Focus Magazine - Summer 2015 - (Page 19)
Sales Trainer Onboarding: A Fresh
Approach at Bristol-Myers Squibb
I By Candice Lenkowsky, Dona Bone, Steve Daniel and John Bye
raining departments are working to have their people
be considered strategic business partners. e
challenge these departments face, however, is that
tighter budgets have led to a reduction of specialized roles.
is means that individuals have to take on a wider range of
responsibilities in order for the organization to be
successful, and as a result, they need to be trained in a wider
variety of skills.
To realize the vision of putting together a world-class
training organization, the Bristol-Myers Squibb Sales &
Access Learning team decided to update its trainer
onboarding process. Because of the overwhelmingly
positive feedback we received regarding the initiative, we
have taken a step back to consider what we did right and
how we made this work where other companies typically
Beginning with Benchmarking
e story began in the third quarter of 2013, when we
performed benchmarking for our entire training
department, including trainer onboarding. At that time,
Bristol-Myers Squibb had what we believed to be a
comprehensive sales trainer onboarding program focused
on nine competencies and designed to span three to four
months. However, through focused interviews with trainers
and training managers, the benchmarking revealed that
when trainers were asked about the program, the responses
"I don't remember the components of the onboarding
program" to "I don't recall being onboarded!"
Perception is reality, and no matter how good we
believed the program to be, clearly something was missing.
e benchmarking led to a lot of hard questions and le
those responsible for trainer onboarding scratching our
heads wondering what went wrong.
Dona Bone, center, project manager, USP Sales & Access Learning for Bristol-Myers Squibb, works
with trainers, from left, Joanne Cesario, Christy McDade, Leslie Boucher and Ryan Nepomuceno.
Bristol-Myers Squibb sales
training mentor Ryan
Nepomuceno reviews material
for the onboarding program.
FOCUS | SUMMER 2015 | www.L-TEN.org
Table of Contents for the Digital Edition of Focus Magazine - Summer 2015
From the President: Learning Delivery: What's Your Blend?
Table of Contents
Table of Contents
Guest Editor: Surviving and Thriving in a Volatile Industry
Directions: Let the Networking Commence!
Front of the Room: Dig Deeper
Neuroscience: Memory Garden
Sales Trainer Onboarding: A Fresh Approach at Bristol-Myers Squibb
Leading Cross-Functional Teams
Change Your Paradigm, Transform Your Network
What's the BIG Idea? 3 Tips to Open Doors
Is There a Kink in Your Leadership IV?
Identity Hubs: Secure, Productive Collaboration
How Much Will the Next 5 Minutes Matter?
Virtual How: How Companies are Centralizing Training Functions
5 Questions with Peter Bregman
Focus Magazine - Summer 2015