UPFRONT Focus Winter 2017 Vol. 26, No. 4 17 COVER STORY Building Account Management Capabilities By Laura Baginski and Deborah Deale Rolling out a global sales model led Bristol-Myers Squibb to visualize a more effective process for managing accounts. 40 5 Persuasive Communication FEATURE ARTICLE Lessons By Stephani Scotti ere's a lot on the line when delivering presentations. ese tips can help you step up your game. 22 The 6th Annual Medical Device & MD&D SUMMIT Diagnostics Trainers Summit By Tim Sosbe Medical devices and diagnostics training leaders came together in Baltimore to share, network and learn together. FEATURE ARTICLE 24 Training Your Sales Team to Call on Today's Changing Customers By Michelle O'Connor Panelists at the LTEN Medical Device & Diagnostics Trainers Summit share their thoughts on preparing people for a changing marketplace. FEATURE ARTICLE 28 Training Reinforcement 101 By Steven Boller Life sciences training is too complex and changing for "one and done" learning. Reinforcing training is a worthwhile investment. FEATURE ARTICLE 34 Sales Simulation Programs that 44 LEADERSHIP/MANAGEMENT DEVELOPMENT Do It Yourself In-House Talent Development By Steven Rauschkolb Preparing a pipeline is important for businesses. With some elbow grease and muscle, you can build your own talent pool. TECHNOLOGY 48 Leveraging Simulation-Based Technology in Training By Gayle Shaw-Hones Technology has enabled trainers to simulate - and stimulate - professional performance. Now the learner has evolved too. 52 3 Essential Pillars for Competitive SELLING SKILLS Selling By Jennifer Dolan, MA, and Gina Giambalvo To support a competitive selling mindset in life sciences, it takes three equal pillars: Preparation, Practice and Presence. Drive Performance By Brad Hummel Real-play? Role-play? Mock scenarios? e more meaningful a sales simulation training program is, the better the results. FOCUS | Winter 2017 | www.L-TEN.org 57 Learning Innovation & Best VIRTUAL HOW Practices By Rich Waite, M.Ed. Being aware of common challenges and the latest trends helps learning leaders keep ahead of a constantly-shiing landscape. 7http://www.L-TEN.org