description New to LTEN? New to the conference? Take a crash course on all things LTEN and make the most of your time at the event. Open to all! Time Monday, Jun 3 3:00PM - 4:00PM Location Grapevine 2-3 Speakers Greg Adamson Ian Kelly
4:30pm Welcome Reception and Mini-Receptions show more Description Join us for mixing 'n' mingling with peers and suppliers. We're serving up delicious delights and cocktails. Plus, exhibitors will be hosting specialty drinks and treats in their booths. Open to all. No need to RSVP. Time Monday, Jun 3 4:30PM - 7:00PM Location Learning Village Exhibit Hall - Longhorn D
Tuesday, June 4
7:00am Breakfast show more Description Breakfast Time Tuesday, Jun 4 7:00AM - 7:50AM Location Learning Village Exhibit Hall - Longhorn D
8:00am Presidential Kick-Off & Opening Keynote Shawn Achor Shawn Achor; David Fortanbary, UCB show more Description Shawn Achor is the bestselling author of The Happiness Advantage and Big Potential. He spent 12 years at Harvard, where he won over a dozen distinguished teaching awards, and delivered lectures on positive psychology in the most popular class at Harvard. Shawn graduated magna cum laude from Harvard and earned a Masters from Harvard Divinity School in Christian and Buddhist ethics. Shawn has since become one of the world’s leading experts on the connection between happiness and success. Shawn has now worked with over a third of the Fortune 100 companies, and with places like the NFL, the Pentagon and the U.S. Treasury. To do his work, Shawn has traveled to 51 countries, speaking to farmers in Zimbabwe, CEOs in China, doctors in Dubai and schoolchildren in South Africa. This session is sponsored by Matrix Achievement Time Tuesday, Jun 4 8:00AM - 9:30AM Location General Session - Grapevine C&D Speakers Shawn Achor David Fortanbary UCB
9:30am Networking Refreshment Break show more Description Networking and Refreshment Break in Learning Village Exhibit Hall Time Tuesday, Jun 4 9:30AM - 10:00AM Location Learning Village Exhibit Hall - Longhorn D
10:15am 7 Worst Mistakes in Virtual Learning, and What to Try Instead Becky Pike Pluth, The Bob Pike Group show more Description If you think finding a needle in a haystack is difficult, try finding an e-learning program that holds people’s attention and affects behavior change. Now there’s a challenge! We know too much lecture is a no-no, yet most live-online learning programs are lecture heavy and interactive-light. Join Becky to explore the 7 worst mistakes that make virtual learning drag, and what to try instead. You’ll experience easy fixes you can apply to your own content—tips to make your job easier and training better. Your participants thank you in advance! Time Tuesday, Jun 4 10:15AM - 11:45AM Location Grapevine 2-3 Speakers Becky Pike Pluth The Bob Pike Group DISC- What is your Personality Style? Discover How to Understand Yourself and Others Susan Davis, ThernoFisher Scientific / SH Davis Empowerment Group show more Description This will be a fast paced fun workshop to discover your own personality style, understand other people, adapt and take it with you everywhere you go! "About 85% of the factors contributing to success are directly related to the ability to work effectively with people." - Dale Carnegie This workshop is for everyone! Learn the basics, have fun and start understanding at a higher level, the DISC Model of Human Behavior. Leading Selling Building Teams Communicating Managing Time Relationships Resolving Conflict Teaching Personal Growth Time Tuesday, Jun 4 10:15AM - 11:45AM Location Grapevine 5-6 Speakers Susan Davis ThernoFisher Scientific / SH Davis Empowerment Group Don’t accept POA chaos as “the way it is”- A strategic approach to establishing a POA process that delivers results Sue Iannone, Bull City Blue; Dan Farrell, Sanofi; Garry O'Grady, Bull City Blue; Mani Chidambaram, Sanofi US show more Description For most organizations, POA meetings are critical events that happen one or more times a year. Although POAs provide an excellent opportunity for the commercial functions to communicate with and train in-field teams, planning and preparing for a POA meeting can feel like a nightmare for the training team and leadership responsible. While POA planning and execution should be fairly straightforward, it often is complex and rarely easy. Variables such as brand teams’ ability to deliver tools on time, sales leaders with competing priorities, and the arduous process of med-reg-legal review, increase the risk of a poor outcome and can drive the most resilient training people to burnout. How can you make POA execution less painful and more impactful? By establishing a strategic POA governance structure, shifting your stance from reactive to proactive, gaining alignment with key stakeholders, and asserting control early in the process. In this session, you will hear how Sanofi is tackling this challenge, discuss the importance of having a strategic approach to POA governance, planning, and execution, share research on “how other companies do it,” and learn how to use a diagnostic tool to assess the current state of your organization’s POA process. Time Tuesday, Jun 4 10:15AM - 11:45AM Location Ft. Worth 3-4 Speakers Sue Iannone Bull City Blue Dan Farrell Sanofi Garry O'Grady Bull City Blue Mani Chidambaram Sanofi US Don't Panic - Fast Track Your Learning! Enabling Success With Mobile Technology. Derek Lundsten, SCRIMMAGE; Nick Albert, Radius Health; Jeff Taylor, Harmony BioSciences show more Description Description/Blurb: Today, it is more common than ever to have to reposition strategies and pivot learning programs to accommodate quick shifts in business. Don't Panic! A mobile learning strategy is your answer to always be as nimble as your business demands and the life sciences environment dictates. This session walks you through how to implement a complete mobile technology solution to easily fast track a new training program, onboard new hires and support an existing workforce across regions in a highly-fluid environment. Case in point, emerging biotech companies awaiting FDA approvals are suddenly fast-tracked, shifting entire business strategies. Several key training and onboarding programs at the center of this challenge will be explored for their design and execution, along with subsequent adjustments, successes and surprise outcomes. As (Further) Background for the Session: With business moving quickly today, particularly in the life sciences, it is imperative that learning and development programs mirror the same rapid pace. Thus, real-world use cases from key emerging biotech firms will come into play, as they are routinely at the forefront of this challenge. Specifically, these pharmaceutical houses had new therapies that quickly became fast-tracked by the FDA - meaning approvals and product launches became imminent. However, an exact timetable remained unknown, which created a unique training challenge. Step-by-step processes and best practices to fast track these new hire and sales training programs using mobile technology will be explored, along with showcasing next steps and how they pivoted into success stories. Time Tuesday, Jun 4 10:15AM - 11:45AM Location Grapevine 4 Speakers Derek Lundsten SCRIMMAGE Nick Albert Radius Health Jeff Taylor Harmony BioSciences Establishing Evaluation Criteria for Augmented Reality (AR), Virtual Reality (VR), and Mixed Reality (MR). William Garner, Tipping Point Media show more Description Establishing evaluation criteria is a critical part of the training professional’s role in designing any intervention. One challenge for trainers today is how to develop meaningful, robust assessments for emerging technologies such as Augmented Reality (AR), Virtual Reality (VR), and Mixed Reality (MR). This session explores how to establish evaluations for these technologies at Levels 1, 2, and 3. Time Tuesday, Jun 4 10:15AM - 10:35AM Location Learning Lab 3 - Longhorn D Speakers William Garner Tipping Point Media FEEDBACK: Fallacies, Fears and Being Forthright Tina Greene, Perim Consulting show more Description As a trainer, manager or even a friend, giving someone feedback can be uncomfortable and even anxiety-producing (i.e. we may worry about hurt feelings – or how we’ll be perceived, or we “know” how they’ll respond). But feedback is CRUCIAL to eliciting company-identified desired behaviors more consistently across organizations. This workshop session will focus on increasing personal confidence and developing skills for ensuring congruity between what you know needs to be said and what you actually do. Time Tuesday, Jun 4 10:15AM - 11:45AM Location Austin 1-2 Speakers Tina Greene Perim Consulting Four Faces of Compliance Training John Constantine, Orchestrall, Inc.; Kent Malmros, Veeva Systems show more Description Many organizations associate compliance training only with completing training on-time. However, maintaining a compliant training program requires coordination of four separate but equally critical functions – computer systems validation, learner completion compliance, learner role compliance and content-related compliance. Risk is introduced when there is deficiency in any one of these areas. Managing all the functions together strengthens compliance and provides greater visibility. Join us for this LTEN workshop, to will learn how each area is important to a strong training program and approaches or solutions to common challenges. Note: This session is intended to be an interactive discussion, extended the topics presented in our January webinar. Time Tuesday, Jun 4 10:15AM - 11:45AM Location Austin 4 Speakers John Constantine Orchestrall, Inc. Kent Malmros Veeva Systems How to Build a Thriving Global L&D Community George Schmidt, Salience Learning; Kerstin Hartig show more Description A range of factors require learning and development (L&D) teams to more effectively work across markets to achieve business objectives. These factors include the increased scale of global pharmaceutical companies, the rise of super brands launching in multiple indications, and increased global connectivity. There are numerous benefits to working effectively on a global scale, including efficient use of global platforms and content, enhanced best practice sharing across markets, and reduced spend on redundant vendors. However, to build an effective global community, L&D teams must leverage some key best practices while avoiding or overcoming common challenges. This workshop will combine insights from BMS’ journey to becoming a global learning organisation. It will include interactive “hands-on” vignettes to share challenges with driving true global L&D, best practices from highly effective global L&D teams, and practical tips for how to be more global, given participants’ individual situations. Time Tuesday, Jun 4 10:15AM - 11:45AM Location Austin 5-6 Speakers George Schmidt Salience Learning Kerstin Hartig It’s not just fantasy: An engaging and effective virtual POA meeting is possible! Michael Hillan, DriveTrain Learning; Pete Pisarri, DriveTrain Learning; Paul Lutmer, General Electric show more Description Conducting an efficient, cost-effective, engaging and useful virtual POA meeting sometimes seems about as likely as glimpsing a unicorn in an enchanted forest. And yet, successful organizations swear that effective remote learning sessions are real and possible and often the result – not of sorcery or hocus pocus – but of highly specialized interactive technologies. In this session, panelists will unlock the mysteries of exceptional remote learning sessions by providing insights and key takeaways from General Electric’s experience conducting a global POA meeting and highlighting how GE’s Leadership Academy saved over 80% on its global meetings in each of the past 2 years, while driving employee participation and engagement in the remote learning sessions. In this session, GE’s Paul Lutmer, who championed the use of the technology to evolve the training standards and practices for GE sales and marketing leaders, will reveal how workshop content was made more digestible and actionable as attendees worked at their own pace and during convenient times. This session will also show how GE effectively used technology to connect a global audience through live facilitated sessions following completion of “homework” on each person’s schedule. Drawing upon GE’s experience, panelists will provide practical guidance to organizations hoping to “find the unicorn” and implement interactive technologies to make effective remote learning sessions a reality. Time Tuesday, Jun 4 10:15AM - 10:35AM Location Learning Lab 1 - Longhorn D Speakers Michael Hillan DriveTrain Learning Pete Pisarri DriveTrain Learning Paul Lutmer General Electric Panel: Re-educating Commercial Teams For a Customer-Centric Future David Brin, Abbott; Pam Jerdee, Fresenius Medical Care; Gary Greenberger show more Description Life sciences sales models are going through a huge shift which is impacting productivity and the ability to reach, engage and provide genuine value to HCPs and customers. Life sciences educators need to think outside the box and find a new approaches to learning and development to adapt to this changing environment. This talk with life sciences training leaders will share their thoughts on preparing for the decade ahead and give insights into: The selling skills needed in the new world New approaches to productivity and performance enabled by technology Creating an agile, adaptable learning culture Learning program success stories Time Tuesday, Jun 4 10:15AM - 10:35AM Location Learning Lab 2 - Longhorn D Speakers David Brin Abbott Pam Jerdee Fresenius Medical Care Gary Greenberger Performance Eating Rabbits - What B.O.L.D. See and Do Kery Mortenson, Baxter; Tim Gillum, Baxter Healthcare show more Description The current landscape of our professional and personal lives is full of new and exciting challenges to navigate. Whether we are professional in the fields of learning, organizational development, performance improvement or simply someone giving selflessly to one of the many great causes in the world, we are driven to align our skills, passions and values to the mission of the organization. We are also in the midst of significant challenges: a generational changing of the guard with respect to workforce societal leadership; the evolution of technology at a more rapid rate than ever before; and increased scrutiny resulting from questionable practices within several industries. Thus, we are tasked with ensuring each of us (and our teams) are ready to meet the challenges of today, while keeping pace with the change and remaining competitive in the global economy. The increasing relevance and interest in this topic centers on the need to evolve the tools and processes of our craft, which is imperative to meet the increasing business and societal demands of speed, innovation and agility to drive transformation results. Time Tuesday, Jun 4 10:15AM - 11:45AM Location Ft. Worth 5 Speakers Kery Mortenson Baxter Tim Gillum Baxter Healthcare Preparing Account Managers for the Future of Healthcare Reform Danielle Davis, GIlead; Chris Van Vleet show more Description Workshop will provide in-depth coverage on current and pending healthcare reform policy issues. Presenters will review examples of optimizing Market Access training content and delivery in response to the changing landscape. Will facilitate exercises to enhance the participant's understanding of the implications of these policies on various roles (e.g., account management, sales, etc.) and explore how to effectively align their training content to these dynamics. Time Tuesday, Jun 4 10:15AM - 11:45AM Location Ft. Worth 1-2 Speakers Danielle Davis GIlead Chris Van Vleet REVIVE AND THRIVE: A Case Study on Powering your Purpose Todd Zaugg, Matrix Achievement Group; Meghan Forsey, Zimmer BIomet show more Description Do you, your peers, or key elements of your sales team feel frazzled, stuck in a rut or less than enthused about “engaging everyday”? What is the impact on organizational performance when the individual is invigorated to take on the key activities or goals that drive success? What are the real costs associated with “average” or mediocre attitudes? Join us as Zimmer Biomet shares their case study experience related to launching a program developed over 9 years and includes 43 scientific data points, designed to infuse sales people at all levels for sustainable positive momentum by developing an actionable architecture that identifies, celebrates, and personalizes the connection between the individual and the activities that drive business outcomes. In this workshop we will: • Utilize audience response to baseline attendee challenges • Examine the data around the high cost of “less than average engagement” • Share examples of how to achieve performance by unlocking and personalizing fuel cells in the areas of values, strengths and positivity • Insights on how making work meaningful impacts performance and drives resilience in difficult situations • Understand the rigorous scientific research in the field of Positive Psychology related to the strengths and virtues that enable individuals and communities to thrive • Learn examples of how this program enhanced ZB employee’s ability to create a unique customer experience • Hear about the impact on traditionally ZB’s traditionally cynical employees who learned to cultivate the best within themselves and how that impacted their work experience Time Tuesday, Jun 4 10:15AM - 11:45AM Location Ft. Worth 6-7 Speakers Todd Zaugg Matrix Achievement Group Meghan Forsey Zimmer BIomet Social Style: Producing Results with Others Julia Taylor, Roche Diagnostics Corporation show more Description Social Style: Producing Results with Others, is a simple and effective way to recognize behavioral patterns and preferences of stakeholders. You will be introduced to proven techniques of how to quickly identify an individual's Social Style, produce the results you want faster and how to manage the stakeholder during times of stress. Time Tuesday, Jun 4 10:15AM - 11:45AM Location Grapevine 1 Speakers Julia Taylor Roche Diagnostics Corporation Targeted Design for Launch, NSM and POA: Ensure you hit your mark meeting after meeting! Celeste Mosby, Syneos Health; Mike Paradiso show more Description As industry training professionals, we have all developed or attended Launch, National Sales Meetings and POA meetings that were a resounding success. Sales teams were engaged, enthused and left with a new commitment, while leadership recognized the impact of the meeting. How can training departments consistently design impactful meetings with varying budgets, while meeting the needs of brand leadership? Ensuring sound instructional design is at the heart of training workshops and activities. During this workshop, training practitioners and industry experts will describe an approach to targeted design when creating Launch, NSM and POA workshops that resonate with learners and leaders who are on the line to assess actual accountability and effectiveness once sales teams return to the field. Workshop facilitators and SMEs will also explore how to leverage project management and collaboration with internal team members & vendors to support meeting success. Wrapping up the session, the role of measurement to demonstrate training success will also be discussed. Time Tuesday, Jun 4 10:15AM - 11:45AM Location Austin 3 Speakers Celeste Mosby Syneos Health Mike Paradiso Video, Augmented Reality, or Virtual Reality? Choosing the Right Technologies for Your Training Chris Francy, AdMed, Inc.; James Christie, AstraZeneca show more Description New technologies such as augmented reality (AR) and virtual reality (VR) have burst onto the scene. They are disrupting many areas of entertainment, industry, and education to name a few. AR overlays computer-generated information on the real world in real time, while VR immerses you in a fictional, isolated universe. These technologies are fascinating, but how can you use them to improve your training curriculum? How do they fit in with more established training techniques such as video? In this workshop, we will: • Interact with real examples of AR, VR, video, and more • Learn about these training technologies in the biomedical space from a PhD in pharmacology • Hear from directors of training about how they have started to utilize these technologies • Collaborate with team members to develop your own creative training • Explore the right ways to utilize new training technologies If you are curious, collaborative, creative, or driven to learn, this is the workshop for you. Time Tuesday, Jun 4 10:15AM - 11:45AM Location Grapevine A Speakers Chris Francy AdMed, Inc. James Christie AstraZeneca
10:45am Gamifying Your Sales Meeting Stephen Baer, The Game Agency show more Description There's a lot of buzz about game-based learning. What exactly is it and why are companies using it at their sales meetings? In this learning lab, we will present a variety of game-based training solutions and showcase how they: 1. make sales meetings more effective 2. help learners embrace your content on a deeper level 3. drive higher comprehension and retention 4. provide immediate, real-time data Bring your phone, tablet, or computer and experience a variety of competitive and collaborative games and activities. Compete for leaderboard dominance and tangible rewards and dig into a robust set of individual learner and group analytics. Time Tuesday, Jun 4 10:45AM - 11:05AM Location Learning Lab 3 - Longhorn D Speakers Stephen Baer The Game Agency Make Friends with Your CRM to Unearth the Secrets of Your Top Sales Reps Jeff Ainsworth, ACTO Technologies show more Description Your CRM tells you who your top sales reps are, but how do you know what makes them great? When it comes to your training, how do you know what’s working and what’s not? Learn how to unearth the secrets of your top players with two key tools: your CRM and your learning behaviour data. Right now, the data sitting in your CRM can seem overwhelming, but something as simple as asking your Data Analyst to send you an Excel sheet of your top 10 reps and analyzing their behaviours can give you visibility into what’s happening in the field. Now, you can finally identify what’s going right and scale that across your organization through training, and prove your ROI. In this Data Lab, you will explore the consolidated dashboards of an anonymized, real-world case. You will see firsthand how you can take your CRM data to the next level by identifying behaviour patterns to prove the ROI of your training. *Please note: this workshop will be carried out in conjunction with a CRM partner, and speakers are pending approval Time Tuesday, Jun 4 10:45AM - 11:05AM Location Learning Lab 1 - Longhorn D Speakers Jeff Ainsworth ACTO Technologies The Science of Coaching Quality Edward McCarthy, Echelon Performance ; Simon Mormen, Atomus show more Description If you feel that your sales coaching is not effective it could be time to take a step back and assess the quality. In this session we give you a glimpse of how the combined power of Acoach and Echelon analytics can give you the data you need to make better training decisions Time Tuesday, Jun 4 10:45AM - 11:05AM Location Learning Lab 2 - Longhorn D Speakers Edward McCarthy Echelon Performance Simon Mormen Atomus
11:15am (PIP) 3 Things to Improve Fluency In the Field: How to Practice with Purpose! Jon Curtis , Curtis Learning; Cathy Smith, Curtis Learning; Elissa Hoehn, Curtis Learning show more Description You know the value and necessity of practice. The challenge is limited face-to-face training time with your medical and commercial field teams. How can you support fluency practice without taking time out of the field? This interactive learning lab is designed to share ideas and feedback on 3 creative ways to leverage peers, managers and technology to enable meaningful practice while your teams are in the field. Time Tuesday, Jun 4 11:15AM - 11:35AM Location Learning Lab 2 - Longhorn D Speakers Jon Curtis Curtis Learning Cathy Smith Curtis Learning Elissa Hoehn Curtis Learning How to Design Experiences and Not Just Create More Content Steve Boller, Bottom-Line Performance, Inc. show more Description Learning professionals often create training without consulting the people they’re creating it for. This results in lots of miserable experiences for the end user: last-minute webinars packed with content, PDFs of talking points, and lengthy eLearning courses that fail to solve a learners’ immediate needs. This session introduces a new design approach that can help you build a best-in-class training program. You’ll be introduced to Design Thinking, a philosophy that helps you find the “sweet spot” between learner preferences, business needs, and technology constraints. You’ll learn how to use what learners are thinking, feeling, seeing, hearing, or doing on a daily basis to guide the solutions you deliver. And you’ll receive three practical tools to help you start re-imagining your next training initiative. Time Tuesday, Jun 4 11:15AM - 11:35AM Location Learning Lab 1 - Longhorn D Speakers Steve Boller Bottom-Line Performance, Inc. Your Market Access Training Needs to Change! Don Benson, ProFusion LLC; Maria Zuza, Sanofi show more Description Dramatic events in the market demand dramatic changes to your market access training. We’ll use the potential elimination of drug rebates to demonstrate why your MA training has to change with the times. Time Tuesday, Jun 4 11:15AM - 11:35AM Location Learning Lab 3 - Longhorn D Speakers Don Benson ProFusion LLC Maria Zuza Sanofi
12:00pm Effective Tools for Sharing New Hire Feedback Kimberly Hanson, Proficient Learning; Scott Schnupp, UCB show more Description Often what happens during new-hire training is not able to be shared quickly with managers or other trainers. This challenge is more apparent if there are multiple trainers and onboarding phases of new-hire training that take place over a period of time. Role play, certification, and other feedback is lost or not shared with all parties, so feedback may be inconsistent and often confusing to the new hire. With timely, accurate and observable feedback of the new hire’s training progress, managers would have a head start on items they could focus on from the first day they meet their new hire in the field. It’s also important that trainers and managers speak a common language across the board so as not to confuse the new hire. From a case-based approach, a fellow training manager will share some tips on how to increase the effectiveness of training, the importance of using feedback consistent with what the managers will use in the field, and how this will help link and align training and field management into a more collaborative approach so the new hire has quicker success. Time Tuesday, Jun 4 12:00PM - 12:20PM Location Learning Lab 2 - Longhorn D Speakers Kimberly Hanson Proficient Learning Scott Schnupp UCB How to Deliver Engaging Workshops without PowerPoint Terri Harchar, Axiom; Josh Gleim, Axiom show more Description In this case study-based, activity-driven learning lab, participants will be challenged to take a traditional PowerPoint-based workshop and flip it into an engaging activity-based session that achieves the same learning objectives without the use of slides. Throughout the session, learners will be exposed to a variety of alternative tactics for delivering content and elevating application at live training events. Time Tuesday, Jun 4 12:00PM - 12:20PM Location Learning Lab 1 - Longhorn D Speakers Terri Harchar Axiom Josh Gleim Axiom Lunch & Learning Labs in the Learning Village Exhibit Hall show more Description Lunch & Learning Labs in the Learning Village Exhibit Hall Time Tuesday, Jun 4 12:00PM - 1:50PM Location Learning Village Exhibit Hall - Longhorn D Producing effective learning for both MSL and commercial teams on a tight budget Nadine Lemmens, Springer Healthcare Training show more Description Presented by the Training brand of the second largest global publisher of educational texts and information, Springer Healthcare, this lab will touch on the key success factors that allow for a seamless learning plan to educate the entire Physician facing team. Time Tuesday, Jun 4 12:00PM - 12:20PM Location Learning Lab 3 - Longhorn D Speakers Nadine Lemmens Springer Healthcare Training
12:30pm Coaching For Success: How to Combat the Forgetting Curve While Creating a Culture of Continuous Learning Laura Ferraro-Hayes, CLD, Inc show more Description Our role in learning and development is not just to maximize learning, but also to minimize forgetting. In this learning lab, we will explore well-documented tactics that enhance learning and memory, such as: • On-the-job application and coaching • Time-spaced learning • Simulated practice opportunities • Retrieval practice and gamification We will cover how these tactics can be easily integrated into your curriculums using a single app to help you create a culture of continuous learning while simultaneously collecting useful analytics to inform and improve future investments. • What is the topic your workshop will cover and how is it relevant to the industry?: Using coaching tools to enhance learning, memory, and performance. • Learning Objective 1: Attendees will learn tactics that drive learning, memory and behavior change • Learning Objective 2: Attendees will gain insights into how a coaching app can help combat the biggest barriers to effective sales coaching How are you planning on keeping the learners engaged during this presentation?: We will share key research on tactics that drive learning and memory, demonstrate a single tool that can be leveraged in a variety of ways to improve learning and memory and share real customer examples of how the technology has provided value. • Session Length: 20 Minute Micro-Learning Time Tuesday, Jun 4 12:30PM - 12:50PM Location Learning Lab 2 - Longhorn D Speakers Laura Ferraro-Hayes CLD, Inc Augmented Reality: A Revolution in Modern Learning Chris Francy, AdMed, Inc. show more Description Augmented reality (AR) is thought to be on the verge of revolutionizing our world. AR overlays computer-generated information on the real world in real time. In fact, many top tech companies including Apple, Google, and Microsoft are devoting large financial and human resources to AR products and applications. In this learning lab we will explore some exciting examples of AR and describe how it can be used in biomedical training. Stay after the session to use an actual AR demo. Time Tuesday, Jun 4 12:30PM - 12:50PM Location Learning Lab 1 - Longhorn D Speakers Chris Francy AdMed, Inc. Modern Sales Training for the Adult Learner: How to create your training pieces for Today’s learner Jim Heim, ETSI show more Description In this session we will explore ways to keep the focus on developing great content without getting bogged down on how to deliver it. This session will help the learner understand that if you start with a well-built piece of content it can be delivered in a wide variety of methodologies to help achieve the desired outcome. Time Tuesday, Jun 4 12:30PM - 12:50PM Location Learning Lab 3 - Longhorn D Speakers Jim Heim ETSI
1:00pm “ROI BEYOND THE CLASSROOM” CLOSING THE GAPS OF MOBILE TECHNOLOGY Dustin Talbot, Matrix Achievement Group, LLC show more Description Think of the competitive advantage you’d have if you had the power to: • Inspire your managers to give effective, targeted coaching • Deliver effective training, for remote teams, in a cost-efficient manner • Guarantee live training pull-through • Automate ROI process while driving sales It's a convenient web-based, micro-learning platform that automates the ability to accelerate performance. It auto-generates assessment driven, competency-based, tailored development plans for individuals and teams. Then populates personalized selling insights from a library of 96 best practice micro-learning premium content modalities. MXSC ensures continuous development and sustainable sales results by enabling managers to create a habit and then a culture of development. Self-development is enhanced by integrating and providing managers with the content and outline to run skill meetings to help ensure pull-through. Engage and equip your managers with the ability to develop their teams using a mobile, tailored, and automated system to diagnosis competencies and integrate development plans from more than 96 micro-learnings of sales best practices. With MX Sales Coach: • Equip and engage the manager to develop their teams. • Diagnose sales person’s skill development needs. • Offer personalized development plans integrating content from a selection of over 96 skill action guides and podcasts. • Provide mobile self-development to your team (24/7). • Provide managers with team specific content to deliver at meetings/conference calls. • Access employee recognition mechanisms. • Drive motivation, adoption, retention of new skills. • Demonstrate the link between skill development and revenue impact at “the point of selling.” Time Tuesday, Jun 4 1:00PM - 1:20PM Location Learning Lab 2 - Longhorn D Speakers Dustin Talbot Matrix Achievement Group, LLC The FST of Tomorrow – Implementing a Complete Curriculum to Transform the Field Sales Trainer Role Wendy Eicholzer, Whole Systems; Jessica Sorenson, Allergan show more Description Many organizations utilize Field Sales Trainers to help extend the capabilities of Training. Not all companies have a comprehensive curriculum that builds FST capabilities and confidence across a variety of skills, and ensures that you retain and develop top talent, to the benefit of the entire organization. You can develop an outstanding and cost-effective Field Sales Trainer Development curriculum by leveraging the 5 “must haves” from the curriculum model presented, including Advanced Training, onboarding, facilitation, evaluation, and mentoring. You’ll leave this session empowered with ideas on how to work with key stakeholders to develop the dynamic Field Sales Trainers of tomorrow. Time Tuesday, Jun 4 1:00PM - 1:20PM Location Learning Lab 3 - Longhorn D Speakers Wendy Eicholzer Whole Systems Jessica Sorenson Allergan What's Next in MicroLearning Kyle Groves, BI WORLDWIDE show more Description This session will focus on a new, agile approach to MicroLearning using short, engaging learning modules that are designed and delivered quickly and at pace. We’ll share examples of how this approach works best for new and emerging topics related to evolving risk areas, new products, changes in legislation, policies and procedures. We’ll also discuss how gamification is oftentimes integral to the delivery process and why taking a multi-channel approach to communicate these modules via social, assigned LMS and email is most effective. Time Tuesday, Jun 4 1:00PM - 1:20PM Location Learning Lab 1 - Longhorn D Speakers Kyle Groves BI WORLDWIDE
1:30pm Reaching the Rep on the Road – Achieving Boosted Learning Through Creatively Distilled Training Strategies to Better Connect With Your Audience Malcolm Beasley, Professional Communications Inc.; Jenny Cai, Professional Communications Inc. show more Description What if we told you that the time window during which you can make an impact on your audience doesn’t have to be limited to workshop sessions or webinars? While the modern learner is often busy and has a lot of outside distractions, there are often pockets of idle or travel time that provide ample opportunity for engagement. In this session we will discuss ways to fill in these time gaps (e.g, via on-the-road learning), using learning strategies (e.g., storytelling) that increase knowledge absorption and command their attention outside of designated training times. By leveraging different media, such as podcasts, independent learning solutions, notifications, and infographics, you can build a tailored training program that can more effectively improve your training outcomes, and positively impact job performance. In addition, we will review how to get learners to engage with information at the point of need (Just-in-Time training) by tapping into targeted resources, such as quick reference or issue response tools on topics of interest. These strategies allow us to connect in various ways with learners and support them in their jobs, whether it is in the office, on the road, or on the field. Time Tuesday, Jun 4 1:30PM - 1:50PM Location Learning Lab 3 - Longhorn D Speakers Malcolm Beasley Professional Communications Inc. Jenny Cai Professional Communications Inc. The Digital Learning Experience of the Adult Learner Scott Biegel, Adobe Systems show more Description This session will discuss how to train adults, and how their digital learning experience is critical to that success. Adult learners are very difficult to train! Therefore, it's up to you, your content and their experience receiving that content in order to have a great learning experience. Come find out how to do this during this 20 minute session! Time Tuesday, Jun 4 1:30PM - 1:50PM Location Learning Lab 1 - Longhorn D Speakers Scott Biegel Adobe Systems Using Technology to Enhance Competency Development Sandra Vaughn, Metrix show more Description Consider this? You are tasked with a new competency-based training initiative that has multiple targets, all with different skills, defined roles, functions and responsibilities. The design must incorporate a blended approach and provide a relevant and valuable learner experience to everyone who takes the training. It must be deployed as a web-based application with the flexibility of being scalable and updated in the future. There can only be on iteration, and you only have 3 months to make it all happen. Join this session to explore the key success factors of designing and developing a comprehensive and standardized training curriculum to enhance the skills and performance of learners with a wide range of functions. We will explore the framework and approaches used to deploy a program that is customizable and flexible to grow with the needs of the learner. With an interactive demonstration of a featured module, you will learn how to integrate a blended approach of training modalities (including videos, "real-world" scenarios and knowledge checks) to increase learner engagement and performance results. Time Tuesday, Jun 4 1:30PM - 1:50PM Location Learning Lab 2 - Longhorn D Speakers Sandra Vaughn Metrix
2:00pm Aiming for Engagement and Retention: Creating a PI Escape Room for Launch Training William Garner, Tipping Point Media; Jessica Labita, Bayer show more Description Launch training almost always includes interventions around the PI and MOA; the challenge is to ensure that training is engaging and ensures retention. Recent studies suggest that Virtual Reality improves retention through learner engagement on multiple levels, from the visual to the cognitive. Bayer and Tipping Point Media created a solution that leverages Virtual Reality (VR) to develop an experience for the sales force that reinforces PI and MOA learning in an engaging, competitive, and team environment. This workshop will focus on the challenges involved in developing an immersive VR experience that is not only rich in content but that also promotes team-building. It will describe the involvement required from the vendor and client teams to ensure medical-legal buy in. The workshop will illustrate how VR can be leveraged to promote retention and engagement around key elements such as the PI and MOA. Finally, learners will be invited to experience the VR Escape Room for themselves to see how it can enhance learning. Time Tuesday, Jun 4 2:00PM - 3:00PM Location Grapevine 4 Speakers William Garner Tipping Point Media Jessica Labita Bayer Building a Transformational Coaching Culture David Davis, Mr.; Jim Guardino, EMD Serono show more Description What is a transformational coaching culture? It’s a coaching mindset in which the organization actively supports and values development and provides leaders the tools, skills, and knowledge to develop employees to their full potential. It’s truly rare to find an organization that has developed itself into a coaching culture. An organization that has developed a coaching culture displays the following three qualities: • Everyone in the organization knows the coaching model and the philosophy and skills behind it and supports it enthusiastically • Employees recognize the importance of coaching and seek it from their managers • Senior management sees development of its employees as critical to long-term success EMD Serono has committed to transforming itself into a coaching culture. In 2017, EMD began a global initiative by introducing a learning solution titled Leaders Creating a Coaching Culture. The goal of this initial program is to develop senior leaders’ skills, knowledge, and abilities to cultivate a coaching culture within their management teams. The key difference between this initiative and other coaching solutions is that it goes beyond simply training the manager; it’s designed to change the culture of the group and give senior leaders the tools and skills to make that change. In this workshop, EMD and its vendor partner Romar Learning Solutions will share the high-level design of the cultural development initiative, global challenges EMD has overcome, and global successes so far. This will be a highly interactive workshop with activities and time to ask questions Time Tuesday, Jun 4 2:00PM - 3:00PM Location Austin 1-2 Speakers David Davis Mr. Jim Guardino EMD Serono Creating Global Access to Advanced Health Care Professional Training and Education Rustin Floyd, Alcon, Inc.; Colleen Battle, Intuition Publishing, Inc. show more Description Life sciences companies, particularly medical device, benefit from offering their customers and their staff training resources. In addition to required clinical training on newly purchased equipment, medical device customers are hungry for education that enables their practices to improve patient outcomes and retain qualified staff. The continual challenge is being able to offer customer training in an economical model, since non-promotional training historically has had limited reach due to budget and staffing constraints. Alcon, a medical device company and the world’s leader in eye care, desired to collect the numerous global training resources being created around the world and offer them back to the globe on a single platform in multiple languages. The site was launched as AlconExperienceAcademy.com. Hear how Alcon was able to leverage existing assets and smaller, recorded training sessions on a global cloud platform, accessible 24/7 and in a growing number of languages, all managed with a very small staff, with growth in registration month over month since launch. Time Tuesday, Jun 4 2:00PM - 3:00PM Location Grapevine 5-6 Speakers Rustin Floyd Alcon, Inc. Colleen Battle Intuition Publishing, Inc. Custom Training in A Day - How you can Design, Develop, and Deploy an Effective Program in Just One Day Philip Bedrin, ScienceMedia, Inc.; TBD TBD, AMGEN show more Description In this Learning Lab, attendees will have the opportunity to see the results of a case study in which a top tier pharma company effectively designed objectives, developed and deployed a full-on training course in just one day. Time Tuesday, Jun 4 2:00PM - 2:20PM Location Learning Lab 3 - Longhorn D Speakers Philip Bedrin ScienceMedia, Inc. TBD TBD AMGEN Customer-Focused Training for Value-Based Selling Michelle O'Connor, CMR Institute; Troy Prehar, Philips; Eimear Kivlighn, AstraZeneca show more Description As relationship selling is becoming less and less effective in the value-based environment, sales teams need to understand their customers’ goals and how to confidently present cost, quality, and other outcomes data. This 60-minute session will outline how you can elevate your training programs to create more engaged and effective sales teams who can position your products and services for optimal advantage. To help trainers understand the customer perspective, a health system supply chain executive will provide insights on how IDNs’ purchasing strategies are changing and offer real-life strategies for ensuring more meaningful partnerships. At the end of the session, attendees will receive an assessment tool that they can use to determine if their training content reflects customers’ focus on value. Time Tuesday, Jun 4 2:00PM - 3:00PM Location Grapevine 1 Speakers Michelle O'Connor CMR Institute Troy Prehar Philips Eimear Kivlighn AstraZeneca How Oculus Quest and mobile VR will disrupt life science learning Anders Gronstedt, Gronstedt Group show more Description Strap on a virtual reality headset, grab hand controllers and step into a hyper-realistic virtual dialysis clinic or pharma manufacturing facility. Mobile virtual reality is here. Industry-leaders like DaVita and Novartis are already using VR to develop learning simulators modeled on the flight simulator, which has (up until now, anyway) been the gold standard for skill-based learning. Join us for a session packed with demos and cases studies on how life science companies are unlocking the value of VR learning. Try out the much anticipated standalone room-scale VR headset. The Oculus Quest lets users roam freely while making full use of their hands, without distracting wires, reliance on a PC or other limitations. Virtual reality creates a visceral sense of “presence” – of actually being in the situation. It promotes learning in the context where the skills will be applied. The research is conclusive: Repeated actions in virtual reality alter neural wiring, building muscle memory and improving real world performance. VR is also hailed as “the ultimate empathy machine,” allowing learners to walk a mile in the body of a patient or physician. VR is also disrupting clinical visualization; shrink down to the size of a cell to get a new perspective on how a drug helps cure a disease. New enterprise-grade platforms enable safe deployment of VR behind the firewall integrated with LMS and LRS. However, learning tools are only as good as the strategists and developers building them. This workshop will show examples of high-impact VR simulations. Time Tuesday, Jun 4 2:00PM - 3:00PM Location Grapevine A Speakers Anders Gronstedt Gronstedt Group Instructional Design for Microlearning Peter Sandford, NXLevel Solutions show more Description Microlearning is more than short modules and videos. Instructional strategies that work for traditional eLearning must be reimagined for microlearning. For microlearning to be effective, instructional designers and developers must create learning strategies that incorporate cognitive science principles about how people actually learn. This interactive Learning Lab will present the “why,” the “what,” and the “how” of creating and delivering microlearning that has real-world impact. Key microlearning strategies and instructional design steps will be demonstrated and reinforced. Attendees will be provided a handout that can be used as a guide when creating their own microlearning plan and assets. Time Tuesday, Jun 4 2:00PM - 2:20PM Location Learning Lab 2 - Longhorn D Speakers Peter Sandford NXLevel Solutions Learning in 3019 Tyler Caffelle, Illuminate; Juan Carlos Pinedo, Illuminate; Clint Johnson, Illuminate show more Description The Illuminate Learning Technology team takes discusses popular learning trends in a unique talk-show setting. Participants should walk away with unique customer engagement skills, a better understanding of modular design, and some new technology trends on the horizon. Time Tuesday, Jun 4 2:00PM - 3:00PM Location Austin 3 Speakers Tyler Caffelle Illuminate Juan Carlos Pinedo Illuminate Clint Johnson Illuminate Looking Beyond the Training Horizon Towards Data Consolidation Parth Khanna, ACTO Technologies; Kapil Kalra, ACTO Technologies show more Description Beyond the horizon of better training programmes, is the need for data consolidation. Come hear the story of how the training department of a global life sciences company started by looking for a better LMS, and ended up driving fundamental change across their sales, marketing, and compliance departments through data consolidation. Over the last decade, life sciences commercial units have invested heavily in IT systems, adding and expanding as market needs required. The complexity of systems integration has increased and forced more investments in ongoing maintenance, resulting in the need for consolidation. Through this case study, journey along with the characters as they reveal the challenges and benefits of data consolidation to transform the way we think about training. Training was once seen as just a checkbox on the company’s list of strategic priorities, but the age of data consolidation puts sales reps at the centre of commercialization and made training a critical component of commercial strategy. Come learn about how consolidation can link training to digital assets, put an end to dead-end training content, break down silos between departments, and increase sales performance. *Please note: the speakers from the life sciences company are pending approval Time Tuesday, Jun 4 2:00PM - 3:00PM Location Ft. Worth 5 Speakers Parth Khanna ACTO Technologies Kapil Kalra ACTO Technologies Medical Affairs Training: A Focus on Science and Skills Scott Payton, Axiom; Mary Costanzo, Axiom; Terri Harchar, Axiom show more Description With an everchanging and dynamic competitive marketplace, we recognize that organizations and training teams need to generate efficiencies in curriculum development and deployment. This promotes the development of scientific training and skills-based training for a medical affairs audience that can easily be adapted for commercial training utilization. Core foundational elements within a training curriculum are the tenants for what both medical affairs and commercial teams need to achieve and maintain leadership in an evolving, competitive landscape. During this interactive discussion, you will have the opportunity to discuss challenges you may currently face in designing impactful medical affairs training and to also share and learn best practices from each other in overcoming these challenges. A relevant case study will be presented and discussed. We will share with you the strategies employed in the design of this case study curriculum that allowed for the adaptability of assets for both a commercial focused training and a high science medical affairs training curriculum. We will look at the differences and similarities in creating and executing a curriculum for both audiences. Throughout the workshop, we will answer key questions such as what do you need to consider when designing for a medical affairs audience and how do their needs differ from a commercial audience. Time Tuesday, Jun 4 2:00PM - 3:00PM Location Austin 4 Speakers Scott Payton Axiom Mary Costanzo Axiom Terri Harchar Axiom Pfizer – A Guide To Deploying A Global Field Sales & Coaching Program Rick Kosturko, Pfizer; Simon Mormen, Atomus show more Description The world is shrinking fast and organizational leaders are searching for global synergies and alignment across business units, especially sales teams. More and more, forward-thinking global Life-Science organizations are embracing the fact that when leaders at all levels develop their team members consistently, empowering them to innovate and make better decisions, there is stronger talent growth and greater performance amongst the organization as a whole. This means developing structured Global Training, a Global Sales model and, above all, a Global coaching process to track, measure and analyze the results. Cultural differences and boundaries are also merging enabling a single process to emerge and evolve, reaping huge benefits in cost efficiencies, skills enhancement and increased sales. Pfizer harnessed this power with the launch of their Global Sales enhancement Project in 2014 and partnered with Atomus to launch the Acoach Sales Performance and Development tool to track and measure results. The program was a huge success across the US, and before long other countries and field forces wanted to get involved. Whether you’re still planning your US homegrown coaching program deployment, or if you’re ready to take your programme global, this interactive session, with one of the world’s premier pharmaceutical companies and Atomus, will equip you with everything you need in order to succeed. Join us for an interactive journey into the challenges and insights that Pfizer has learned as they unify and improve their Global Sales Effectiveness program with Atomus and ACoach across LATAM, the Middle East, Asia. Time Tuesday, Jun 4 2:00PM - 3:00PM Location Ft. Worth 1-2 Speakers Rick Kosturko Pfizer Simon Mormen Atomus Precision Learning: Virtual Education Expansion and Customer Empowerment Shelby Guhl, Siemens Healthineers show more Description Portfolio Expansion with content and services subscriptions, marketplace development with content curated by employees and partners, to universities and individuals, automated education planning, and omnichannel sales to meet the larger institution through individual HC Professionals Time Tuesday, Jun 4 2:00PM - 3:00PM Location Austin 5-6 Speakers Shelby Guhl Siemens Healthineers Streamlining the Training Department: A Merger Success Story Nick Koris, Takeda Pharmaceuticals; Marcus Hswe, Performance Development Group show more Description Mergers create challenges, as the new organization tries to integrate two ways of getting work done, two sets of resources, and two sets of partners. But mergers also create opportunities. In this session, you’ll learn how Shire’s US Commercial Learning and Development (L&D) team leveraged a merger to create a new kind of training department. Following the merger of Shire and Baxalta, Shire’s US Commercial L&D team was faced with the challenge of fully integrating resources and processes quickly in order to support the business initiatives that drive the organization’s goals. With every challenge, however, comes an opportunity: how could Shire use this opportunity to streamline the Learning Team, build speed, control cost, and ultimately enable Shire to achieve its commercial objectives? In this case study-driven session, you’ll learn how Shire created a unified Learning team, focused their vendor partners, reduced cost, and drove better alignment to the business. You’ll learn how Shire: -Used demand planning to identify the demand aligned to business priorities and determine resourcing needs -Created a business case for building and documenting best-in-class processes and focused the Learning team on the strategic challenges -Operationalized the new mode, including new Product Launch standards, improved project management, better utilization of the LMS Time Tuesday, Jun 4 2:00PM - 3:00PM Location Ft. Worth 3-4 Speakers Nick Koris Takeda Pharmaceuticals Marcus Hswe Performance Development Group The Amazing Brain: Blending Old School and New School Ideas to Create a High Impact, Spaced Learning Experience Leslie Mason, Sage Therapeutics; Carolyn Kopchains, Red Nucleus; Chuck Karvelas, Sage Therapeutics show more Description In this workshop, Sage Therapeutics will present a case study in creating a spaced learning experience for a product launch curriculum, focusing on teaching disease state information. The learning experience blended old school and new school training modalities—including eCourses, virtual meetings, and an Amazing Race-inspired workshop that engaged learners kinetically (called the Amazing Brain). The bulk of the session’s time will be spent on reviewing the Amazing Brain workshop itself—a strategy- and knowledge-based competition in which 18 teams raced around the meeting space to face off in a series of 4 challenges. These kinetic challenges—while fun—provided an opportunity for learners to practice retrieving the knowledge they learned during the eCourses and virtual meetings. The results of this learning experience will also be shared, including any qualitative and quantitative measurements. After this session, participants will walk away with a solid example of how to create a disease state related blended learning solution, as well as a case study in creating an innovative, engaging Amazing Race-inspired workshop. Time Tuesday, Jun 4 2:00PM - 3:00PM Location Grapevine 2-3 Speakers Leslie Mason Sage Therapeutics Carolyn Kopchains Red Nucleus Chuck Karvelas Sage Therapeutics The Future of Competitive Selling in BioPharma - How To Compete Win & Grow Your Brands Fred Marshall, Quantum Learning, Inc.; Jill Fenton, Quantum Learning, Inc. show more Description If you want to grow your brand, you have to grow your sales forces' ability to execute. How? By giving your sales force practical tools for turning your brand's strategic imperatives into competitive reality across every stakeholder who touches the patient for your brand. The future of competitive selling is about elevating your customer's total treatment experience: from treatment choice to patient education, from product access to SE and AE management. This workshop will show you how sales training can partner with sales leaders and brand teams to move the needle despite intense competition. And most importantly how to measure change at Kirkpatrick levels 3 and 4 so you can demonstrate the value sales training brings to the party. Time Tuesday, Jun 4 2:00PM - 3:00PM Location Ft. Worth 6-7 Speakers Fred Marshall Quantum Learning, Inc. Jill Fenton Quantum Learning, Inc. You Can't Teach People to Sell By Teaching People to Sell: Exploding Myths of Why Salespeople Succeed or Fail Mike Esterday, Integrity Solutions show more Description Why are so few salespeople highly successful? Why do talented, intelligent people, with outstanding products knowledge and excellent training, still plateau well beneath their potential? In fact, many more salespeople fail than succeed, with less than 25% typically reaching high sales levels. Just teaching someone product knowledge, sales skills, and activity–management processes, although necessary, won’t cause the person to sell successfully. That’s because up to 85% of success in selling is rooted in attitudes, emotions and beliefs. Yet most sales training fails to take these critical factors into account, and as a result, most sales training ultimately fails the people (and the organizations) it’s supposed to be helping. This session will explore practical, proven ways training professionals and sales managers can influence the behaviors and attitudes that lead to higher levels of productivity and better bottom-line results. All session attendees will receive a complimentary eBook: You Can’t Teach People to Sell by Teaching People to Sell Time Tuesday, Jun 4 2:00PM - 2:20PM Location Learning Lab 1 - Longhorn D Speakers Mike Esterday Integrity Solutions
2:30pm Breaking through language barriers - Lessons from Hollywood Dave Kirk show more Description TBD Time Tuesday, Jun 4 2:30PM - 2:50PM Location Learning Lab 1 - Longhorn D Speakers Dave Kirk This is Jeopardy! Let's Build a Game Together Stephen Baer, The Game Agency show more Description Creating a game-based learning strategy can be overwhelming and just getting started can be daunting. Using the official Jeopardy! training game, developed in collaboration with Sony Productions, we’ll provide step-by-step instructions on how to start on the right path to building a training game. We'll explore five performance objectives and align a unique game mechanic with each learning goal. We'll create a game in 10 minutes or less and all attendees will have a chance to play and win prizes. Get your game on! Time Tuesday, Jun 4 2:30PM - 2:50PM Location Learning Lab 3 - Longhorn D Speakers Stephen Baer The Game Agency Using Artificial Intelligence to Optimize Training Practice Activities Heather Tompkins show more Description Role play activities are a staple of many training programs. Although roleplays are effective as a practice exercise, they can often feel forced or stale. Imagine next-level roleplay that uses technology to assess how your delivery made your audience feel and identify where you missed cues or used off-putting language. In this session, we’ll learn how some teams are taking away the guesswork by leveraging artificial intelligence (AI) to diagnose real human emotion in a safe practice environment. We’ll explore a case study of a customer service team who practiced and refined their customer interactions with AI to surprising results. Time Tuesday, Jun 4 2:30PM - 2:50PM Location Learning Lab 2 - Longhorn D Speakers Heather Tompkins
3:00pm Micro-Learning Session: Interactive Technology and Immersive Training Brian Rivers, Centrifuge Media, Inc.; Jack McDonald, Centrifuge Media, Inc. show more Description 20 Minute Micro-Learning Session How you can incorporate new technology in to your current training methods for sales teams. Create immersive learning environments and real world training scenarios with Augmented Reality, Virtual Reality, and Experiential Environment installations. Time Tuesday, Jun 4 3:00PM - 3:20PM Location Learning Lab 2 - Longhorn D Speakers Brian Rivers Centrifuge Media, Inc. Jack McDonald Centrifuge Media, Inc. Networking Refreshment Break and Learning Labs show more Description Networking Refreshment Break and Learning Labs Time Tuesday, Jun 4 3:00PM - 3:45PM Location Learning Village Exhibit Hall - Longhorn D Next-Gen Medical Affairs - Empowering MSL Learning Communities Celeste Mosby, Syneos Health; Karen Snovel show more Description TBD Time Tuesday, Jun 4 3:00PM - 3:20PM Location Learning Lab 3 - Longhorn D Speakers Celeste Mosby Syneos Health Karen Snovel VUCA 2.0: Leading in a VUCA World Kim Catania, Catania Communications LLC; Paula Lavish, Catania Communications LLC show more Description The pharmaceutical/biotech industry is more volatile than even before. As relentless marketplace challenges expand and organizational objectives and demands are ever-increasing, the need to develop solutions to address them effectively is paramount. This session focuses on the concept of VUCA (Volatility, Uncertainty, Complexity, Ambiguity)& how to parlay VUCA 2.0 (Vision, Understanding, Courage, Adaptability) as a viable solution to address the ever-changing demands in our roles. Time Tuesday, Jun 4 3:00PM - 3:20PM Location Learning Lab 1 - Longhorn D Speakers Kim Catania Catania Communications LLC Paula Lavish Catania Communications LLC
3:30pm How to Capture, Share and Manage Expertise with Mobile Performance Support Apps Russ Powell, Peregrine Performance Group; Joe Halpin, Peregrine Performance Group show more Description One of the most effective and yet under-used tools in L&D these days is the job-aid. Given the growing demand for mobile performance support (e.g., easily accessible job-aids) as a faster, better, cheaper alternative to training, Peregrine Performance Group, offers this practical presentation as a primer on the value and use of mobile support apps. Life-sciences teams are turning to mobile performance support apps to help them capture, share and manage expertise. These mobile “job-aider” apps enable teams – from sales to operations to clinical to human resources – to create and share tips and techniques between and among team members faster than ever before. The more advanced of the mobile “job-aider” apps include tracking features which help team leaders make better decisions about L&D initiatives. Tracking functionality helps business leaders uncover knowledge and performance issues before they negatively impact the business. They also help you identify "hidden" experts, analyze employee performance support needs, ensure compliance, and align job-aid content with performance needs and business goals. This presentation covers what mobile performance support apps are and why they're important. It also offers a demonstration of one such mobile support app including front-end job-aid creation components and back-end tracking functionality. Attendees receive free access to a state-of-the-art mobile support app that they can use to create and share their own tips and techniques for success. Time Tuesday, Jun 4 3:30PM - 3:50PM Location Learning Lab 2 - Longhorn D Speakers Russ Powell Peregrine Performance Group Joe Halpin Peregrine Performance Group Not your Mother's Powerpoint: The Magic of Slide Docs Caitlin Locke, Performance Development Group show more Description PowerPoint is a mainstay of every computer for as long as anyone can remember. Yet, despite spending decades with this piece of software, the advanced elements of PowerPoint often lay dormant, hidden behind the drudgery of boardroom presentations and briefing requirements. However, PowerPoint can be the only tool you need in your arsenal to create a beautiful document with visuals, hyperlinkinks, and diagrams galore! Anyone who finds themselves needing to represent content in a module, white paper, or workbook format can achieve cohesive and powerful design by leveraging SlideDoc design. Slidedocs are visual documents developed in presentation software that are intended to be read and referenced instead of projected. SlideDocs will empower you to take back the design process and change the way you look at PowerPoint forever. Time Tuesday, Jun 4 3:30PM - 3:50PM Location Learning Lab 3 - Longhorn D Speakers Caitlin Locke Performance Development Group
4:00pm Best Practices from Field Sales Training in Asia: Mobile, AI, and Microlearning Xingheng Wang, Novartis Pharmaceuticals (China); Dongshuo Li, UMU Inc. show more Description Because of the mobile-first nature of Asian countries, many pharmaceutical and medical device companies choose the region to pilot new and innovative training methods. Henry Wang, head of sales learning at Novartis China, shares the best practices he sees in field sales training across pharmaceutical and medical device companies in Asia. Together with Dongshuo Li, Founder and CEO of UMU Inc., Henry Wang will share how they combine microlearning with deliberate practice and personalized AI feedback to revolutionize sales training delivery in Asia. Time Tuesday, Jun 4 4:00PM - 5:00PM Location Austin 5-6 Speakers Xingheng Wang Novartis Pharmaceuticals (China) Dongshuo Li UMU Inc. Congrats on Your New Training Job...Now What?!? Melissa Lowe, Philips - Healthcare Informatics show more Description Accepted or promoted into a new Sales Training or Field Sales Training role? Congratulations! Has the fear of what to do next and what to plan for set in? What is your "Now What?" Let's review, discuss and formulate a plan on where & how to start, what to do, when, how, engage and commit key stakeholders, get more done and with impact to your business and career. Don't get overwhelmed with the all the asks and "to do" lists. A clear "what" and where to start can help set the right path. Time Tuesday, Jun 4 4:00PM - 5:00PM Location Austin 3 Speakers Melissa Lowe Philips - Healthcare Informatics Go Beyond Checking the Coaching and Learning Boxes - How Daiichi Sankyo Created a Modern Development Culture Ted Power, iCoachFirst; David Cogan, Daiichi Sankyo show more Description Creating a modern development culture involves three essential steps - identifying what success looks like in objective, measurable terms, bench-marking current organizational capabilities against these “high performance footprints,” and using the resulting information to drive needs-based L&D tools delivered to employees in real-time through a single mobile solution. Join us for an interactive case study where you will learn how Daiichi Sankyo achieved all of this and more! See how they went from more traditional coaching and development processes to an integrated strategy that challenged the “learning” status quo (which included a shared coaching process, “always on” feedback, and needs-based development based on individual style). Learn how they brought their entire sales organization through this journey and engaged their people through an end-to-end L&D platform they actually enjoy using. Time Tuesday, Jun 4 4:00PM - 5:00PM Location Grapevine A Speakers Ted Power iCoachFirst David Cogan Daiichi Sankyo Having the Patient Conversation Boosts Understanding & Compliance Marjorie Brody, BRODY Professional Development show more Description Great device and diagnostics technology is irrelevant if it is not used correctly or used at all. What can stop the patients from understanding the products? It can be emotions, confusion, and intimidation. Often, they don’t know what questions to ask. When the Medical Device and Diagnostics professional has access to the patient, they can make an incredible difference by demonstrating empathy, listening, asking the right questions and responding in a way that is understandable to nonmedical people, This interactive session will provide tools you can use to encourage your patients to communicate openly with you. You’ll also gain strategies to tailor your own messages so that they resonate for your patients. Time Tuesday, Jun 4 4:00PM - 5:00PM Location Ft. Worth 6-7 Speakers Marjorie Brody BRODY Professional Development Immerse Yourself: Clinical Learning Zones Terah Benjamin, Takeda show more Description Clinical immersion rotations in a live setting that provides deep dives in MOA, science of MABs, KOL roundtable discussions with case studies, patient journey performances, hands on practical stations, and HCP consult sessions with sales. Time Tuesday, Jun 4 4:00PM - 5:00PM Location Grapevine 2-3 Speakers Terah Benjamin Takeda Learning Myths and Facts Steven Just, Intela Learning show more Description Is learning a science? If so, it should be evidence-based. And yet, our field is full of myths, hype, exaggeration and oversimplification. Some of these myths are harmless: e.g. we use only 10% of our brains. Others can harm our learning strategies and waste time and training budgets if we choose to adopt them into practice: e.g. learners have different learning styles. At the same time, recent advances in cognitive science and neuroscience have helped us understand how people actually learn. These findings have come to play a significant role in new, emerging learning strategies, such as microlearning. But even in these cases we don’t always know what the evidence says. For example: Is there an optimal length for microlearning? How "spaced" should spaced learning be? In this workshop we will explore a number of common learning myths and what the evidence says about them, and we will look at evidence-based findings that support modern learning practices, such as microlearning, subscription learning, personalized learning, gamification, formative assessments and retrieval practice. Time Tuesday, Jun 4 4:00PM - 5:00PM Location Grapevine 4 Speakers Steven Just Intela Learning Marrying competency measures with APEX Selling to eliminate slippage Gwen Nielsen, Baxter Healthcare show more Description 1. The problem: varying selling skill levels, pre and post training yielding varying close ratios. 2. Setting a competency baseline by role and tailoring skill development. 3. Selling tools that encourage mutual cooperation and alignment; empowering champions 4. Results! Time Tuesday, Jun 4 4:00PM - 5:00PM Location Grapevine 5-6 Speakers Gwen Nielsen Baxter Healthcare Microlearning - Your Secret Weapon for Learning Support! Shannon Tipton, Learning Rebels, LLC show more Description Through sharing how to use a rapid framework for microlearning, this session will give you the critical information, tools, and skills you need to build effective learning reinforcement content. As learning professionals, we know the largest amount of learning occurs after the class and at the point of need. Learning that sticks does not occur after one, two or even several training events. Organizations can continue to bring their sales team in for a “day of training” but be aware – while this looks good on paper, without learning reinforcement, lessons learned will fall short of solving the overall problem of creating learning that supports the business need. According to a Bersin by Deloitte report, the typical employee devotes only about 1% of his time to professional development. This is the small space of time we, as learning professionals, must work with…and this is where microlearning has your back to support your training reinforcement initiatives. Using microlearning as performance support to scaffold learning after a training event takes place, helps with critical feedback loops and learning reinforcement. Meaning, your sales training will stick longer and produce more measurable results with less loss of productive time due to salespeople being not being in the field. Microlearning can help you take training that is stuck in the past and disrupt the training process...in a good way. Time Tuesday, Jun 4 4:00PM - 5:00PM Location Ft. Worth 1-2 Speakers Shannon Tipton Learning Rebels, LLC More Than Words: Leading with Purpose Ranieka Weston, United Therapeutics; David Fortanbary, UCB; Jill Donahue, Excellerate; Carol Wells, Genentech; Jennifer Muszik, Biogen show more Description “Building a deep and authentic sense of purpose could be a company’s ultimate competitive advantage.” Says Rick Wartzman, author of The End of Loyalty. In the last 5 years there has been an explosion of research on purpose and an abundance of evidence that proves being driven by purpose is key to exceptional performance. Bottom line; the presence or lack of PURPOSE had the highest single impact on how people feel and perform at work. “Great leaders define and articulate an organization’s noble purpose and its values.” Says Fred Kofman, author of The Meaning Revolution. But what are the challenges to being a purpose-driven (patient-focused) leader? And here’s the rub. 90% of employees are not connected to their purpose. As their leader, are you? What if you are actually full of purpose and don’t even know it? For most of us, it is there – just waiting for us to remember it and welcome it to come alive. Once you reconnect with your purpose, how do you lead others with purpose? The hardest problem of an organization is to align its members in pursuit of a common goal. But it’s worth it! People want to follow a leader driven by purpose! Join us as we talk with our panel of 4 purpose-driven, inspirational leaders. Learn why it’s so important to them, keys to success and obstacles to overcome to truly lead with purpose. Time Tuesday, Jun 4 4:00PM - 5:00PM Location Austin 1-2 Speakers Ranieka Weston United Therapeutics David Fortanbary UCB Jill Donahue Excellerate Carol Wells Genentech Jennifer Muszik Biogen One size does not fit all! Developing customized, flexible and sustainable negotiation skills training Frank Washenitz, Mylan; Dennis Falci, Yukon Training show more Description With the pressing need to focus on training gaps and customization, all within a budget, Mylan was faced with a daunting, familiar task: align key internal stakeholders to gain commitment and buy in, identify training gaps for the sales teams and secure a partner to assist with a global rollout of ongoing, customized training that spanned beyond initial onboarding. Meet with the Mylan team to discover how they successfully accomplished a ground breaking rollout initiative within their organization. Yukon Training will also discuss how they partnered with Mylan do develop a customized ongoing program that addressed the team gaps. Though this interactive, informative session, you will actively participate through a mix of team exercises and group discussions. Frank Washenitz, VP Head of Global and North America Sales Training will describe current trends in training and discuss how he and his team built an ongoing, successful training initiative that continues to thrive within the Mylan organization. Time Tuesday, Jun 4 4:00PM - 5:00PM Location Grapevine 1 Speakers Frank Washenitz Mylan Dennis Falci Yukon Training PANEL Discussion: Leadership Training Strategy for Life Sciences John Constantine, Orchestrall, Inc.; Leslie Mason, Sage Therapeutics; Anthony Graffeo, Northeastern University; Bob Kulhan, Business Improv; Michael Young, Science Media Inc. show more Description The Biopharmaceutical Industry often recruits and promotes leaders and managers with highly technical backgrounds. Leading and managing in a science-based culture has many challenges. Success in such a culture requires leaders to appropriately balance the professional needs of technical experts with business objectives. There are several modalities for leadership training in general; however, there is no consensus on a leadership training strategy for high-potential scientists, physicians, and engineers. To help attendees refine their organization’s leadership training strategy, this panel discussion will ask leaders and leadership developers to provide their perspectives on the following topics based on their unique experiences and expertise, followed by a Q&A: • What criteria do you use to select and promote emerging leaders? • Can you predict leadership candidates’ success by evaluating their philosophy and mindset about leadership? • In which business situations do the following leadership training modalities work best? o Foundational Self-Study o Instructor-Led Small Group Workshops o Virtual Instructor-Led Training (VILT) o 360 Degree Anonymous Colleague Evaluations o Peer Coaching o Manager Goal Setting and Coaching o One-on-One Expert Coaching • How closely should leadership development be tied to succession planning? • What training modalities work best at different career stages? • What kind of additional training/coaching is needed for different career stages and organizational contexts? Time Tuesday, Jun 4 4:00PM - 5:00PM Location Ft. Worth 3-4 Speakers John Constantine Orchestrall, Inc. Leslie Mason Sage Therapeutics Anthony Graffeo Northeastern University Bob Kulhan Business Improv Michael Young Science Media Inc. Raising the Bar on Medical Congress Training Michael McGrath, Celgene; Peter Parrinello, Alo Group; Robert Pouria, Celgene show more Description Successfully supporting the congress training needs of global Medical Affairs stakeholders is challenging. Training development timelines are extremely short, learning delivery must be flexible and stakeholders updated as new, clinically relevant information occurs at the congress. This 60 minute case study will examine how Celgene Medical Affairs GL&D incorporated a new, innovative training approach to Congress training for non-commercial colleagues. Based on stakeholder feedback, a more flexible, on-demand approach was needed for pre-congress training, as well as the need for "just in time" updates from the event. During this workshop, the presenters will: - Illustrate opportunities identified to improve the effectiveness of the congress training experience at Celgene. - Demonstrate how the utilization of "on-demand" training sessions provided a flexible approach to prepare a global audience with the knowledge needed to attend the 2018 ASH Congress. - Discuss the application of "just in time" video updates created on-site, to highlight session data and provide context by internal KOLs. - Show the role that internal KOLs played in executing the post-congress training plan. - Demonstrate how the new Celgene Congress App helped ensure a flexible and effective learning experience. - Discuss the results of the post-training survey and lessons learned. After attending this workshop, attendees will have the foundation to create a similar event through the use of a checklist that will be provided. Time Tuesday, Jun 4 4:00PM - 5:00PM Location Austin 4 Speakers Michael McGrath Celgene Peter Parrinello Alo Group Robert Pouria Celgene The Coaching Culture - Better Results in Less Time. Julie Young, Olympus; Ed Ross, Michigan & Manchester Consulting Group show more Description In this 60-minute workshop, we share the coaching framework that helped transform coaching from a 'check the box activity' to revenue producing strategy coaching sessions. The immersive coaching strategy led to over $15Million in revenue from stalled and unrecognized opportunities in 9-months. Time Tuesday, Jun 4 4:00PM - 5:00PM Location Ft. Worth 5 Speakers Julie Young Olympus Ed Ross Michigan & Manchester Consulting Group
6:00pm Community Building Charity Activity & Networking Party Vicki Colman, LEO Pharma; Jennifer Muszik, Biogen; Derek Lundsten, SCRIMMAGE; Jim Page; Alison Quinn, Bristol-Myers Squibb show more Description After a long day of learning, let your hair down with live music, delicious food and refreshing cocktails. Come early and participate in the annual Community Building Charity Activity. This year, we’ll be supporting GRACE Grapevine, a Texas-based nonprofit relief agency which provides vital necessities to people who are struggling with a limited income or recent emergency. Demonstrate compassion for those less fortunate by helping assemble care packages for individuals and families in crisis. Sign up for a 20-minute time slot to participate in the charity activity: 6:00, 6:30, 7:00 PM via the app. Walk-ins are also welcome! Time Tuesday, Jun 4 6:00PM - 9:00PM Location Networking Reception - Glass Cactus Speakers Vicki Colman LEO Pharma Jennifer Muszik Biogen Derek Lundsten SCRIMMAGE Jim Page Alison Quinn Bristol-Myers Squibb
Wednesday, June 5
7:30am Breakfast and Speed Coaching show more Description Breakfast and Speed Coaching in Learning Village Exhibit Hall Speed Coaching - Sign-Up for 15-Minute Personal Career Advice from Senior-Level Training Leaders How It Works: Reserve your spot for the Speed Coaching Experience here and select which morning you’d like to participate. Meetings are personal, confidential and last 15 minutes. The week before the event, we’ll direct you to the Coaching Schedule posted online and we’ll also have the full schedule posted at the event. You’ll also receive a speed coaching guide before the event. At the event, you’ll have a maximum of three 15-minute sessions on Wednesday or maximum of two 15-minute sessions on Thursday, depending on the number of coaches/mentees. Be prepared to give a brief introduction/career overview and come prepared with a current career-related question or scenario for the coaching discussion. Space is limited and assigned on a first-come, first-served basis. RSVP early. When & Where? Wednesday, June 5 from 7:30 – 8:20 AM in the Learning Village Exhibit Hall Thursday, June 6 from 9:30 – 10:05 AM in the Grapevine Ballroom Who Can Participate? This is open to all LTEN conference attendees who are director-level or below. Sign-up here. Still Have Questions? On the RSVP form, there’s area to request more information. Please be sure to use the RSVP form to indicate your interest. Time Wednesday, Jun 5 7:30AM - 8:20AM Location Learning Village Exhibit Hall - Longhorn D
8:30am An Immersive Market Access Launch Training | Bringing the Patient & Customer Journey to Life Rina Patel, Novartis; Natalie Hurley, BI WORLDWIDE show more Description “We agree that our goal in the market access experience is to educate, inspire, and empower the field force to make a change in the lives of those impacted by migraine.” Novartis, Amgen, and BI WORLDWIDE will present the case study on the Market Access Training designed and delivered for the AIMOVIG™ Launch Meeting for ~1,000 participants. The training was an immersive experience consisting of a simulcast to review access strategy and refresh on available tools and resources, followed by an activity to establish a baseline for responsibilities. From there, participants engaged in three self-guided experiences designed to create empathy, understanding, and urgency around access issues. For example, in the Patient Experience, participants listened to Margo’s story through their handheld audience device while viewing a 10x25ft artist’s depiction of her journey – key patient frustrations and associated support were highlighted in the story. Our session will walk through the design, development, and delivery phases of the project highlighting the unique design processes, challenges along the way, logistics considerations, and ultimately, the vivid delivery and outcomes of the immersive training. It will educate the audience on the instructional design behind ‘Knowledge Acquisition’ and ‘Knowledge Application’ in a live setting and provide examples of how to reinforce information post-meeting in a unique and modern ways. The audience will walk away with creative and instructional design approaches, a better understand of the benefits/outcomes of immersive learning vs standard didactic training, and best practices from presenters and audience members to apply to future projects. Time Wednesday, Jun 5 8:30AM - 9:30AM Location Grapevine 2-3 Speakers Rina Patel Novartis Natalie Hurley BI WORLDWIDE Better By Habit - How to practice 100x faster David Brin, Abbott; Gen Nakamura, Abbott show more Description As a learning leader, Have you ever been challenged to upskill an entire sales force in as short period of time. It's like asking a novice golfer to join the tour. It take practice, time coaching and feedback. In 2018 the Abbott EP Education team set a goal to raise the selling skills of their field force and watched over 450,000 practice repetitions with feedback happen. Here's how we did it . . . Time Wednesday, Jun 5 8:30AM - 9:30AM Location Grapevine 5-6 Speakers David Brin Abbott Gen Nakamura Abbott Breaking the Wall between Commercial and Medical Affairs – How Leading Pharmas are Delivering Sustainable, Cost Effective & Consistent Training Across Unique Audiences: An Expert Panel Philip Bedrin, ScienceMedia, Inc.; Doug Kennett, Amgen; Valerie Levi, Daiichi Sankyo; Tara K. Leahy, Daiichi Sankyo; Laura Last, Amgen; Michael Young, Science Media Inc. show more Description CASE STUDY: Within large biopharma organizations, there are huge duplications of effort and significant overlap of spend. This also occurs within the sales and medical affairs training initiatives. This common practice in larger organizations is also an environment in which consistency and quality of training, currency and accuracy of training, as well as global sustainability of training platforms can be called into question. AMGEN Pharmaceuticals has recently sought to break down the wall between medical affairs training and commercial training; acknowledging the distinct regulatory treatment differences, but seeking common ground on training content and delivery to create significant efficiencies and improvements in cost, quality, consistency, and delivery. This case study discussion will enable the attendee to evaluate their own internal needs and capabilities within their own organization and seek to apply similar considerations and criteria potentially leading to higher efficiency and more effective training platforms which can leverage common content and technology while meeting the needs and complexity of contemporary sales and medical affairs teams. Time Wednesday, Jun 5 8:30AM - 9:30AM Location Austin 4 Speakers Philip Bedrin ScienceMedia, Inc. Doug Kennett, Amgen Valerie Levi, Daiichi Sankyo Tara K. Leahy, Daiichi Sankyo Laura Last, Amgen Michael Young Science Media Inc. Developing Your Front Line Leaders Cindy La Forest, Avanir show more Description The job of developing front line leaders and preparing them to lead their team is not an easy task. One of the main reasons employees leave an organization is due to their manager. Whether someone is new to the role or experienced, there is always room for growth and development. The key is to develop your front-line leaders not only at the beginning but on a continual basis. Being a successful front-line leader takes a solid plan, effort, time and consistency. This session will review what one mid-size pharmaceutical company is doing to ensure they proactively grow their front-line leaders. Be exposed to a skills program that focuses on key leadership competencies that are necessary to be a successful front-line leader. Time Wednesday, Jun 5 8:30AM - 9:30AM Location Austin 1-2 Speakers Cindy La Forest Avanir Digital Learning Playbooks – Providing a way forward through the LMS abyss Chris Kelly, Guidemark Health show more Description Whether you are a new hire or seasoned associate, navigating your LMS system and overall learning journey can feel like an abyss. Learning Playbooks have been proven to pace learning, set expectations, lower anxiety, and drive enhanced LMS navigation and usability. This session will offer a brief demonstration of an interactive Sales Training Playbook, along with best practice sharing. Time Wednesday, Jun 5 8:30AM - 8:50AM Location Learning Lab 3 - Longhorn D Speakers Chris Kelly Guidemark Health Driving Market Access into the Future Vicki Colman, LEO Pharma; Donna Thomas, Informa Training Partners show more Description Treatment decision making is rapidly shifting from individual physicians to a diverse set of institutional customers, from hospitals to integrated care entities, and from payers to pharmacy benefit managers. The pressure to deliver greater value is driving this evolution. Has your organization adapted its training strategy to align with these changes? Are you looking for ways to help customer facing functions, such as field and institutional sales and account managers to work more effectively together? In this highly interactive workshop, facilitators will share their tactics for training sales representatives to think like account managers, account managers to work with field sales, and institutional representatives to strategize across the care continuum to serve their most complex customers more effectively. Participants will discuss their experiences with training a diverse set of sales professionals to collaborate to forge productive long-term customer relationships. Time Wednesday, Jun 5 8:30AM - 9:30AM Location Ft. Worth 5 Speakers Vicki Colman LEO Pharma Donna Thomas Informa Training Partners Enhancing Account Management: Impact of Non-Clinical Drivers on Decision-Making Marcy Lantzy, Proficient Learning; Brian Giglio, Sunovion show more Description Sales teams are always looking for better ways to partner with and provide value to their customers and organizations. With continued changes and complexity in the healthcare marketplace, many decisions are being made using non-clinical factors. Through this workshop, we will evaluate strategies to incorporate real-life customer experts into your learning programs to maximize the benefits they provide to a training workshop. You will see the results and outcomes of a successful implementation of these strategies and hear firsthand some of the outcomes from a health system C-level executive. Throughout this experience, we will lead discussions on key strategies—including content expertise, training implementation and internal stakeholder management—that you can apply in your own training programs. Time Wednesday, Jun 5 8:30AM - 9:30AM Location Grapevine 1 Speakers Marcy Lantzy Proficient Learning Brian Giglio Sunovion From sales to strategic account management: How L&D COEs can be catalysts for customer centricity. Dominique Cote, The Summit Group; Dennis Kane show more Description Healthcare is facing a very disruptive time impacted by the integration of its environment (local/regional/global), the technology and the emerging of new stakeholders and decision makers. This is calling for a new way to engage with our accounts / stakeholders and bringing the need to move from sales to strategic engagement. The transformation from sales to strategic account management capabilities for the more complex key accounts require a new learning and development curriculum that focus on customer / patient centricity and provide a continuum approach from the more transaction sales to the more strategic and beyond the product and services complex engagement. Time Wednesday, Jun 5 8:30AM - 9:30AM Location Austin 5-6 Speakers Dominique Cote The Summit Group Dennis Kane Gamification in Adult Learning: Incorporating Video Game-Base Simulations to Enhance the Learning Experience Karen Thomas, Genentech; Sheena Gurai, Genentech; Scott Elder, Genentech; Wenissa Conedy, Genentech show more Description Employee performance and engagement can be enhanced by adding gamification to the training experience. Game-based learning is taking adult learning to the next level by and offering analytics that further can inform training as well as help learners understand areas for further development. what they may need to work on. In a case study format, learn how a 3-D video game was developed to provide behavioral based skills assessment. The platform, learner experience, and analytical measurements tracked will be discussed and generalized for application across a wide variety of scenario-based training situations. See a demonstration of the game used to evaluate how their learners are performing in the game and how the tools in the game provide a coaching platform to improve performance. Time Wednesday, Jun 5 8:30AM - 9:30AM Location Grapevine 4 Speakers Karen Thomas Genentech Sheena Gurai Genentech Scott Elder Genentech Wenissa Conedy Genentech How Amgen Used Simulations and Chatbots to Drive Behavior Change Steve Boller, Bottom-Line Performance, Inc.; Lloyd Hilton, Amgen; Andrew Dornon, BTS show more Description Need your learners to adopt a new process, or simply to start doing something they already should be doing? Mindset, motivation, and ease-of-use are all critical. Your reps or managers must understand the ‘why’ behind what you are asking them to do… and they need simple tools that make doing so as easy as possible. In this session, you’ll see how Amgen used a blended learning curriculum to help sales leaders and managers follow standardized hiring practices and adopt a behavioral interviewing process that reduces unconscious bias, leads to better hiring decisions, and saves time. The presenters will detail how a video simulation-based learning approach was used to shift attitudes and beliefs before, during, and after the live training event. You’ll also learn how a custom-built chatbot was used during and after the live event to generate excitement, solidify buy-in, and provide ongoing performance support. Time Wednesday, Jun 5 8:30AM - 9:30AM Location Grapevine A Speakers Steve Boller Bottom-Line Performance, Inc. Lloyd Hilton Amgen Andrew Dornon BTS Managed Markets Acumen for New to Pharma Beverly Layton, PhD, MPH, Astellas show more Description This training session is designed for pharmaceutical companies that are looking for creative ways to up-scale new hires, that have not previously worked in the pharmaceutical industry, on managed markets acumen and benefit design prior to attending product training. Time Wednesday, Jun 5 8:30AM - 9:30AM Location Austin 3 Speakers Beverly Layton, PhD, MPH Astellas New Hire Education - Experiential Sales Onboarding Innovation Mark Walker, Takeda Pharmaceuticals; Tracie Myers, Takeda Pharmaceuticals show more Description New Hire Education: Sales onboarding rooted in experiential learning and streamlined navigation Time Wednesday, Jun 5 8:30AM - 9:30AM Location Ft. Worth 1-2 Speakers Mark Walker Takeda Pharmaceuticals Tracie Myers Takeda Pharmaceuticals Principles of the Modern Learner & How to Find Freedom within Your Framework Dave Romero, Unboxed; Caroline DeMarco show more Description Nothing gets your employees more excited than plowing through a regulatory manual, right? No matter what your role in L&D, you face challenges. Whether it's pressure from the top, resistance from learners, or the constraints of compliance, there is always another challenge to overcome. But that doesn't mean your stuck with the "same ol' sale ol'." Time Wednesday, Jun 5 8:30AM - 9:30AM Location Ft. Worth 6-7 Speakers Dave Romero Unboxed Caroline DeMarco Pulsed Learning – Boost Engagement and Give Your Learning Strategy a Surge Carrie Garrett, CMR Institute show more Description Are you looking for an easy way to boost learner engagement? Are you intrigued by microlearning but aren’t sure how to start or use it effectively? Are you looking for a different way to reach your learners? Adding pulsed learning to your overall learning strategy can provide learners with quick bites of information at a frequent pace to help change behaviors and foster a learning culture. Time Wednesday, Jun 5 8:30AM - 8:50AM Location Learning Lab 1 - Longhorn D Speakers Carrie Garrett CMR Institute The Performance Enabler (the why, what & how of salesforce transformation at Siemens Healthineers) Krishna Chaitanya Kalva, Siemens Healthineers show more Description The vision for Siemens Healthineers is to build the sales force of the future by enabling them with the right skills. The focus is on evolving our approach from product-based sales education to competency based sales education and towards digitalization. To achieve this, we created a One Sales Education Framework by working together with the regions/business areas in identifying the key competencies and offer relevant education to make a greater impact. Time Wednesday, Jun 5 8:30AM - 8:50AM Location Learning Lab 2 - Longhorn D Speakers Krishna Chaitanya Kalva Siemens Healthineers Use the Experience of Pioneers to Assess the Value of AI, AR, and VR in Your Organization Nicole Wang, Penn State University show more Description LTEN, in continued collaboration with the Pennsylvania State University, has extended its work to better understand how different industries have adopted emerging technologies in teaching and training. This session synthesizes the results of interviews with 16 pioneers representing a variety of industries on to harvest their expertise on adopting virtual reality, augmented reality, and artificial intelligence. Attend this session to understand how these rapidly evolving technologies are making their mark in the context of adult learning and learn to use a decision support tool created by the presenter to your organization’s readiness for these potentially powerful learning tools. Time Wednesday, Jun 5 8:30AM - 9:30AM Location Ft. Worth 3-4 Speakers Nicole Wang Penn State University
9:00am ALCON: DELIVERING A PERSONALIZED AND ENGAGING LEARNING EXPERIENCE Richard Hodgins, Intuition Publishing; Alex Long (Alcon) show more Description Life sciences companies, particularly medical device, benefit from offering their customers and their staff training resources. In addition to required clinical training on newly purchased equipment, medical device customers are hungry for education that enables their practices to improve patient outcomes and retain qualified staff. The continual challenge is being able to offer customer training in an engaging yet economical model, since non-promotional training historically has had limited reach due to budget and staffing constraints. Hear how Intuition, working with Alcon developed a global platform to deliver a personalized learning experience to engage and train HCPs in multiple languages. Hear how Alcon was able to leverage existing assets and recorded trainings on a global cloud platform, accessible 24/7 and in a growing number of languages, all managed with a very small staff, with rapid growth in registration month over month since launch. Time Wednesday, Jun 5 9:00AM - 9:20AM Location Learning Lab 3 - Longhorn D Speakers Richard Hodgins Intuition Publishing Alex Long (Alcon) Field Leader to Training Leader: 5 lessons learned to support your new hire Lyn Castille, Intuitive show more Description To share my experience going from field based sales leadership to corporate sales training leadership. Discuss the lessons learned and prepare others for hiring and on boarding new trainers as a training leader. Time Wednesday, Jun 5 9:00AM - 9:20AM Location Learning Lab 2 - Longhorn D Speakers Lyn Castille Intuitive What Is a Hospitalist? Kristin Scott, TGaS Advisors show more Description Institutional sales and brand teams often overlook Hospitalists and could be missing opportunities to increase sales of hospital products. What is a Hospitalist anyway? Time Wednesday, Jun 5 9:00AM - 9:20AM Location Learning Lab 1 - Longhorn D Speakers Kristin Scott TGaS Advisors
9:30am Demystifying Artificial Intelligence for Life Sciences Professionals Kumar Erramilli , ACTO Technologies show more Description Despite its increasing prominence in the industry, artificial intelligence (AI) remains a daunting concept for many. This non-technical session will break the ice between trainers and AI by introducing six key technological applications of AI: big data, machine learning, deep learning, computer vision, blockchain, and chatbots. Participants will walk away familiar with each technology and challenged to envision how they can be applied in training technology to solve everyday commercialization challenges. Time Wednesday, Jun 5 9:30AM - 9:50AM Location Learning Lab 3 - Longhorn D Speakers Kumar Erramilli ACTO Technologies Maximize your training budget with multi-use tools and platforms Emily Ullberg, UMU Inc. show more Description With more emerging technologies on the market, it can be difficult to administer and pay for too many learning tools. This session will showcase platforms that combine multiple functionalities (think mobile learning, AI powered coaching, podcasts and more) into more convenient and cost effective packages. Time Wednesday, Jun 5 9:30AM - 9:50AM Location Learning Lab 1 - Longhorn D Speakers Emily Ullberg UMU Inc. Networking Refreshment Break and Learning Labs show more Description Networking Refreshment Break and Learning Labs Time Wednesday, Jun 5 9:30AM - 10:00AM Location Learning Village Exhibit Hall - Longhorn D Networking Refreshment Break and Learning Labs show more Description Networking Refreshment Break and Learning Labs Time Wednesday, Jun 5 9:30AM - 10:00AM Location Registration - Grapevine Prefunction Space Redesigning field sales managed care training: what is core, common & critical Argenta Lopez Cornejo , Genentech show more Description Gain insights on how Genentech redesigned their managed care training curriculum to the fit the evolving business needs for all their franchises. Time Wednesday, Jun 5 9:30AM - 9:50AM Location Learning Lab 2 - Longhorn D Speakers Argenta Lopez Cornejo Genentech
10:15am General Sessions & Keynotes Greg Adamson; Nicole Malachowski show more Description LTEN Excellence Awards Ceremony Help us honor the life sciences training leaders and innovators. We are rolling out the red carpet at this year’s awards ceremony and announcing the winners on center stage. Keynote Col. Nicole Malachowski (USAF, Ret.) A 21-year veteran of the United States Air Force, Colonel Nicole Malachowski (USAF, Ret.) wanted to fly military jets from the moment she saw them at her first air show when she was five years old. She achieved that goal – and then some. A leader, a combat veteran, the first woman pilot on the Thunderbirds Air Demonstration Squadron, an instructor, a White House Fellow, and an inductee into the Women in Aviation International Pioneer Hall of Fame, Nicole’s Air Force career exceeded her wildest dreams. Col. Malachowki will her experience facing overwhelming challenges and adversity and how she rose above. When Nicole’s distinguished military career was cut short by a neurological tick-borne illness that, at its worst, left her unable to walk safely or speak intelligibly, she overcame those challenges, as well. Time Wednesday, Jun 5 10:15AM - 11:45AM Location General Session - Grapevine C&D Speakers Greg Adamson Nicole Malachowski
12:00pm 5 Tips to Design Truly Effective Microlearning Carla Torgerson, Bull City Blue show more Description Microlearning is really hot right now but that means there is a sea of different definitions and approaches, and few really good examples of microlearning done well. That makes it incredibly difficult for practitioners to glean best practices so they can design and implement microlearning that is really effective. Carla Torgerson, author of The Microlearning Guide to Microlearning, and developer of MILE, the MIcroLEarning Design Model©, will share five recommendations for designing effective microlearning resources in a variety of formats. Come to this session to see real examples of microlearning that are being used by organizations to improve performance. Time Wednesday, Jun 5 12:00PM - 12:20PM Location Learning Lab 1 - Longhorn D Speakers Carla Torgerson Bull City Blue Lunch & Learning Labs in the Learning Village Exhibit Hall show more Description Lunch & Learning Labs in the Learning Village Exhibit Hall Time Wednesday, Jun 5 12:00PM - 1:50PM Location Learning Village Exhibit Hall - Longhorn D Shifting from Sales Training to Performance Development - PIP TBD Brad Ansley, SPIHealth show more Description Attendees will understand why sales organizations need to rethink their approach to performance initiatives. Transforming sales training into performance development requires a fundamental shift in mindset, beginning with a clear understanding of business goals and related sales metrics. Development priorities and investments need to align with goals and provide a path to mastery for high impact competencies. Time Wednesday, Jun 5 12:00PM - 12:20PM Location Learning Lab 3 - Longhorn D Speakers Brad Ansley SPIHealth Stop Guessing What People Need – Use Science & Technology to Up Your Training Game Ted Power, iCoachFirst show more Description Do you know what critical traits and behaviors lead to top performance in measurable terms? Learn how you can objectively uncover this information and use it to create needs-based L&D tools delivered to you people in the field, right in the palm of their hands. In this session we will discuss a simple, yet powerful, way to inform your learning and development strategies and to implement tools to coach, develop, and engage your people through an integrated, mobile development platform. Time Wednesday, Jun 5 12:00PM - 12:20PM Location Learning Lab 2 - Longhorn D Speakers Ted Power iCoachFirst
12:30pm Get R.E.S.U.L.T.S. – 5 Really Effective Solutions to Upgrade your Learning & Training Strategy Carrie Garrett, CMR Institute show more Description In this Learning Lab, you will learn about 5 tools that you can use to add more application into your learning strategy. These easy to implement ideas will move you from desired pull-through results to actual pull-through results. You will walk away with fresh ideas on how to augment your current strategy to be more learner focused and a cheat sheet of when each tool works best. Time Wednesday, Jun 5 12:30PM - 12:50PM Location Learning Lab 1 - Longhorn D Speakers Carrie Garrett CMR Institute Navigating Medical-Regulatory-Legal Review Ann Hill, Alphie Training; Dawn Luna, Amgen Inc show more Description Based on success negotiating approval of hundreds of training pieces with medical-regulatory-legal (med-reg-legal) review committees, Dawn Luna and Ann Hill will share strategies to navigate the med-reg-legal review process (MRL), including (1) recognizing the value of the MRL role; (2) building strong relationships with MRL reviewers; (3) incorporating the MRL perspective at the design stage; (4) communicating effectively with MRL teams; and (5) negotiating compromises that meet the needs of your entire organization—including trainers and learners. You’ll leave this session with tips and solid strategies for navigating MRL review at each stage of the training development process. [NOTE: The Session length below should be 20 minutes for a Learning Lab.] Time Wednesday, Jun 5 12:30PM - 12:50PM Location Learning Lab 3 - Longhorn D Speakers Ann Hill Alphie Training Dawn Luna Amgen Inc Your customers in focus: learning from creating training for HCPs Sandra Vaughn, Metrix show more Description Healthcare professionals face many challenges today from an increased patient load to tightened budgets that put a strain on trained and dedicated workers With an urgency to ensure the retention of highly trained professionals remains a priority while striving to consistently provide quality patient care, more organizations will look to Traning and Development as a solution. Training and development play a critical role in improving health care outcomes, maintaining performance and skills, developing leadership capabilities, increasing retention and keeping employees satisfied. However, when implementing consistent and effective training programs, there are a few common themes that continue to provide a barrier for continued success including: - Standardization and Consistency - Speed to Launch - Measurement of Training Effectiveness In this session, we will look at a few examples that effectively address these challenges and provide innovative solutions for implementing results-focused Healthcare Professional focused training programs. Time Wednesday, Jun 5 12:30PM - 12:50PM Location Learning Lab 2 - Longhorn D Speakers Sandra Vaughn Metrix
1:00pm Bringing Fun and Engagement to Your Training Janet Amesse, American College of Chest Physicians - CHEST show more Description During this interactive presentation from the CHEST Market Growth and Innovation team, the learner will be able to describe how to add fun and engagement to their educational offerings. THE CHEST MGI Team will demonstrate a gamification of using a common medical testing device to engage the learners in the session. Prizes for participation will be given. Come and get your game on . . . and learn how to apply these to your training today! Time Wednesday, Jun 5 1:00PM - 1:20PM Location Learning Lab 1 - Longhorn D Speakers Janet Amesse American College of Chest Physicians - CHEST Expand Learning Impact On-the-Job: L&D’s Role in Delivering Sustainable Learning in the Field Wendy Heckelman, PhD, WLH Learning Solutions show more Description Are you maximizing learning impact by focusing on the other 90%? As learning professionals, we are all familiar with the 70-20-10 Learning Development Model. However, much of our learning resources and a disproportionate investment are focused on the 10% via formal training events. Do you have a plan in place to focus attention and investment on the other 90%? Could doing so increase knowledge transfer and learning impact, limit valuable time out of the field, and expand your L&D resources by placing training responsibility on the Learner and Leader while stretching your learning budget? In this Peer to Peer Learning Lab, learn how a Line Leader partnered with HR/L&D to successfully build team capabilities to address critical business challenges by focusing on the incorporation of on-the-job learning sustainability tools. Hear how these unique resources immediately impacted field success by incorporating real world challenges around business planning, account effectiveness, managed care understanding, teamwork, collaboration, and leadership development. If you are challenged to do more with less due to tight budgets or limited time allowed for live, formal training or to demonstrate to the business return on training investment, your success requires you leverage a variety of tactics that include on-the-job and leader-led learnings. In this session we will explore: 1. Key success factors for cross-functional partnership needed to develop structured, on-the-job applications. 2. How to integrate best practices for complementing development in the classroom with on-the-job applications. 3. Learn how “leader led learning” can drive performance results and have leaders drive sustainability and application. Time Wednesday, Jun 5 1:00PM - 1:20PM Location Learning Lab 3 - Longhorn D Speakers Wendy Heckelman, PhD WLH Learning Solutions leARning via Augmented Reality: When, Why, and How to Use This Cutting Edge Technology in Life Sciences Education Leslie Mason, Sage Therapeutics; Carolyn Kopchains, Red Nucleus; Chuck Karvelas, Sage Therapeutics show more Description In this interactive learning lab, Sage Therapeutics will share their first-hand experience creating 2 different augmented reality (AR) experiences for a product launch workshop: one detailing the mechanism of disease for postpartum depression (PPD), and the other showcasing several patient journeys through PPD. Participants will hear about the development process for these projects (including the technology considerations and requirements for AR and the best applications for the technology), as well as view these 2 examples live. Participants will walk away with both an understanding of when AR may be a good approach at their companies and a high-level understanding of how the technological solution is developed. Time Wednesday, Jun 5 1:00PM - 1:20PM Location Learning Lab 2 - Longhorn D Speakers Leslie Mason Sage Therapeutics Carolyn Kopchains Red Nucleus Chuck Karvelas Sage Therapeutics
1:30pm Even if Half of Your Managers are GREAT COACHES - Do You Know Which Half? Simon Mormen, Atomus; Edward McCarthy, Echelon Performance show more Description Every sales team has great managers. Just look at the rankings. But wouldn’t it be great if you could see what made these top performers so good? You can. Join Atomus - In partnership with Echelon Performance - for an overview of the traits that separate your President’s Club award-winning DMs from the rest. In addition, we’ll show you how to tap into one of your sales team’s most valuable resources - your FCR database - to gain deeper insight, best practices and ideas to help socialize these winning behaviors. Time Wednesday, Jun 5 1:30PM - 1:50PM Location Learning Lab 2 - Longhorn D Speakers Simon Mormen Atomus Edward McCarthy Echelon Performance Keep it Simple: 5 Simple Rules to Explanation Andrea Acosta, simpleshow USA; Paul Meyer, simpleshow USA show more Description In today’s fast-paced world a short simple message is essential but at times difficult to achieve. This discussion shows you exactly how to make your message simplified and understood, which means greater performance for your tasks and projects, a greater impact on your business objections, and ultimately, greater personal success. Time Wednesday, Jun 5 1:30PM - 1:50PM Location Learning Lab 1 - Longhorn D Speakers Andrea Acosta simpleshow USA Paul Meyer simpleshow USA You Can't Do That! Building a Competitive Selling Curriculum Vicki Colman, LEO Pharma show more Description Ever go to your legal, regulatory and medical (LMR) review team with a concept and they thought you were out of your mind? That is exactly what happened at LEO Pharma. Results of a needs assessment with our sales team overwhelmingly told us they wanted, in fact needed, competitive selling. Our LMR team listened, and after much coaxing, agreed to partner with us to build content that was within Regulatory and Pharma Guidelines. The session will outline the process of assessing the need, nurturing the partnership and building a 2-day product knowledge and selling skills curriculum that was delivered at a National Sales Meeting (NSM). The culminating "Putting it all Together" workshop was an Escape Room that included clues about LEO products as well as the major competitors. Attendees will be asked to comment on how they have partnered with their LMR teams to build successful training and overcome their own hurdles. Details of how the workshops, including the Escape Rooms were developed, deployed and received by the field will be shared. Time Wednesday, Jun 5 1:30PM - 1:50PM Location Learning Lab 3 - Longhorn D Speakers Vicki Colman LEO Pharma
2:00pm Bench to Launch. What are the challenges of the diverse training groups in the process? John Clifton; John Constantine, Orchestrall, Inc.; Michael McGrath, Celgene; Lisa Vislocky show more Description TBD Time Wednesday, Jun 5 2:00PM - 3:30PM Location Austin 4 Speakers John Clifton John Constantine Orchestrall, Inc. Michael McGrath Celgene Lisa Vislocky Case Study- How GSK simplified and scaled a tailored learning approach and why employees are loving it! Michael Hillan, DriveTrain Learning; Pete Pisarri, DriveTrain Learning; Dan Weston, GlaxoSmithKline show more Description All GSK needed to do last year was run 2 POA meetings, 1 launch meeting, conduct training on selling skills, account planning, product knowledge, managed markets and negotiation skills. If this wasn’t ambitious enough, leadership threw in the need to get a baseline across these same areas and limited time out of field to 12 days for the year. Oh yeah, budgets are cut by 15% this year, so do it on a shoestring please! In this session, presenters from GSK who grappled with these real-life challenges will relate their journey, emphasizing the approach they used to: • gather laser-focused data and analytics • quickly create tailored, personalized learning plans • enhance the precision of learning assessments • increase engagement of sales and marketing teams • and save a tremendous amount of T&E budget dollars using integrated learning ecosystems that centered real work to achieve real results. Throughout the session, presenters will review facets of the integrated learning ecosystem, and current users of the ecosystem will share the positive impact these technologies have had on multiple stakeholders. By reviewing multiple practical examples, attendees will observe the benefits of tailored learning and how it can be adapted and implemented in their own organizations. Time Wednesday, Jun 5 2:00PM - 3:30PM Location Austin 3 Speakers Michael Hillan DriveTrain Learning Pete Pisarri DriveTrain Learning Dan Weston GlaxoSmithKline Globalizing Learning: A roadmap for success. Susan Hendrich, AstraZeneca Pharmaceuticals, LP; Scott Sauvé, IC Axon, A Division of GP Strategies show more Description A 90-minute interactive workshop with case study that illustrates best practices for designing learning curricula for global roll-out • From the first principles of design for global audiences • Through planning for the most efficient deployment and roll-out across markets • To building a cohesive and powerful Community of Practice to support learner engagement in all markets Time Wednesday, Jun 5 2:00PM - 3:30PM Location Austin 5-6 Speakers Susan Hendrich AstraZeneca Pharmaceuticals, LP Scott Sauvé IC Axon, A Division of GP Strategies How to Create a Coaching & Accountability Culture Jason Zeman, Bausch Health; Mike Tryba, Bausch Health show more Description The perceived Achilles heel of significant organization-wide training initiatives is the staying power of lessons learned on both attendees and key stakeholders. Too often, these well-intentioned change programs are greeted as events, met with initial excitement that fades with the next company pressing priority. In 2017, Bausch Health’s Leadership & Organizational Development team were charged with creating a coaching and accountability culture. They understood that rolling out an important initiative across disparate Business Units presented not just logistical, but cultural issues. A program that challenged current perspective, entrenched opinion, and acknowledged the varied backgrounds of these internal constituents would require an approach that would not just encourage change, but foster a willingness to consider reinvention. This 90-minute seminar doesn’t promise a universal magic formula, but it will offer insight, distill best practices, and share the concepts that contributed to the successful transformation at Bausch Health. Time Wednesday, Jun 5 2:00PM - 3:30PM Location Austin 1-2 Speakers Jason Zeman Bausch Health Mike Tryba Bausch Health Insights from Abbott Laboratories: Using Modern Sales Learning Tools to Maintain a Competitive Edge Travis Hecker, Abbott Laboratories, Chronic Pain Therapy (CPT) division show more Description With increasing competition, complex products and constant regulatory changes, medical device sales trainers must get information out to the field quickly to maintain a competitive edge. Taking too long to digest information before getting it into the hands of sellers means sales lost to the competition. Using modern sales learning tools, sales trainers can quickly and easily create and share bite-sized videos with their sales teams capturing key value messages, Medicare procedures, and competitive insights. This session will explore how Abbott Laboratories used modern and informal learning to achieve sales success in their Chronic Pain Therapy (CPT) division to fix a broken sales training process. During the session, Travis Heckler, senior manager, Global Sales Training, will explore Abbott’s approach to rolling out a new sales training program, from ensuring initial buy-in among sales representatives to developing a network of advocates critical to program success. Specifically, attendees will learn how to: • Involve reps from the start to channel the bottom-up input needed to successfully launch new sales training tools • Develop processes that ensure sales teams can stay fast and nimble in a rapidly changing and complex environment • Effectively coach on complex products to make sales training more effective and enjoyable • Use learning reinforcement and just in time training to ensure sellers have the knowledge needed to add value to every customer conversation Time Wednesday, Jun 5 2:00PM - 3:30PM Location Grapevine 5-6 Speakers Travis Hecker Abbott Laboratories, Chronic Pain Therapy (CPT) division Interactive Technology in a Patient-Centric Environment Brian Rivers, Centrifuge Media, Inc.; Jack McDonald, Centrifuge Media, Inc.; Lisa Lukawski, UCB show more Description Training sessions can be a bore. With so much technical information to convey, it can be tough to cut through the numbers to get to what really matters – your patients. In this session, we’ll talk about how creative technology can enhance your existing training methods, allowing you to develop new approaches that will establish a patient-centric culture. By incorporating Augmented Reality, Holograms, Virtual Reality, and Experiential Environments, you can provide your organization, and each of your employees, hands-on experiences that build a deeper understanding of the patients you serve. Hear first-hand accounts of how these innovations can lead to impactful learning and development for new and existing sales teams. Time Wednesday, Jun 5 2:00PM - 3:30PM Location Ft. Worth 6-7 Speakers Brian Rivers Centrifuge Media, Inc. Jack McDonald Centrifuge Media, Inc. Lisa Lukawski UCB Just In Time Training: Fast Development and Engaging Content with Articulate Rise Crystalle Stripling, Amgen show more Description This is an interactive session that will show participants how to effortlessly create an html5 course that can be hosted on an LMS or sent via email. We'll walk through the program's interface (features/functions), discuss development benefits and limitations, create a course and in-course assessment with the audience's participation, and brainstorm/flipchart potential uses. At the conclusion, participants will receive a Quick Start Guide to create their own course. Time Wednesday, Jun 5 2:00PM - 3:30PM Location Grapevine 2-3 Speakers Crystalle Stripling Amgen Lead the Charge in Market Access Training! Denise Lusnia, Otsuka America Pharmaceutical, Inc.; Maria Zuza, Sanofi; Don Benson, ProFusion LLC show more Description Lead your training colleagues back at the home office into a successful collaboration that produces market access training for your entire department without having to do all the work! To be a successful leader, you naturally need the right tools. Participating in this workshop will result in a documented, company-specific market access training plan you can share with your training colleagues when you return to the office. We will help you connect the needs of external customers (such as hospitals, prescribers, and payers) with the training needs of your various field teams. With the customer’s needs identified, you will then map out how to combine resources (such as time and money) with your colleagues to share the workload of producing a comprehensive library on market access training topics. Time Wednesday, Jun 5 2:00PM - 3:30PM Location Ft. Worth 5 Speakers Denise Lusnia Otsuka America Pharmaceutical, Inc. Maria Zuza Sanofi Don Benson ProFusion LLC No time? No problem! Building a bite-sized performance support platform in 6 months: A pharmaceutical case study Emily Ullberg, UMU Inc.; Christine Hood, Chiesi USA show more Description Once we decided to move toward microlearning, the problem arose of how to implement it. We chose a ready-to-use platform that let us easily combine videos, articles, refresher quizzes, and downloadable assets where our reps can easily access them - their iPads. This is the story of how this department of 1 rolled out over 40 courses and 65 assets in just 6 months. Time Wednesday, Jun 5 2:00PM - 3:30PM Location Ft. Worth 1-2 Speakers Emily Ullberg UMU Inc. Christine Hood Chiesi USA Training & Development +Sourcing - Ways of Working that Enhance the Learning experience Jill Rankin, Boehringer Ingelheim; Angela Cetera, Boehringer Ingelheim show more Description Training & Development +Sourcing - Ways of Working that Enhance the Learning experience Time Wednesday, Jun 5 2:00PM - 3:30PM Location Ft. Worth 3-4 Speakers Jill Rankin Boehringer Ingelheim Angela Cetera Boehringer Ingelheim Using Critical Thinking to Improve Sales Strategies and Drive Performance Karen Foster, Salience Learning; David Fortanbary, UCB show more Description When Sally Kempton, a world-renowned meditation guru said, “It is hard to fight an enemy who has outposts in your head,” she could have been describing an often-invisible and unspoken challenge facing pharmaceutical sales professionals, that of their own thinking. For centuries, philosophers and scientists have warned against biases and other pitfalls related to our thinking processes when assessing information and making decisions. In today’s biopharmaceutical market environment, these pitfalls and biases can dramatically hamper individual and team performance. Thanks to the “information explosion” via the Internet, the ever-changing healthcare marketplace and pharmaceutical companies’ constant state of launch, it’s more important than ever that professionals and teams employ strong critical thinking skills. This will help them to assess information in unbiased ways, and drive better individual and team performance. In this workshop, via experiential exercises, participants will discover and explore their own tendencies for jumping to conclusions based in internal biases. They’ll also explore pitfalls such as inattentional blindness, overestimation of confidence, the curse of knowledge, the power of prior knowledge, and other inherent cognitive biases, fallacies and heuristics. In addition, the perils and pitfalls of group thinking will be experienced and revealed. Throughout the session, participants will brainstorm techniques and behaviours to overcome these pitfalls in their day-to-day individual and matrix sales team responsibilities. Time Wednesday, Jun 5 2:00PM - 3:30PM Location Grapevine 1 Speakers Karen Foster Salience Learning David Fortanbary UCB
4:00pm Creating Global Access to Advanced Health Care Professional Training and Education Richard Hodgins, Intuition Publishing; Alex Long (Alcon) show more Description Life sciences companies, particularly medical device, benefit from offering their customers and their staff training resources. In addition to required clinical training on newly purchased equipment, medical device customers are hungry for education that enables their practices to improve patient outcomes and retain qualified staff. The continual challenge is being able to offer customer training in an economical model, since non-promotional training historically has had limited reach due to budget and staffing constraints. Alcon, a medical device company and the world’s leader in eye care, desired to collect the numerous global training resources being created around the world and offer them back to the globe on a single platform in multiple languages. The site was launched as AlconExperienceAcademy.com. Hear how Alcon was able to leverage existing assets and smaller, recorded training sessions on a global cloud platform, accessible 24/7 and in a growing number of languages, all managed with a very small staff, with growth in registration month over month since launch. Time Wednesday, Jun 5 4:00PM - 5:00PM Location Ft. Worth 6-7 Speakers Richard Hodgins Intuition Publishing Alex Long (Alcon) Creating Simulations that Work: A Case Study Karen Steinhilber, Medtronic; William Garner, Tipping Point Media show more Description The VenaSeal closure system is a unique procedure that uses a proprietary medical adhesive delivered endovenously to close a vein. Medtronic was challenged to ensure its VenaSeal sales representatives were delivering clinically accurate information to health care providers. In response, the organization created a simulation that visually represents the vein-sealing procedure in detail. How do we progress from defining a procedure that can benefit from simulation to creating an engaging and interactive experience? The focus of this workshop is on the process involved in developing a simulation that is instructionally sound and visually rich --one that incorporates a “wow” factor that immediately invites the audience to participate. It will explore the challenges involved in translating paper-based instructions for use into robust, visual learning that accurately represents the procedure and reinforces key elements such as the critical nature of timing and device placement. It will also describe the team that needs to be involved throughout the process to ensure approval from medical, legal, and regulatory review groups. Finally, it will provide an example of the VenaSeal simulation for learners to explore. Time Wednesday, Jun 5 4:00PM - 5:00PM Location Grapevine 5-6 Speakers Karen Steinhilber Medtronic William Garner Tipping Point Media Empowering Field Trainers to Optimize Results: The Nuts and Bolts of a Successful Field Trainer Program Jennifer Bryan, Teva Pharmaceuticals; Chapin Brinegar, Encompass Communications and Learning, Inc. show more Description When successfully deployed, field trainers play a vital role in improving onboarding and development of new hires as well as enhancing coaching and training for existing reps—all while fostering their own professional and leadership skills. Unfortunately, because most field trainer programs lack standardization and a formal curriculum, the field trainer role is often underutilized. In this workshop, we’ll explore how to create a robust curriculum that empowers field trainers, develops their skills, and enables them to best support both their sales team and their learning and development team. We’ll look at the importance of investing in field trainers, the required components of a field trainer program, and strategies for empowering field trainers to optimize results in the field. While doing so, we’ll explore strategies for: • Cultivating leadership without authority • Building trusting relationships • Developing strong interpersonal skills • Becoming an effective extension of the learning and development team • Bolstering the ability to transfer learning to others • Improving time management • Enhancing sales coaching skills Throughout, we’ll emphasize the importance of designing and using an effective playbook to help field trainers align on roles and responsibilities. Drawing upon real world experience, we’ll discuss the components of an effective playbook as well as the lessons we have learned while using a playbook to enhance a field trainer program. Time Wednesday, Jun 5 4:00PM - 5:00PM Location Ft. Worth 1-2 Speakers Jennifer Bryan Teva Pharmaceuticals Chapin Brinegar Encompass Communications and Learning, Inc. Ensuring Engagement in Virtual Training through Innovations in Technology Shaun Urban, Inception Digital; Matt Hayden, Allergan show more Description During this 1-hour presentation, attendees will receive an overview of: • The drivers behind and growing importance of virtual approaches to training • The advantages and limitations of traditional virtual training solutions with an emphasis on remote participant engagement • The newest innovation in virtual training technology, Pando • How the pharmaceutical industry is leveraging Pando for their virtual training needs o Sales rep training o Sales POA meetings (Allergan Case Study) o HCP Speaker Training • ROI and participant experience with Pando since launch Time Wednesday, Jun 5 4:00PM - 5:00PM Location Grapevine 4 Speakers Shaun Urban Inception Digital Matt Hayden Allergan Lean Six Sigma for Healthcare Deb North, Astellas; Peter Robustelli, Juran Global; Michael Kurtz, Astellas show more Description Lean Six Sigma is a world-renowned, team-focused managerial approach that seeks to improve performance by eliminating waste and defects. The use of this problem-solving methodology is prevalent in healthcare, especially in hospitals and health systems. Lean Six Sigma for Healthcare is a brand new program, providing a basic understanding of methodology and terminology, while focusing on how these concepts are utilized in the world of healthcare. At Astellas, we have worked with Juran Global to create a program relevant to account managers, hospital managers and representatives, and other leadership, in order to further their understanding of our customers' environment and provide a framework for common understanding. It is offered to both internal and field-based personnel, with positive feedback on its' application and value. Time Wednesday, Jun 5 4:00PM - 5:00PM Location Austin 1-2 Speakers Deb North Astellas Peter Robustelli Juran Global Michael Kurtz Astellas Legos as a metaphor for building a learning organization? John Constantine, Orchestrall, Inc.; Ted Riley, Pharmacyclics, an AbbVie Company show more Description Starting from the ground up, this biotech company began the journey to learning excellence with the voice of employees. Then came input from company stakeholders. With a strategic plan in hand, PCYC Development Operations began to build their training capability with strategy, learning services, and technologies that fit the needs of the audience. All while focusing on Trial Execution and compliance. Time Wednesday, Jun 5 4:00PM - 5:00PM Location Austin 4 Speakers John Constantine Orchestrall, Inc. Ted Riley Pharmacyclics, an AbbVie Company Sales Simulation 2.0: BMS Simulation Center Revisited Brad Hummel, Bristol-Myers Squibb show more Description Brad Hummel’s core concepts to Sales Simulation were introduced in an article published in the Winter 2017 issue of Focus Magazine, and expanded on during a subsequent LTEN Webinar. At the 2018 LTEN Annual Conference, Brad and a colleague (Jacqueline Freeman) demonstrated how his concepts shaped the development of the Bristol-Myers Squibb Simulation Center. Attendees of that session realized the value of simulation and learned how to incorporate new strategies into existing programs. At LTEN 2019, Brad will provide updates on the BMS Simulation Center and demonstrate how his concepts continue to enhance the Lung Cancer training curriculum. He will also share strategies to help individuals from any organization move toward programs that center on real-world scenarios. Time Wednesday, Jun 5 4:00PM - 5:00PM Location Grapevine 1 Speakers Brad Hummel Bristol-Myers Squibb Scoring, Rubrics & Certification, Oh My! Melissa Lowe, Philips - Healthcare Informatics show more Description Across all healthcare sales sectors, the ask, need & skill to design "certification" rubrics, scorecards & checklists is a high ask from sales leaders. Everyone wants "certification" these days! But where to start, what to do, how to build different "certification" pathways + documents, align key stakeholders and execute the plan can be like wandering aimlessly through The Land of Oz with no Ruby Red Slippers or Glenda The Good Witch to help. This workshop provides a path through The Land of Oz as it digs into clarifying/understanding a sales leaders "certification" goals, how to build a "certification" pathway, crafting rubrics, scorecards & checklists, aligning key stakeholders as well as executing the "certification" plan w/impact metrics. Let's make sense of the scary and leave with an action plan by discussing real-world examples and working through "certification" scenarios. Time Wednesday, Jun 5 4:00PM - 5:00PM Location Ft. Worth 5 Speakers Melissa Lowe Philips - Healthcare Informatics Self Leadership Julia Taylor, Roche Diagnostics Corporation show more Description Many Life Science trainers and educators are familiar with Ken Blanchard’s Situational Leadership. Self Leadership (Ken Blanchard) has been an effective program to unite the individual contributor with their leader. Self Leadership lays the groundwork for the direct report to develop the right Mindset through Activating Points of Power, overcoming Assumed Constraints and Being Proactive—all in concert with having the Skillset to be a Self Leader. This program has been highly successful at Roche, and is currently being introduced to our Marketing and Customer Service Organizations. I believe this would be highly valuable information for the attendees of LTEN, who are often seeking ways to sustain and build on their current development programs. The feedback of the experience at Roche has been, “I now know how to approach my boss,” to “I didn’t realize that I wasn’t leveraging my Points of Power to get my development on track.” I would like to give the attendees a glimpse of some of the components that have been highly-valuable at Roche, in concert with facilitating one of the activities for the total group. I believe this will be energizing and exciting for the attendees at LTEN. Thank you for your consideration. Time Wednesday, Jun 5 4:00PM - 5:00PM Location Austin 3 Speakers Julia Taylor Roche Diagnostics Corporation Sidestepping Failure When Launching a Global Leadership Initiative John Honingford, Jazz Pharmaceuticals; Wendy Twist, Jazz Pharmaceuticals show more Description Jazz just launched and delivered a mandatory global training initiative to 99% of all leaders and managers, which was approved by the CEO and Executive Committee. How did we do it? Time Wednesday, Jun 5 4:00PM - 5:00PM Location Austin 5-6 Speakers John Honingford Jazz Pharmaceuticals Wendy Twist Jazz Pharmaceuticals Simple Learning Solutions Andrea Acosta, simpleshow USA; Nancy Mueller, Janssen; Patty Jurgensen, Janssen; Sean Grant, NXLevel Solutions; Caroline Bennett, NXLevel Solutions show more Description Simplify to Maximize! During this session, you will learn about the power of simplification through learning solutions implemented by Janssen Biotech, simpleshow and NXLevel Solutions. Then, put what you learn into action with a hands-on activity. You’ll walk away with the skills to utilize the 5 Rules of Simple Explanation to improve your everyday communication. Time Wednesday, Jun 5 4:00PM - 5:00PM Location Grapevine A Speakers Andrea Acosta simpleshow USA Nancy Mueller Janssen Patty Jurgensen Janssen Sean Grant NXLevel Solutions Caroline Bennett NXLevel Solutions The 6Ds and Modern Learning Andy Jefferson, The 6Ds Company, Inc.; Steven Just, Intela Learning show more Description Effective training is process driven and evidence based. It is designed as a complete learning experience that emphasizes what happens before and after formal instruction and deploys proven instructional strategies to drive results. This workshop will briefly explore the 6Ds model; a proven methodology for ensuring your learning process is sound. It will examine how tested learning approaches such as micro-learning and deliberate retrieval practice can effectively satisfy a number of key elements of the 6Ds. The goal is to create a system which fosters and supports repeated retrieval and use of new skills and behaviors long enough that they become habituated and create value for your organization. The session will support you to not fall victim to the latest learning fads. Time Wednesday, Jun 5 4:00PM - 5:00PM Location Grapevine 2-3 Speakers Andy Jefferson The 6Ds Company, Inc. Steven Just Intela Learning
Thursday, June 6
7:00am Breakfast and Poster Sessions show more Description Breakfast and Award Poster Sessions Award Poster Session See what award-winning ideas and training programs look like. Meet the LTEN Excellence award finalists and winners as they put their work on display in a Poster Session. Posters will be available during the refreshment break and the duration of the morning. Time Thursday, Jun 6 7:00AM - 7:50AM Location General Session - Grapevine C&D
8:00am Keynote: Seth Mattison Seth Mattison; Carol Wells, Genentech show more Description Thursday’s Keynote: Seth Mattison Founder and Chief Movement Officer of Luminate Labs, Seth advises many of the world’s leading brand and organizations on the key shifts happening around talent management, change and innovation, leadership, and the future of work. His ideas have been featured in such publications as The Wall St. Journal, Forbes, The Huffington Post, and The Globe and Mail and was recently named to the Editors’ Picks for Favorite Speakers of the year by MeetingsNet. Over the past decade Seth has shared his insight with thousands of business leaders around the world and has received accolades from many of the worlds best brands including: MasterCard, Johnson and Johnson, IBM, The Dallas Cowboys, AT&T, PepsiCo, GE Energy, E&Y, Caterpillar, and The Walt Disney Company. Time Thursday, Jun 6 8:00AM - 9:30AM Location General Session - Grapevine C&D Speakers Seth Mattison Carol Wells Genentech
9:30am Networking Refreshments and Speed Coaching show more Description Networking Refreshment and Speed Coaching Speed Coaching - Sign-Up for 15-Minute Personal Career Advice from Senior-Level Training Leaders How It Works: Reserve your spot for the Speed Coaching Experience here and select which morning you’d like to participate. Meetings are personal, confidential and last 15 minutes. The week before the event, we’ll direct you to the Coaching Schedule posted online and we’ll also have the full schedule posted at the event. You’ll also receive a speed coaching guide before the event. At the event, you’ll have a maximum of three 15-minute sessions on Wednesday or maximum of two 15-minute sessions on Thursday, depending on the number of coaches/mentees. Be prepared to give a brief introduction/career overview and come prepared with a current career-related question or scenario for the coaching discussion. Space is limited and assigned on a first-come, first-served basis. RSVP early. When & Where? Wednesday, June 5 from 7:30 – 8:20 AM in the Learning Village Exhibit Hall Thursday, June 6 from 9:30 – 10:05 AM in the Grapevine Ballroom Who Can Participate? This is open to all LTEN conference attendees who are director-level or below. Sign-up here. Still Have Questions? On the RSVP form, there’s area to request more information. Please be sure to use the RSVP form to indicate your interest. Time Thursday, Jun 6 9:30AM - 10:05AM Location General Session - Grapevine C&D
10:10am LTEN Talk: Doug Lindsay show more Description Bet on Hope: Innovation Through the Lens of Hope Doug Lindsay Keynote Speaker and Transformational Thought Leader Time Thursday, Jun 6 10:10AM - 10:40AM Location General Session - Grapevine C&D
10:45am LTEN Talk: Lila Smith show more Description Say Things Better Lila Smith Creator of the ‘Say Things Better’ Method of Intentional Communication Time Thursday, Jun 6 10:45AM - 11:15AM Location General Session - Grapevine C&D
11:20am Closing Remarks David Fortanbary, UCB show more Description LTEN board president David Fortanbary provides closing remarks. Time Thursday, Jun 6 11:20AM - 11:30AM Location General Session - Grapevine C&D Speakers David Fortanbary UCB
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