Focus Magazine - Spring 2015 - (Page 21)

COVERSTORY Pursuit of Excellence Overall, the survey results for both years were strong. And, of course, there's room for growth. "is eﬀort is about the pursuit of excellence and being open to feedback," Page said. "Even though we're performing very well as a function, we're continually finding ways to enhance our delivery and communicate eﬀectively and consistently with the business." For Page and other Jazz leaders, the survey is a chance to ensure that training oﬀers more than reactive support. "I think it's really important to be proactive," Page said. "Sometimes you can only be reactive, but that's another element of what we look at on this survey: our adaptability and our flexibility. We earned really good marks on that." In addition to ensuring training is on track, the survey shows business partners that value is a team eﬀort. "It shows the Jazz frequently participates in fundraising efforts business that we that back causes associated with each of the therapeutic areas supported by the company. care and we're going to make all the improvements-all the minor tweaks-that we need in order to align with the business, to deliver what the business needs, to be a better partner," Page said. "We're not frightened by open honest feedback. In truth, we crave it and encourage it throughout the year," she added. "I want to have a very high-functioning team that's valued. Our goal every day is to help contribute to company growth and ensure that we reach more patients who need therapy." specialists-Lori Evans, Sean Johnson, and Tom Scouten-who each work closely with the Sleep and Hematology/Oncology business units to ensure that front-line professionals are optimizing their skills and resources. Each of the field training specialists conducts 10 to 12 yearly field rides with solid sales performers, oﬀering peer-to-peer coaching to take their skills from good to great. A separate follow-up survey to the regional sales manager aer each field ride helps to ensure that both the professional and the training specialist are having an impact. For Page, it's all about collaboration across the organization, building eﬀective partnerships, and formally measuring results to ensure that everyone's eﬀorts are orchestrated. "My biggest goals in sales training are quality execution and Sean Johnson, field training specialist, leads eﬀective partnership," Page said. a Hematology/Oncology "We don't have to do that survey. new hire training class. We do it because we want to know exactly where we are hitting the mark and what our gaps are so that we can remain valuable as a function." It's a process Page strongly recommends for other life sciences training leaders. "e survey isn't about validation," Page said. "It's an opportunity to really understand how the business views your contributions and where improvements can be made immediately and in the longer term. It's truly all about collaboration and the pursuit of excellence." I Orchestrating Efforts at survey is just one approach used to ensure that Jazz training is a fully functional partner in organizational success. Another approach is to use three field training Mike Vitali, Pain Business Unit sales lead; Jared Caldwell, sr. sales training manager; and Dennis Herceglic, Sr. sales training manager, discuss cross-businessunit opportunities for collaboration. Tim Sosbe is editor of Focus magazine and editorial director for LTEN. Email Tim at tsosbe@L-TEN.org. FOCUS | SPRING 2015 | www.L-TEN.org 21 http://www.L-TEN.org

Focus Magazine - Spring 2015

Table of Contents for the Digital Edition of Focus Magazine - Spring 2015