Focus Supplement 2 - Summer 2017 - 28

FEATURESTORY

Amping Up the Role of
Field Sales Trainers
■ By Shaun McMahon

One of the most
important roles in
the training
process - the field

sales trainer - is
sometimes an
afterthought.

P

harmaceutical, biotech and medical
device sales representatives have a tough
job, which is why we invest in
comprehensive sales training programs to
prepare and support them. It's ironic that one of
the most important roles in the training
process - that of field sales trainer - is
sometimes an aerthought in the
sales/marketing hierarchy, with the position
oen taken on by salespeople who must divide
their time and attention between training and
sales. However, whether you have a dedicated
field sales trainer or full-time sales
professionals taking on added field training
responsibilities, there are many ways to make
the most of the position.
First, review your
field sales trainer's
mission and duties. If
you don't have a clearly
defined mission that
includes roles and
responsibilities, work
with sales leadership to
create one. As these
requirements are
developed, make sure
they effectively and
consistently expand
training department
reach in the most
impactful areas. You
could even approach
your sales team to find
out about the points in

their training and daily workload where they
feel the greatest need for support. Involve
current and past field trainers in determining
and managing core responsibilities, especially if
they are juggling multiple roles.
Examples of areas that can be effectively
handled by a field sales trainer include:

Early New-Hire Support
Typically, new sales hires will spend several
weeks at home reviewing materials and signing
paperwork. Many of us remember when this
involved the delivery of a huge box of
information from the home office, but
nowadays, new hires are more likely to be sent
an online link. at said, the content and
immensity of the information they must digest
remains the same. It's at this stage that a field
sales trainer will typically first meet a new hire,
welcome them to the team, and inquire how the
learning process is going.
Have your field sales trainers set up a
regularly scheduled check-in with the new hire
aer the initial welcome call, which will allow
for review of information while it's top of mind.
Regular initial contact also facilitates a more
supportive, open and enduring relationship
between salesperson and field sales trainer. A
strong, collegial dynamic makes the entry
process more enjoyable for the new hire while
also supporting a more successful sales
campaign.
To maximize effectiveness, make sure the
field sales trainer is thoroughly versed in all
materials that new hires must absorb. Providing

Whether you have a dedicated field sales
trainer or full-time sales professionals taking
on added field training responsibilities, there are
many ways to make the most of the position.
28

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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