Focus Supplement 2 - Summer 2017 - 24

FEATURESTORY

* Viewed as a leader among
manager(s) and peers.
* Strong written/verbal
communication skills and
organizational skills.
* Ability to learn technical
information and succinctly transfer
that knowledge to others that have
different personalities, learning
speeds, strengths, and weaknesses.
* Demonstrates L.I.F.E. values
(Leadership.Integrity.Flexibility.
Efficiency.)
e role itself is developmental in
its nature and the curriculum was
designed with this in mind. Early in
the process, leaders of each of the
seven business units were interviewed
to identify the competencies needed
to be a strategic asset to the business
unit.
Based on the vision of the position
illustrated by senior leadership,
development of a strategic and tactical

job description for the field sales
trainer began:
e primary responsibilities for the
field sales trainer is to elevate the
clinical knowledge, sales skills and
business acumen of the field force to
positively impact sales. is will be
accomplished through leadership,
mentoring, and coaching of new hires
and experienced sales consultants.
is person will act as a liaison
between the field force and training
department. ey should exemplify
the Bayer values and be compliant at
all times. is is an additional
responsibility to their territory
obligations and they will need to
maintain full responsibility of sales in
their territory.
Once the responsibilities of the role
were outlined, facilitation, presentation, leadership and coaching work
began on designing curriculum best
suited for the field sales trainers. e

challenge was how to manage so much
potential content within such a short
time frame. Only one week was allotted to facilitate the subject matter.
Emphasis on critical skills during the
live portion of the training was chosen
with other training channels to be employed should any supplemental development be required.
ose skills identified as critical for
immediate field sales training success
were coaching, providing effective
peer feedback and facilitation and
presentation skills. As an
organization, Ken Blanchard's
Situational Leadership II coaching
model and the GROW model for
feedback are used at all levels of
leadership at Bayer. Naturally these
are what were chosen for our field
sales trainers.
For facilitation and presentation
skills approximately two days are
devoted since this is where Bayer field

The primary responsibilities for the
field sales trainer is to elevate the
clinical knowledge, sales skills and
business acumen of the field force to
positively impact sales.

24

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
http://www.nxtbook.com/nxtbooks/LtenFocus/2017winter
http://www.nxtbook.com/nxtbooks/LtenFocus/2017fall
http://www.nxtbook.com/nxtbooks/LtenFocus/2017summer_supp3
http://www.nxtbook.com/nxtbooks/LtenFocus/2017summer_supp
http://www.nxtbook.com/nxtbooks/LtenFocus/2017summer
http://www.nxtbook.com/nxtbooks/LtenFocus/2017spring_supp
http://www.nxtbook.com/nxtbooks/LtenFocus/2017spring
http://www.nxtbook.com/nxtbooks/LtenFocus/2016winter
http://www.nxtbook.com/nxtbooks/LtenFocus/2016fall
http://www.nxtbook.com/nxtbooks/LtenFocus/2016summer_supp2
http://www.nxtbook.com/nxtbooks/LtenFocus/2016summer
http://www.nxtbook.com/nxtbooks/LtenFocus/2016summer_supp
http://www.nxtbook.com/nxtbooks/LtenFocus/2016spring
http://www.nxtbook.com/nxtbooks/LtenFocus/2015winter
http://www.nxtbook.com/nxtbooks/LtenFocus/2015fall
http://www.nxtbook.com/nxtbooks/LtenFocus/2015summer_supp
http://www.nxtbook.com/nxtbooks/LtenFocus/2015summer
http://www.nxtbook.com/nxtbooks/LtenFocus/2015spring
http://www.nxtbook.com/nxtbooks/LtenFocus/2014winter
http://www.nxtbook.com/nxtbooks/LtenFocus/2014fall
http://www.nxtbook.com/nxtbooks/LtenFocus/2014summer
http://www.nxtbook.com/nxtbooks/focus/2014spring
http://www.nxtbook.com/nxtbooks/focus/2014winter
http://www.nxtbook.com/nxtbooks/focus/2013fall
http://www.nxtbook.com/nxtbooks/focus/2013summer
http://www.nxtbook.com/nxtbooks/focus/2013spring
http://www.nxtbook.com/nxtbooks/focus/2013winter
http://www.nxtbook.com/nxtbooks/focus/2012fall
http://www.nxtbook.com/nxtbooks/focus/2012summer
http://www.nxtbook.com/nxtbooks/focus/2012spring
http://www.nxtbook.com/nxtbooks/focus/2012winter
http://www.nxtbook.com/nxtbooks/focus/2011fall
http://www.nxtbook.com/nxtbooks/focus/2011summer
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