Focus Magazine - Spring 2015 - 7
UPFRONT
Focus
SPRING 2015
Vol. 25, No. 1
19
COVER STORY
Jazz Pharmaceuticals:
Orchestrating Internal Partnerships
Photography: Palo Alto/Matt Brown,
Philly/Kelly and Massa Photography
By Tim Sosbe
Working with internal partners and stakeholders is helping Jazz
create a symphony of success. It's all a carefully conducted
orchestration of effort.
32 Networking: Creating Career
MEMBER SOLUTIONS
Connections
From left: Jared Caldwell, sr. manager sales training,
Hematology/Oncology Business Unit; Todd Smith,
manager sales training, Sleep Business Unit; Eric Fink,
head of learning & development and employee
communications; Dennis Herceglic, sr. manager, Pain
Business Unit; Susan Page, U.S. sales training lead.
23 5 Trends in Life Sciences
FEATURE ARTICLE
Learning
By Ann Stott and Rich Mesch
Life sciences organizations everywhere are
rethinking how they manage learning. ese
five trends are helping training meet today's
challenges.
26 The Anatomy of a Sales
FEATURE ARTICLE
Effectiveness Initiative
By Tom Manos
Building sales effectiveness initiatives that
have impact requires understanding,
awareness and alignment. You can build the
perfect beast.
30
Customer
Training
By Dawn Brehm
A professional network can be as valuable as
well-honed skills. LTEN members share their
thoughts on cultivating connections.
LEADERSHIP/MANAGEMENT
DEVELOPMENT
34 Next-Generation Leadership
By Ronda Robinson and Renee Kosor
You've heard it before: People don't leave
jobs, they leave their managers. Rethinking
leadership can lead to new, powerful
corporate landscapes.
36 Emerging Trends & Social Media
TECHNOLOGY
By Shaliya Khan
Several forces are building demand for social
media in life sciences. Today's technologies
are helping overcome obstacles.
SELLING SKILLS
Monitoring:
38 Field-BasedRisk, Maximizing
Mitigating
FEATURE ARTICLE
Success
Reimagining Customer Training
at Roche
By Wendy Heckelman, Ph.D.
Ensuring that field behavior supports and
upholds corporate standards is crucial.
Integrating into everyday coaching helps to
set the right culture.
By Steve Boller
It's simple: e more customers and patients
are trained, the better the sales results. Roche
is designing training with these goals in
mind.
VIRTUAL HOW
41 Gamification 2.0
By Kathryn Rebilas
Gamification creates engagement and
interaction. We take a look at usage,
perspectives, challenges and best practices.
FOCUS | SPRING 2015 | www.L-TEN.org
7
http://www.L-TEN.org
Focus Magazine - Spring 2015
Table of Contents for the Digital Edition of Focus Magazine - Spring 2015
Focus Magazine
From the President: New Year, New Directions
Table of Contents
Table of Contents
Guest Editor: Having a Seat at the Table
Directions: It's Time to Change
Front of the Room: 'Today Kind of (Stinks)'
Neuroscience: A Neuro Checklist
Orchestrating Internal Partnerships at Jazz Pharmaceuticals
Learning in Changing Times: 5 Trends in Life Sciences Learning
The Anatomy of a Sales Effectiveness Initiative
Reimagining Customer Training
Member Solutions: Networking: Creating Career Connections
Next-Generation Leadership
Emerging Trends and Social Media
Field-Based Monitoring: Mitigating Risk, Maximizing Success
Virtual How: Gamification 2.0
Ad Index
Focus Contacts
5 Questions with Ken Blanchard
Focus Magazine - Spring 2015 - Intro
Focus Magazine - Spring 2015 - Focus Magazine
Focus Magazine - Spring 2015 - Cover2
Focus Magazine - Spring 2015 - 3
Focus Magazine - Spring 2015 - 4
Focus Magazine - Spring 2015 - From the President: New Year, New Directions
Focus Magazine - Spring 2015 - 6
Focus Magazine - Spring 2015 - Table of Contents
Focus Magazine - Spring 2015 - 8
Focus Magazine - Spring 2015 - Table of Contents
Focus Magazine - Spring 2015 - 10
Focus Magazine - Spring 2015 - Guest Editor: Having a Seat at the Table
Focus Magazine - Spring 2015 - 12
Focus Magazine - Spring 2015 - Directions: It's Time to Change
Focus Magazine - Spring 2015 - 14
Focus Magazine - Spring 2015 - Front of the Room: 'Today Kind of (Stinks)'
Focus Magazine - Spring 2015 - 16
Focus Magazine - Spring 2015 - Neuroscience: A Neuro Checklist
Focus Magazine - Spring 2015 - 18
Focus Magazine - Spring 2015 - Orchestrating Internal Partnerships at Jazz Pharmaceuticals
Focus Magazine - Spring 2015 - 20
Focus Magazine - Spring 2015 - 21
Focus Magazine - Spring 2015 - 22
Focus Magazine - Spring 2015 - Learning in Changing Times: 5 Trends in Life Sciences Learning
Focus Magazine - Spring 2015 - 24
Focus Magazine - Spring 2015 - 25
Focus Magazine - Spring 2015 - The Anatomy of a Sales Effectiveness Initiative
Focus Magazine - Spring 2015 - 27
Focus Magazine - Spring 2015 - 28
Focus Magazine - Spring 2015 - 29
Focus Magazine - Spring 2015 - Reimagining Customer Training
Focus Magazine - Spring 2015 - 31
Focus Magazine - Spring 2015 - Member Solutions: Networking: Creating Career Connections
Focus Magazine - Spring 2015 - 33
Focus Magazine - Spring 2015 - Next-Generation Leadership
Focus Magazine - Spring 2015 - 35
Focus Magazine - Spring 2015 - Emerging Trends and Social Media
Focus Magazine - Spring 2015 - 37
Focus Magazine - Spring 2015 - Field-Based Monitoring: Mitigating Risk, Maximizing Success
Focus Magazine - Spring 2015 - 39
Focus Magazine - Spring 2015 - 40
Focus Magazine - Spring 2015 - Virtual How: Gamification 2.0
Focus Magazine - Spring 2015 - 42
Focus Magazine - Spring 2015 - 43
Focus Magazine - Spring 2015 - Ad Index
Focus Magazine - Spring 2015 - Focus Contacts
Focus Magazine - Spring 2015 - 5 Questions with Ken Blanchard
Focus Magazine - Spring 2015 - Cover3
Focus Magazine - Spring 2015 - Cover4
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