Sales Simulation 2.0: BMS Simulation Center Revisited

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.

  • Date:Wednesday, June 5
  • Time:4:00 PM - 5:00 PM
  • Room:Grapevine 1
  • Location:Grapevine 1
  • Session Type:Interactive Discussion
  • Submitter Name: Hummel, Brad
  • Submission Date (CST): 01/01/2019 16:09
  • Session Level: Intermediate
  • Submitter Email:
  • Session Length: 60 Minute Workshop
  • How are you planning on keeping the learners engaged during this presentation?: There will be opportunities for interaction throughout the session, prompted by questions and discussion points from the speaker and/or slide deck.
  • Learning Objective 1: • Articulate the benefits of scenario-based sales training
  • Learning Objective 2: • Leverage best practices from the BMS Real-Play Initiative
  • What is the topic your workshop will cover and how is it relevant to the industry?: Simulation-based training has proven effective in sports, military, and fire/rescue. In Life Sciences training, Sales Simulation is the future.
Brad Hummel
Bristol-Myers Squibb