UPFRONT Focus SPRING 2013 Vol. 23, No. 2 17 COVER STORY Team-Based Training at Boehringer Ingelheim Front Cover Photography: CynthiaBrownStudio.com By Tim Sosbe Life sciences can be complex waters to navigate. At Boehringer Ingelheim, a team-based approach to sales training helps chart the course. PRODUCT TRAINING 34 Practical Approaches for Peak Launch Performance By Deborah Gioffre and Linda Morales Launch periods require peak performance. Training and development plays a key role in ensuring that the lift-off goes smoothly. FEATURE ARTICLE 22 The ABCs of ACOs By Dennis M. Falci and Christine MacAdams Accountable Care Organizations are the new reality of today’s marketplace. Understanding the system leads to sales success. FEATURE ARTICLE 26 Healthcare Business Acumen: Remaining Relevant By David B. Nash, Alexis Skoufalos and Robert Lytle Selling products is no longer enough: Providers are seeking more consultative knowledge. Arm your sales teams with information. 30 Remembering Lessons ELEARNING Long after Class By Duncan Lennox and Joe Pulichino Most learners are challenged by remembering the lessons of learning. “Spaced education” can be training they’ll never forget. FOCUS | SPRING 2013 | www.spbt.org 36 LEADERSHIP/MANAGEMENT DEVELOPMENT EQ and Leadership By Shawn Andrews Different leaders have different leadership styles, but emotional intelligence is at the core of them all. Understanding EQ is essential. SELLING SKILLS 38 Patient-Centric Sales Models By Jeff Kozloff Patient-centric approaches are becoming the norm. Dialogue-based training can help prepare reps to join the conversation. MEDICAL & DIAGNOSTIC 42 Device Education: DEVICES A Global Strategy By William Magagna Today’s medical device sales are often global and mobile. Training needs its own strategy to drive business results. 7http://www.CynthiaBrownStudio.com http://www.spbt.org