Focus Supplement 2 - Summer 2017 - 3

OPENING STATEMENT
David Fortanbary

A Thank You Letter to Field Trainers
Dear Field Trainers:
I wanted to take this opportunity, through this dedicated edition of LTEN
Focus on Training magazine, to say, ank You. e work that you do is an
incredible part of our learning strategies to drive performance and prepare our
newly-hired, struggling and tenured teammates to bring value to customers and
ultimately to our patients. You are the unsung hero in many organizations. And,
on behalf of all learning, sales, marketing and operations leaders, I say "ank
you!"
Your role as a field trainer - whether full-time, part-time or in addition to
your day job - is the one aspect of learning that can be counted on to bring
substance and value where most field representatives learn: On the job.
I could argue that you, as a field trainer, bring the greatest value to your peers
than any other training interaction they may have. You bring real-world
experiences and practical application of data, messaging and selling skills that
simply cannot be replicated in a home office environment. So, thank you!
At LTEN, we recognize your role and importance to the onboarding and
continuous learning journey of sales teams. is recognition and support for you
as a field trainer is a strategic imperative for LTEN. e LTEN network is
dedicated to helping training and education professionals in the biotech,
pharmaceutical, medical device and diagnostics industries excel at what they do
by providing information, education, insights, partnerships and access to their
peers worldwide. We are committed to providing you with the tools needed to
excel in leadership and learning.
We also have a number of resources and topics that are ideally suited for your
role as a field trainer, including field coaching, giving feedback, mentoring,
leading without authority, annual conference field trainer workshops and many
more. As a thank you, I would like to introduce you to our most popular
microlearning series called the LTEN eLearning Lounge.
ese are some of the most relevant resources you can access as a life sciences
trainer. ere are 14 courses that are offered as individual micro-modules (20
minutes or less) or as a complete bundle. To get you started, LTEN would like to
offer you an opportunity to choose from one of the 14 modules, as our gi and
our thanks for the incredible work that you do.
Go to www.L-TEN.org/eLearning to access the eLearning Lounge portal and
select the module you'd like to have. At checkout, use the promo code
FSTeLearn100. While there, you may view all of our resources designed for you
as a life science field trainer.
Happy learning! ■
David Fortanbary is head of U.S. performance training for UCB and vice president of the LTEN
Board of Directors. Email David at David.Fortanbary@ucb.com.

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

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http://www.L-TEN.org/eLearning 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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