Focus Supplement 2 - Summer 2017 - 5

UPFRONT

Digital Focus
Field sales training Issue
summer 2017

Ad Index | 40
FOCUS ContACts | 41
CONTRIBUTING AUTHORS
Laura Baginski

3

A Thank You Letter to Field Trainers

7

Unsung Heroes

9

Striking a Balance

11

The Privilege of Field Trainers

13

Building Your Bench

14

46th LTEN Annual Conference: Supporting
Field Trainers

By David Fortanbary

dawn Brehm
deborah deale
Glen drummond

14

Jill Fenton
david Fortanbary
Amy Glass
Mark Jarvis
Brian Lange
Melissa Lowe
shaun McMahon

18

Joe Penna

By Dawn Brehm

By Alison Quinn

By Brian Lange

By Melissa Lowe

Alison Quinn
Gayle shaw-Hones
tim sosbe

By Tim Sosbe
LTEN Focus on Training is the oļ¬ƒcial
magazine of the Life sciences trainers &
educators network (Lten). the network is
governed by a board of directors, with
management operations handled by an
executive management group.
the magazine is published four times a
year and subscriptions are free to all
members of Lten. nonmember
subscriptions are $100 per annum.
LTEN Focus on Training is designed to
provide members of the Life sciences
trainers & educators network (Lten) with
news and analysis of training, reports on
trends in training, commentary and
opinion, and reports on news and
activities of Lten.

23

16

Supporting & Cultivating the Field

18

Rock, Paper, Scissors: Ensuring Success

23

Bayer's Evolving Development for Field
Trainers

28

32

By Tim Sosbe

By Jill Fenton

By Joe Penna

28

Amping Up the Role of Field Sales Trainers

32

Influence & Impact Others

34

The Missing Ingredient for Field Skills
Trainer Programs

By Shaun McMahon

By Amy Glass and Mark Jarvis

By Glen Drummond

37

The Evolving Role of the Field Trainer
By Gayle Shaw-Hones

34
FOCUS | Field Sales Training 2017 | www.L-TEN.org

5


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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