Focus Magazine - Summer 2014 - (Page 30)

MEMBERSOLUTIONS Measuring the Impact of Training I By Dawn Brehm A t the end of a long week after directing a training program, a training leader walks away tired, drained and simultaneously energized by the fact that the participants were impacted in a positive manner. Of course we do what we do because we are certain that we are helping others be more effective at their roles and in turn influencing positive customer experiences with our products. But do we really know that the training intervention was effective? This edition of Member Solutions explores measuring the impact of training. training-managed markets and account management of Bayer Training and Education Healthcare specified that the managed Department Stakeholders markets leadership teams are key William Magagna, director educastakeholders who are interested in tion solutions, head of global product program results. education, Shannon Bellafiore, eduTom Frigge, sales training cation consultant, and Tonya Smyth, manager, Bayer commented that he global product education (all of engages stakeholder participants in Siemens Healthcare Diagnostics), programs with pre-work and needs shared that both global customer assessments. management and Dana Barbee, business unit exDo we really know that the director, primary ecutive leadership training intervention was effective? care training, are stakeholders Daiichi Sanko, who take a keen interest in the activinoted that sales and marketing ties and impact of the education team. leadership are primary stakeholders Magagna and his team produce a who review the results of a training monthly report and participate in intervention. In addition, the district monthly meetings to ensure that acmanagers (DMs) of class participants tivities are in alignment with goals for play a role in determining the customers, applications and sales. effectiveness of training. "During each monthly meeting, priorities are reviewed, added or realigned based on sales needs as well as market needs," stated Magagna. Mike Sakimura, deputy director, 30 "Post-training, DMs complete evaluations on the proficiency and effectiveness of job performance in addition they also evaluate if the trainee is knowledgeable on the processes and tools utilized for territory management," Barbee said. John Constantine, executive director, Merck Polytechnic Institute, noted that his stakeholders are all of R&D and the office of the chief medical officer. Evaluating the Trainers Constantine shared that his organization utilizes net promoter scores of courses coupled with manager evaluations to gauge the effectiveness of the training staff. "The training team is educated and continues to develop skills through programs inside of Merck and from outside continuing education sources," Constantine said. "Trainers are rated by trainees, managers and me as the training director," stated Barbee. "Trainers are also evaluated, in part by the performance of trainees during training, effectiveness of the feedback FOCUS | SUMMER 2014 | www.L-TEN.org http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Magazine - Summer 2014

Focus Magazine
From the President: Clarity, Community & Career
Table of Contents
Table of Contents
Guest Editor: Your Network and the Connection Ecomony
Front of the Room: Getting Your Head Right
Neuroscience: Neuroliteracy
Introducing LTEN: The Life Sciences Trainers & Educators Network
Communities of Practice: Learning in Action
Are We Living in a Post-LMS World?
Member Solutions: Measuring the Impact of Training
Selling as a Team Sport
From the Training Room to the Board Room
The Science of Changing Sales Behavior
Personalized Medicine: The Coming Revolution
Virtual How: Trends in Selling Models
Member News
Ad Index
Focus Contacts
5 Questions with Nigel Brooksby

Focus Magazine - Summer 2014