Focus Supplement - Summer 2015 - (Page 30)
PROVIDER LEARNING CONTENT
Red Nucleus
ayer's Oncology business unit was
facing a double whammy of
restructuring while learning systems
were up for annual review. e work
Red Nucleus did with Bayer has
earned it finalist status in the LTEN
Excellence Awards for Provider
Learning Content.
B
Also, sales leadership identified
that time to field readiness for new
hires would impact business success.
e solution to these challenges was
consolidating module content to align
with product life cycles, reducing
overall content and making content
more customer-focused, while also
engaging learners to gain the
reputation as a valuable coaching and
development tool.
can dramatically shorten the time to
having effective conversations in the
field.
"Red Nucleus assimilated all of this
information and presented us with a
concept for this project that focused
on e-learning technology," said
Rebecca Nickerson, associate director,
oncology sales training for Bayer.
"Red Nucleus gathered feedback along
the development process to ensure
that materials were meeting the needs
we had outlined early in the process."
"Our LMS (learning management
system) team has also asked
permission to showcase one of the elearnings during an upcoming
'DemoFest,' " Nickerson said. "is
highlights the novelty of this training
technology and the new standard that
Oncology sales training has set for
interactive, adult-based learning at
Bayer Healthcare." ■
eir novel approach was to create
an e-book learning system for online
study. Ultimately, a prepared learner
PROVIDER PARTNERSHIP
Advantage Performance Group
ith a need to transform its sales
organization from productfocused to customer- and patient
outcome-focused, LEVI
Pharmaceuticals collaborated with
Advantage Performance Group. e
work has led to Advantage
Performance Group being named a
finalist in the LTEN Excellence
Awards for Provider Partnership.
Together, the companies created
"Learn with LEVI," a sales curriculum
that provided a platform to effectively
develop and deploy skills, drive
confidence and capability, and build a
partnership with doctors and
treatment team members. e
W
30
purpose of the learning initiative was
to focus on customer needs, and
patient outcomes, and to achieve
LEVI's key sales goals.
"A compelling learning continuum
was required to offer programs and
experiences for these seasoned sales
professionals to provide a catalyst for
enhanced performance," said Jessica
Lane, a partner with Advantage
Performance Group. "We worked with
LEVI to achieve this through critical
skill-building and to bring out the best
in LEVI's people, thereby creating a
culture of collaboration and team
discovery."
e solution integrated four
components to help account managers
and district managers achieve greater
sales success: A sales accelerator,
business acumen, manager skills and
building sustainability. e work was
the result of collaboration with the
executive team, marketing, brand
teams, corporate communications,
field sales and sales training.
"e evaluation proved that sales
professionals who applied the
knowledge and skills were able to
differentiate themselves from
competitors by asking high-impact
questions to demonstrate their
understanding of the doctor's issues
and concerns," Lane said. "is led to
conversations that created value and
ongoing access." ■
FOCUS | CONFERENCE AWARDS SUPPLEMENT 2015 | www.L-TEN.org
http://www.L-TEN.org
Table of Contents for the Digital Edition of Focus Supplement - Summer 2015
Focus Magazine
Table of Contents
Introducing the LTEN Excellence Awards
The Winners Revealed
Profiles of Winning Work
Dana Bates, Gilead Sciences
Lisa Lukawski, UCB
Rorie Madigan, Siemens Healthcare Diagnostics
Luis Pinzon, Bayer Healthcare
Medtronic
AbbVie
Axion by ApotheCom
Excellerate
Bottom-Line Performance
Awards Poster Session: Excellence on Display
Profiles of Finalists
Alexion Pharmaceuticals
Genentech
Roche Diagnostics
Educational Resource Systems
e-roleplay
Small World Social
Cognizant Technology Solutions
Impact International
Red Nucleus
Advantage Performance Group
CMR Institute
HealthAnswers Education
Wrapping Up: Thank You Notes
Focus Supplement - Summer 2015
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