One size does not fit all! Developing customized, flexible and sustainable negotiation skills training

  • Frank Washenitz, Mylan,
  • Dennis Falci, Yukon Training

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.

  • Date:Tuesday, June 4
  • Time:4:00 PM - 5:00 PM
  • Room:Grapevine 1
  • Location:Grapevine 1
  • Session Type:Case Study
  • Submitter Name: Falci, Dennis
  • Submission Date (CST): 08/01/2019 08:02
  • 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 a mix of flip chart and table top exercises, power point, hand outs and lively interactive discussion to ensure engagement.
  • Learning Objective 1: Discover how Mylan worked to identify core skills needs and secured buy in from senior leadership to implement a training curriculum rollout.
  • Learning Objective 2: Discuss the Yukon Training negotiations workshop and how they partnered with Mylan to deliver a unique customized solution to Mylan's training needs.
  • Learning Objective 3: Learn how Mylan implemented a customized Negotiations workshop rollout for their field sales teams.
  • What is the topic your workshop will cover and how is it relevant to the industry?: We will cover securing buy in from leadership to fill a gap for field sales (negotiations) and how to partner and roll out effective training.
Frank Washenitz
Dennis Falci
Yukon Training