Focus Magazine - Fall 2017 - 20

COVERSTORY

The reinvented meeting
was a success. Brands and
sales forces that had not
initially adopted the idea saw
the results and wanted to be
included in the future.

was made to eliminate some
traditional meeting conventions and
agreed to:
* Host a virtual general session prior
to the start of the live, in-person
meeting. As a result, learners at the
live event went right into learning
sessions focused on application.
* Develop a meeting that was "nonlinear". Participants would attend
different courses or sessions in a
different order meaning that
content needed to be designed so
the order in which it was delivered
did not matter.
* Create highly interactive exhibits
such as:
- An exhibit that included actors
cast as patients to guide
participants through case
studies.
- An exhibit designed as a game
show that presented different
role-playing scenarios.
- An exhibit designed as a
cooking show that included all
the marketing "ingredients" for
a successful sales call.
* Develop interactive workshops that
captured the spirit of the interactive
booths in longer workshop formats.
Learners spent most of the time in

small groups working through exercises while standing and moving.
e revamped meeting format
became a learning experience not only
for the attendees, but for the trainers
as well. e success of the meeting led
Otsuka to expand the concept to the
entire sales force for the Spring 2017
national meeting.

* Small steps become infectious.
Success with the pilot group led to
an increased interest from more
internal teams which led to the
company-wide change. Each step
led to different, important
learnings that could improve the
next experience.

Meeting Execution, A
Building Movement and
Lessons Learned

e reinvented meeting was a
success. Marketing teams and sales
forces that had not initially adopted
the idea saw the results and wanted to
be included in future meetings using
the new format. By September 2016
the challenge was put forth to have a
reinvented meeting for all
participants.
Otsuka had a history of measuring
Level 1 response. e new format led
to record high feedback. More
importantly, marketing teams have
seen an improvement in overall
representative execution, leading to an
increase in message recall which
training credits to the new format.
Overall, the training staff doesn't
foresee a return to the old "national
meeting as usual" format. ■

Some of the key learnings that
came from the events are:
* ere is no such thing as small
logistics. Every element of the
meeting needs to be considered in
the new interactive format. Very
detailed planning is required
around such things as of how the
participants would flow through
the meeting content, and how the
interactive pieces would work
together.
* Medical buy-in is key. Trainers
worked with reviewers from
concept through execution to
ensure that the new format would
meet the needs of compliance
requirements of our medical and
legal colleagues.

Measurable Results

Matthew Yesko is a senior consultant with Aquinas Leadership Group. Email Matthew at myesko@aquinaslg.com.

20

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


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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