Focus Supplement 2 - Summer 2017 - 7

DIRECTIONS
Dawn Brehm

Unsung Heroes!
Field Sales
Training
Committee
The new Field Sales
Trainer Committee is
comprised of LTEN
members who serve
as advisors and help
develop resources to
aid field sales training professionals.
Thanks to the following committee members for their help
developing a new
workshop track at
the annual conference, this special
issue of LTEN Focus
on Training magazine
and other upcoming
resources for field
trainers:
■

Seth Borsuk,
Valeant

■

Amity Cutaia,
Astellas

■

Jill Fenton,
Quantum Learning

■

Carlene Harper,
B. Braun Medical

■

Thomas Hood,
Bayer

■

Melissa Lowe,
Spectranetics

■

George Mimms, III,
Genentech

■

Alison Quinn,
Bristol-Myers Squibb
(Committee Chair)

F

ield trainers, regardless of whether the
role is full-time or in addition to the
standard sales role, are an essential
extension of headquarters-based training and
development teams.
Who else is better suited to take the
teachings of the headquarters and adapt the
implementation to meet the needs of the
nationwide variety of field situations? Who else
is closer to the customer to relay the challenges
the field faces back to headquarters L&D to
empower them to design learning situations to
address the field needs? Who is in the trenches
everyday with the field team and field
leadership to ensure pull through and
implementation of headquarters training?
Without a doubt, it is the field-based trainer.
is digital issue of LTEN Focus on Training
is designed to help address the unique needs of
field-based trainers. Carrying the headquarters
messages while operating hundreds if not
thousands of miles away from the source is no
task for the weak.
Field trainers are oen faced with coaching
peers, without the leverage of authority. As a
field trainer, your direction may come from a
quick conference call or a brief train-thetrainer the day before you are asked to deliver
the training. Skills such as leading without
authority, facilitation and influence must be
developed for you to be most impactful in your
role.
In this special digital issue, you'll find many
articles to help you build your skills and excel
in your role as a field-based trainer. e
contributors to this issue are team members
and training experts who have faced your
challenges, and understand the needs of field
personnel. In this issue you'll find articles on
important topics, including in part:

* Striking a balance between your sales and
training roles.
* How training can help support and serve
field trainers.
* e evolving roles of field trainers.
* How training can set up field trainers for
success.
* Best practices for life sciences field sales
training.
LTEN is building resources to support your
efforts, like this special digital issue of LTEN
Focus on Training. LTEN has convened a team
of training leaders to further develop resources
and map out plans to help field-based trainers
develop and be successful. (See committee
members listed in the sidebar). One of the first
deliverables of the team was to build a track at
the LTEN Annual Conferences designed
specifically for field trainers and those who
work directly with them. e plan is to grow
the track so that more field-based trainers
contribute content and can attend the
conference.
LTEN and field-based trainers are a
partnership for success. I encourage you to
participate in the LTEN SocialLink, a unique
member only chat tool, that you can join by
filling out your LTEN profile on L-TEN.org.
Use SocialLink to chat with other field trainers,
pose questions and share resources. Also, join
in on a LTEN webinar. If you can't make the set
time, listen to the archived webinar at your
convenience. Take an eLearning course at a
time that suits your schedule. Importantly,
share feedback on how LTEN can be your
repository of cutting-edge resources.
Good luck on your journey, the
headquarters learning & development team is
counting on your support! ■

Dawn Brehm is executive director of LTEN. Email Dawn at dbrehm@L-TEN.org.

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

7


http://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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