Focus Magazine - Fall 2017 - 19

COVERSTORY

With the format changes,
learners weren't the only
ones getting a new experience.
The training department also was
faced with additional challenges.
had to convince senior leadership that
logistical challenges could be
overcome and learning objectives
could be met. is was accomplished,
in part, by explaining how the new
meeting would support adult learning
principles and reinforce marketing
and sales leadership goals.
e team also highlighted the
potential greater impact of dedicated
small-group interactions between
leadership and sales representatives.
Instead of speaking to a large group
for a longer period of time, marketers
would get almost 30 minutes to speak
to groups of 20 reps at a time and
engage them on a personal level.
Another key area addressed was
the medical and legal review process
from the medical affairs and legal
affairs teams. Reviewers understood
how the new format could be
efficiently reviewed. e training
managers addressed these concerns by
recounting the previous experience
from the pilot group and educating
the reviewers about how adult
principles were being incorporated
without adding risk. e trainers
agreed to provide additional training
and support to sales managers as part
of the train-the-trainer experience to
ensure that the meeting was executed
flawlessly.
e trainers formed a core meeting
planning group that met once a week
with the stakeholder groups to share
ideas, communicate progress, and to
set expected meeting outcomes. e
stakeholders gradually warmed to the
idea of a learner-focused meeting and
eventually approved expanding the
concept to include several more sales
groups.

FOCUS | Fall 2017 | www.L-TEN.org

Carole Carter-Cleaver, senior director,
training and development: "Our trainers piloted
this training format for a select group of sales
representatives. They worked with our partners
to create a dynamic learning experience that
was energizing and impactful. Our company
president and VP of sales and marketing
participated in the expo and were amazed by
the level of engagement. They drove us to
duplicate the format for the larger team."
Matt Mann, manager, training and
development: "The process of putting on the
meeting was easier on the learners but harder
on the trainers. These meetings had so many
working parts and new creative ideas. Creating
buy-in was essential to the success of these
meetings."
Joe Kane, manager, training and development:
"The experiential learning focus not only
provided more creative opportunities for us as a
training team but also improved learning
transfer and survey results from our learners.
Traditional training methods tend to put a
trainer's creative ideas in a box. Once you open
up the possibility of untethering and engaging
learners interactively the possibilities are
endless and the learner appreciates it as much
as the trainer does."
Deirdre Miller, senior manager, training and
development: "With strict adherence to the 6Ds
and strong partnerships we were able to
streamline the process, add creative ways of
engaging learners and ensure measurable
results."

A New Experience for
Everyone
With the format changes, learners
weren't the only ones getting a new
experience. e training department,
too, was faced with additional
challenges. As Matt Mann, manager,
training and development, stated, the
process was "easier on the learners but
harder on the trainers."

Otsuka identified the need to work
with a service provider to execute the
meeting from a creative and
development standpoint, and to assist
with the logistics and production. e
decision was made to work with
Aquinas Leadership Group.
Trainers asked themselves "What if
we threw out all the rules?" Working
with all the stakeholders, a decision

19


http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Magazine - Fall 2017

LTEN Focus on Training Magazine
From the President: Reducing Scrap Learning
Table of Contents
Table of Contents
Guest Editor: Training Effectiveness vs. Performance Management
Directions: Fall Behind?
Front of the Room: Lessons from My Painter
Otsuka: Reinventing the National Meeting
Two Steps to Openings that Give Control
Building and Engaging Workforces with R-E-S-P-E-C-T
Change Agility: A Winning Capability at All Levels
Revolutionize Your Coaching Action Plans
Gamification, Game-Based Learning & Rep Engagement
Lateral Thinking
Virtual How: The Evolution of Learning Engagement
Ad Index
Focus Contacts
Focus Magazine - Fall 2017 - Intro
Focus Magazine - Fall 2017 - LTEN Focus on Training Magazine
Focus Magazine - Fall 2017 - Cover2
Focus Magazine - Fall 2017 - 3
Focus Magazine - Fall 2017 - 4
Focus Magazine - Fall 2017 - From the President: Reducing Scrap Learning
Focus Magazine - Fall 2017 - 6
Focus Magazine - Fall 2017 - Table of Contents
Focus Magazine - Fall 2017 - 8
Focus Magazine - Fall 2017 - Table of Contents
Focus Magazine - Fall 2017 - 10
Focus Magazine - Fall 2017 - Guest Editor: Training Effectiveness vs. Performance Management
Focus Magazine - Fall 2017 - 12
Focus Magazine - Fall 2017 - Directions: Fall Behind?
Focus Magazine - Fall 2017 - 14
Focus Magazine - Fall 2017 - Front of the Room: Lessons from My Painter
Focus Magazine - Fall 2017 - 16
Focus Magazine - Fall 2017 - Otsuka: Reinventing the National Meeting
Focus Magazine - Fall 2017 - 18
Focus Magazine - Fall 2017 - 19
Focus Magazine - Fall 2017 - 20
Focus Magazine - Fall 2017 - 21
Focus Magazine - Fall 2017 - Two Steps to Openings that Give Control
Focus Magazine - Fall 2017 - 23
Focus Magazine - Fall 2017 - 24
Focus Magazine - Fall 2017 - 25
Focus Magazine - Fall 2017 - Building and Engaging Workforces with R-E-S-P-E-C-T
Focus Magazine - Fall 2017 - 27
Focus Magazine - Fall 2017 - 28
Focus Magazine - Fall 2017 - 29
Focus Magazine - Fall 2017 - 30
Focus Magazine - Fall 2017 - 31
Focus Magazine - Fall 2017 - Change Agility: A Winning Capability at All Levels
Focus Magazine - Fall 2017 - 33
Focus Magazine - Fall 2017 - 34
Focus Magazine - Fall 2017 - 35
Focus Magazine - Fall 2017 - Revolutionize Your Coaching Action Plans
Focus Magazine - Fall 2017 - 37
Focus Magazine - Fall 2017 - 38
Focus Magazine - Fall 2017 - 39
Focus Magazine - Fall 2017 - Gamification, Game-Based Learning & Rep Engagement
Focus Magazine - Fall 2017 - 41
Focus Magazine - Fall 2017 - 42
Focus Magazine - Fall 2017 - 43
Focus Magazine - Fall 2017 - Lateral Thinking
Focus Magazine - Fall 2017 - 45
Focus Magazine - Fall 2017 - 46
Focus Magazine - Fall 2017 - 47
Focus Magazine - Fall 2017 - 48
Focus Magazine - Fall 2017 - Virtual How: The Evolution of Learning Engagement
Focus Magazine - Fall 2017 - 50
Focus Magazine - Fall 2017 - 51
Focus Magazine - Fall 2017 - Ad Index
Focus Magazine - Fall 2017 - Focus Contacts
Focus Magazine - Fall 2017 - 54
Focus Magazine - Fall 2017 - Cover3
Focus Magazine - Fall 2017 - Cover4
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