Focus Supplement 2 - Summer 2017 - 26

FEATURESTORY

The inclusion of the field
sales training asset in
instructor-led training
and virtual instructor-led
continues to increase across all
of the business units.

platform, our sales consultants
manage a distance learning portfolio
consisting of product and disease state
information, Skype interviewing and
coaching, virtual classroom training
commitments and even virtual sales
calls. Understanding, mastering and
delivering on all of these in a palatable
manner are some examples of how
technology has changed the role of the
field sales trainer at Bayer.
In addition to facilitating in
instructor-led training, field sales
trainers must add virtual training
skills to their armamentarium. e
platform presence and technical savvy
needed to be effective in this virtual
training environment is different than
what is needed in a live classroom.
is gap in skills is what has been
articulated by the Bayer training
colleagues.

During the first phase of the
program, field sales trainers are
provided platform skills training as
well as an opportunity to showcase
what was learned by designing and
facilitating a workshop in front of
their peers. is approach was so
successful during the initial phase that
it was replicated during Phase II.
e major developmental theme of
Phase II is transforming the field sales
trainer from 1.0 to 2.0 with the
application of technology training.
e platforms used at Bayer are Skype
for business and Adobe Connect
(primarily Skype because all
employees have access and Adobe is a
cost). e objectives of the workshop
are to enhance the field sales trainer's
effectiveness in training and
communicating virtually through
better understanding the new tools

and how to leverage them for
maximum impact.
While the focus on technology
satisfied the demands expressed by
training partners, during development
it was widely believed the focus in
Phase II was too narrow and needed
added diversity in skills development.
Additional training curriculum
included emotional intelligence and
executive presence. Emotional
Intelligence was chosen for increased
impact in communication while
Executive Presence enhances
credibility when presenting or
facilitating both virtually and to a live
audience. ese additions
supplement the virtual platform skills
and further refine live interactions in
group presentations and one on one.
e Field Sales Leadership
Development Group within Bayer's
training department has now
successfully facilitated Field Sales
Training Phase II programs for the 18
months. e inclusion of the field
sales training asset in instructor-led
and virtual instructor-led training
continues to increase across all of the
business units. e two-phased
approach of the field sales training
program at Bayer delivers assets
equipped with essential competencies
who continue to serve in a critical
support role linking leadership,
training and field sales. Only now they
are better equipped. ■

Joe Penna is associate director, field sales leadership development, at Bayer HealthCare. Email Joe at joseph.penna@bayer.com.

26

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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