Focus Magazine - Fall 2016 - 53
How to contact
Focus
OFFICIAL MAGAZINE OF LTEN, LIFE SCIENCES
TRAINERS & EDUCATORS NETWORK
* To contribute letters or articles
to Focus, please contact Editor
Tim Sosbe via email at
tsosbe@L-TEN.org
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at our events, please contact
Advertising Director Gregg
Haunroth at (608) 562-6537
or via email at
ghaunroth@L-TEN.org
* For reprints of articles in Focus,
contact Gregg Haunroth at
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Editorial material: Manuscripts and
correspondence should be sent to the
editor, Tim Sosbe, (312) 493-9783,
tsosbe@L-TEN.org.
The opinions expressed by authors
contributing to this magazine do not
necessarily reflect the opinions of LTEN or
the companies with which the authors are
affiliated. LTEN accepts no responsibility for
the opinions expressed by contributors to
the magazine.
Advertisers: Contact Gregg Haunroth
at (608) 562-6537.
Deadline for advertisement orders:
Issue
Ad Orders
Art Due
winter 2016 Sep. 18, 2016 Sept. 25, 2016
Spring 2017 Nov. 23, 2016 Dec. 9, 2016
Summer 2017 Mar. 15, 2017 Mar. 21, 2017
Fall 2017
July 25, 2017 Aug. 1, 2017
Copyright ©2016
Life Sciences Trainers & Educators Network.
All rights reserved, worldwide.
www.L-TEN.org
EDITOR:TIM SOSBE
PUBLISHER: GREGG HAUNROTH
DESIGNER: KIMBERLY HALL
2016 LTEN EDITORIAL ADVISORY BOARD
NICK FIFIELD, Sales Training Manager, ANZ,
JOHN AIKEN, Global Director, Training,
Bioventus
Zimmer Biomet
STEvEN BOLLER, Marketing Director,
KAYLYN FRECKER, Director, Healthcare
Bottom-Line Performance
Learning Solutions, Metrix Group
CHRISTI CLEMENTS, Director, Commercial
ANDREw GUNNING, COO, Education and
Sales Training & Development, Suneva
Training Systems International
Medical
JASON GwILLIAM , Senior Manager
MERRILL COLLIER, Senior Director, Life
Customer Training, Spectranetics
Sciences and Health Care, Bluewater
GAYLE SHAw-HONES, Executive Director,
BRITNEY CONRAD, Executive Director of
Training
& Development, TGaS
Learning Solutions, CMR Institute
GLEN DRUMMOND, Senior Director,
Commercial Learning & Development,
Depomed
JENNIE JOSHI, Deputy Director, Corporate &
Government Customers, Managed Markets,
Training, Bayer HealthCare
GEORGE ERICSSON, CEO & Founder,
G Ericsson & Associates
STEvEN JUST, CEO, Princeton Metrics
KIMBERLY FARRELL , CEO, Unlimited
Performance Training
TIMOTHY KERN, Global Commercial
Operations, North America Training Lead,
Pfizer
ANGELA MEAD, Coordinator, Field Force
Excellence, LEO Pharma
CHRISTINE MIGLIORE, Director, Training and
Medical Education Asia Pacific, Restorative
Therapies Group, Medtronic
REBECCA NICKERSON, Deputy Director,
Oncology, Hematology & Neurology Sales
Training, Bayer HealthCare
MICHELLE NOLIN, Lead Learning Strategist,
Devlinhair Productions
CHRISTOPHER PROvINES, CEO, value
vantage Partners
STEvEN RAUSCHKOLB, Senior Director,
Learning and Development, Quintiles
JOHN TEJEDA, Market Development
Manager, SentreHEART
STEvE wOODRUFF, President, Impactiviti
LTEN TEAM
DAWN BREHM
Executive Director
(336) 449-1216
dbrehm@L-TEN.org
CHRISTINE GAUDET
Director, Events
(215) 357-1077
cgaudet@L-TEN.org
GREGG HAUNROTH
Director, Advertising
(608) 562-6537
ghaunroth@L-TEN.org
NANNETTE NOLAN
Director, Marketing Communications
(424) 266-0745
nnolan@L-TEN.org
TIM SOSBE
Editorial Director
(312) 493-9783
tsosbe@L-TEN.org
MIKI WHITE
Director, Business Services
(540) 725-3859
mwhite@L-TEN.org
LTEN OFFICERS AND DIRECTORS
PRESIDENT: MARY MYERS, Director of Training, Bayer HealthCare
IMMEDIATE PAST PRESIDENT: JOHN SJOvALL, Senior Director, Commercial Capabilities & Training, Collegium Pharmaceutical
VICE PRESIDENTS: GREG ADAMSON, Senior Director, Sales Training, Philips
DAvID FORTANBARY, Director, Performance Training, UCB Pharmaceuticals
TREASURER: RICHARD SAMPSON, Senior Director, Commercial Capabilities, GlaxoSmithKline
SECRETARY: MARK OSBORNE, Executive Director, Head of Field Training & Development, Novartis Pharmaceuticals
DIRECTORS AT LARGE
PATRICK D'AMICO, Director of Commercial Learning and Development, Cardiac and vascular Group, Medtronic
CHRIS GOINS, Executive Director, Sales & Access Learning, Bristol-Myers Squibb
IAN KELLY, President, Red Nucleus
AMY MACCHIETTO, Head of Commercial Learning, Biogen
Focus Magazine is printed in the
U.S.A. on Recycled Papers containing
at least 10% Post-Consumer Fiber.
Additionally, The Pulp Bleaching Process is
Elemental Chlorine Free (ECF) and utilizes Ozone
Bleaching and Oxygen Delignification Processes.
The inks used in the Printing Process contain
both Linseed and Soy Based Oils, Both of which
are Biological vegetable Oils extracted from
Renewable Agricultural Sources.
FOCUS | FALL 2016 | www.L-TEN.org
BILL MAGAGNA, vice President, virtual Education Solutions, Siemens Healthcare Diagnostics
CONNIE MURRAY, Director, Sales Training and Clinical Education, B. Braun Medical
EvELYN NICHOLS, Executive Director & Co-Founder, Informa Training Partners
MICHELLE O'CONNOR, President & CEO, CMR Institute
COREY PADOvANO, Director, Commercial Learning & Development, Gilead Sciences
CHUCK PEARSON, Executive Director, Commercial Operations, Astellas Pharma
CAROL wELLS, Senior Director, Commercial Training & Development, Genentech
53
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http://www.L-TEN.org
Table of Contents for the Digital Edition of Focus Magazine - Fall 2016
Focus Magazine
From the President: Discovering the 'Why'
Table of Contents
Table of Contents
Guest Editor: Going Mobile for Learning
Directions: The Art of Customer Service
Front of the Room: Don't Fear the Cricket
Neuroscience: The Science of Collaboration
Sustaining & Measuring Leadership Development
Wrapping Up the 45th LTEN Annual Conference
Selling Performance in the Field Visit Process
Medical Simulation: Is It Worth the Investment?
Nonverbal Leadership
3 Technology Trends to Try
Sales Training: Increasing the Likelihood of Success
Virtual How: Compensation, Incentives and Levels
Ad Index
Focus Contacts
5 Questions with Michael Bungay Stanier
Focus Magazine - Fall 2016 - Intro
Focus Magazine - Fall 2016 - Focus Magazine
Focus Magazine - Fall 2016 - Cover2
Focus Magazine - Fall 2016 - 3
Focus Magazine - Fall 2016 - 4
Focus Magazine - Fall 2016 - From the President: Discovering the 'Why'
Focus Magazine - Fall 2016 - 6
Focus Magazine - Fall 2016 - Table of Contents
Focus Magazine - Fall 2016 - 8
Focus Magazine - Fall 2016 - Table of Contents
Focus Magazine - Fall 2016 - 10
Focus Magazine - Fall 2016 - Guest Editor: Going Mobile for Learning
Focus Magazine - Fall 2016 - 12
Focus Magazine - Fall 2016 - Directions: The Art of Customer Service
Focus Magazine - Fall 2016 - 14
Focus Magazine - Fall 2016 - Front of the Room: Don't Fear the Cricket
Focus Magazine - Fall 2016 - 16
Focus Magazine - Fall 2016 - Neuroscience: The Science of Collaboration
Focus Magazine - Fall 2016 - 18
Focus Magazine - Fall 2016 - Sustaining & Measuring Leadership Development
Focus Magazine - Fall 2016 - 20
Focus Magazine - Fall 2016 - 21
Focus Magazine - Fall 2016 - 22
Focus Magazine - Fall 2016 - 23
Focus Magazine - Fall 2016 - Wrapping Up the 45th LTEN Annual Conference
Focus Magazine - Fall 2016 - 25
Focus Magazine - Fall 2016 - 26
Focus Magazine - Fall 2016 - 27
Focus Magazine - Fall 2016 - 28
Focus Magazine - Fall 2016 - Selling Performance in the Field Visit Process
Focus Magazine - Fall 2016 - 30
Focus Magazine - Fall 2016 - 31
Focus Magazine - Fall 2016 - 32
Focus Magazine - Fall 2016 - 33
Focus Magazine - Fall 2016 - 34
Focus Magazine - Fall 2016 - 35
Focus Magazine - Fall 2016 - Medical Simulation: Is It Worth the Investment?
Focus Magazine - Fall 2016 - 37
Focus Magazine - Fall 2016 - 38
Focus Magazine - Fall 2016 - 39
Focus Magazine - Fall 2016 - Nonverbal Leadership
Focus Magazine - Fall 2016 - 41
Focus Magazine - Fall 2016 - 42
Focus Magazine - Fall 2016 - 43
Focus Magazine - Fall 2016 - 3 Technology Trends to Try
Focus Magazine - Fall 2016 - 45
Focus Magazine - Fall 2016 - Sales Training: Increasing the Likelihood of Success
Focus Magazine - Fall 2016 - 47
Focus Magazine - Fall 2016 - 48
Focus Magazine - Fall 2016 - Virtual How: Compensation, Incentives and Levels
Focus Magazine - Fall 2016 - 50
Focus Magazine - Fall 2016 - 51
Focus Magazine - Fall 2016 - Ad Index
Focus Magazine - Fall 2016 - Focus Contacts
Focus Magazine - Fall 2016 - 5 Questions with Michael Bungay Stanier
Focus Magazine - Fall 2016 - Cover3
Focus Magazine - Fall 2016 - Cover4
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