Focus Supplement 2 - Summer 2017 - 18

FEATURESTORY

Rock, Paper, Scissors:
Ensuring Success
■ By Jill Fenton

Despite their
talents, many field
trainers don't
achieve the same
success in training
as in the field.

18

A

lthough they are utilized differently
across the industry, field-based sales
trainers (FBTs) tend to have certain
characteristics in common: ey are highpotential, high-performing individuals on a
developmental career path. ey strive for
success, exceed superiors' expectations, and set
an even higher bar for themselves. But despite
their talents, many FBTs don't achieve the same
level of success in their training role as they did
in the field.
According to George Mimms III, senior
training manager, emerging managers and
field-based trainers, at Genentech, "Most field
trainers have dual responsibility (territory
management and FBT duties), therefore strong
"primary" job performance is a must.  At the
same time, performance as an individual
contributor doesn't ensure someone will be a

great field trainer.
As field trainers are
responsible for
training,
mentoring, and
providing
supplemental
leadership within the
team, the exceptional field
trainers I've worked with were
great influencers."
From my experience, an FBT's success is
directly linked to how well we set them up as
successful player-coach influencers.
Why is this?
Most successful sales people aren't
consciously aware of how they do it; it's in their
DNA. eir default behaviors are spot on and
instinctive. Although they exhibit these
behaviors consistently, they do so
unintentionally. is carries over to how FBTs
train their peers: Many use a "show and tell"
approach by teaching their peers to
sell the way they do. e FBT "tells"
the rep what he or she is doing wrong
and then "shows" him or her how
they would do it themselves.
While
transferring
this
knowledge
and then
modeling
what "good"
looks like can
be effective,
research has shown that
most sales execution
gaps are behavioral in
nature. In other words, the
rep has sufficient knowledge and skill

FOCUS | Field Sales Training 2017 | www.L-TEN.org


http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Supplement 2 - Summer 2017

LTEN Focus on Training Magazine
Opening Statement: A Thank You Letter to Field Trainers
Table of Contents
Directions: Unsung Heroes!
Guest Editor: Striking a Balance
Front of the Room: The Privilege of Field Trainers
Perspectives: Building Your Bench
The 46th LTEN Annual Conference: Supporting Field Trainers
Supporting & Cultivating the Field
Rock, Paper, Scissors: Ensuring Success
Bayer's Evolving Development for Field Sales Trainers
Amping Up the Role of Field Sales Trainers
Influence & Impact Others
The Missing Ingredient for Field Skills Trainer Programs
The Evolving Role of the Field Trainer
Ad Index
Focus Contacts
Focus Supplement 2 - Summer 2017 - Intro
Focus Supplement 2 - Summer 2017 - LTEN Focus on Training Magazine
Focus Supplement 2 - Summer 2017 - Cover2
Focus Supplement 2 - Summer 2017 - Opening Statement: A Thank You Letter to Field Trainers
Focus Supplement 2 - Summer 2017 - 4
Focus Supplement 2 - Summer 2017 - Table of Contents
Focus Supplement 2 - Summer 2017 - 6
Focus Supplement 2 - Summer 2017 - Directions: Unsung Heroes!
Focus Supplement 2 - Summer 2017 - 8
Focus Supplement 2 - Summer 2017 - Guest Editor: Striking a Balance
Focus Supplement 2 - Summer 2017 - 10
Focus Supplement 2 - Summer 2017 - Front of the Room: The Privilege of Field Trainers
Focus Supplement 2 - Summer 2017 - 12
Focus Supplement 2 - Summer 2017 - Perspectives: Building Your Bench
Focus Supplement 2 - Summer 2017 - The 46th LTEN Annual Conference: Supporting Field Trainers
Focus Supplement 2 - Summer 2017 - 15
Focus Supplement 2 - Summer 2017 - Supporting & Cultivating the Field
Focus Supplement 2 - Summer 2017 - 17
Focus Supplement 2 - Summer 2017 - Rock, Paper, Scissors: Ensuring Success
Focus Supplement 2 - Summer 2017 - 19
Focus Supplement 2 - Summer 2017 - 20
Focus Supplement 2 - Summer 2017 - 21
Focus Supplement 2 - Summer 2017 - 22
Focus Supplement 2 - Summer 2017 - Bayer's Evolving Development for Field Sales Trainers
Focus Supplement 2 - Summer 2017 - 24
Focus Supplement 2 - Summer 2017 - 25
Focus Supplement 2 - Summer 2017 - 26
Focus Supplement 2 - Summer 2017 - 27
Focus Supplement 2 - Summer 2017 - Amping Up the Role of Field Sales Trainers
Focus Supplement 2 - Summer 2017 - 29
Focus Supplement 2 - Summer 2017 - 30
Focus Supplement 2 - Summer 2017 - 31
Focus Supplement 2 - Summer 2017 - Influence & Impact Others
Focus Supplement 2 - Summer 2017 - 33
Focus Supplement 2 - Summer 2017 - The Missing Ingredient for Field Skills Trainer Programs
Focus Supplement 2 - Summer 2017 - 35
Focus Supplement 2 - Summer 2017 - 36
Focus Supplement 2 - Summer 2017 - The Evolving Role of the Field Trainer
Focus Supplement 2 - Summer 2017 - 38
Focus Supplement 2 - Summer 2017 - 39
Focus Supplement 2 - Summer 2017 - Ad Index
Focus Supplement 2 - Summer 2017 - Focus Contacts
Focus Supplement 2 - Summer 2017 - Cover4
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