Focus Magazine - Fall 2016 - 5

FROM THE PRESIDENT Mary Myers Discovering the 'Why' People want their energies to be focused around common beliefs that matter. A s trainers, we frequently focus on what we need to do in order to achieve goals. at "what" leads to a focus on "how," which leads directly to "who" and "when" considerations. What's not always considered in our busy schedules is perhaps the most important question - the "why" we do what we do. Rejecting the obvious answer - because we've been told to - we need to dig a little deeper into the motivations that power training. e "why" questions are oen the most revealing. ink about it: How do you explain why some teams with the same access, the same capabilities to attract talent and the same media capabilities deliver extraordinary results, while other better-qualified, better-funded and better-connected teams fall short?  e answer is simple:  In the words of Walter Bond, a former NBA player who gave a keynote address at the 45th LTEN Annual conference, it is how they operate. It turns out the world is filled with individuals you have never met or heard of who are rallying followers to make life better in ways never imagined before.  ese are leaders who inspire their teams by creating a sense of purpose or belief tied to measureable results, all wrapped around the "why" question. When measuring performance, you need to capture the hearts of those who you are serving.  People want their energies to be focused around common beliefs that matter.  e "why" is our motivation to excel. Let me share with you a story about Florence Nightingale, a 19th century British nurse who spent her night on rounds, giving personal care to the wounded, establishing her renowned image as the "Lady with the Lamp." She focused on her guiding principle that whatever she did would improve healthcare for everyone.  She led her team of nurses with this focus, which resulted in worldwide healthcare reform. Nightingale and her nurses measured the work they did, supported one another and challenged each other to think differently to find appropriate things to measure and learn from. ey worked in a collaborative manner, seeking a better future state. And they found it. Finding the right metrics and using the right skills to impact change is the leader's responsibility.  Training has the responsibility to tie in the knowledge we provide with the execution excellence mandated by the organization.  It is the common focus - or the "why" - that will define how we operate and what our impact will be.  We work in a metricsaturated environment these days. It's important to connect first with a powerful "why" in order to understand the reasons you are doing what you do. Today that typically means using a patient-centric mindset, which will then guide you on measuring what is important.  If you put the patient in the center of how you coach your teams, you will always deliver on the bottom line.  at's just one "why," but it's a big one. You no doubt have other "why" needs that keep your training performing at peak levels. Understanding these motivators, and the impact they have on the delivery, application and success of training, is worthy of consideration. Sometimes the "why" is as obvious as the "how," but sometimes it's not. at's when new doors open, new solutions appear and new heights of success are reached. ■ Mary Myers is president of LTEN and director of training for Bayer HealthCare. Email Mary at mary.myers@bayer.com. FOCUS | FALL 2016 | www.L-TEN.org 5 http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Magazine - Fall 2016

Focus Magazine
From the President: Discovering the 'Why'
Table of Contents
Table of Contents
Guest Editor: Going Mobile for Learning
Directions: The Art of Customer Service
Front of the Room: Don't Fear the Cricket
Neuroscience: The Science of Collaboration
Sustaining & Measuring Leadership Development
Wrapping Up the 45th LTEN Annual Conference
Selling Performance in the Field Visit Process
Medical Simulation: Is It Worth the Investment?
Nonverbal Leadership
3 Technology Trends to Try
Sales Training: Increasing the Likelihood of Success
Virtual How: Compensation, Incentives and Levels
Ad Index
Focus Contacts
5 Questions with Michael Bungay Stanier
Focus Magazine - Fall 2016 - Intro
Focus Magazine - Fall 2016 - Focus Magazine
Focus Magazine - Fall 2016 - Cover2
Focus Magazine - Fall 2016 - 3
Focus Magazine - Fall 2016 - 4
Focus Magazine - Fall 2016 - From the President: Discovering the 'Why'
Focus Magazine - Fall 2016 - 6
Focus Magazine - Fall 2016 - Table of Contents
Focus Magazine - Fall 2016 - 8
Focus Magazine - Fall 2016 - Table of Contents
Focus Magazine - Fall 2016 - 10
Focus Magazine - Fall 2016 - Guest Editor: Going Mobile for Learning
Focus Magazine - Fall 2016 - 12
Focus Magazine - Fall 2016 - Directions: The Art of Customer Service
Focus Magazine - Fall 2016 - 14
Focus Magazine - Fall 2016 - Front of the Room: Don't Fear the Cricket
Focus Magazine - Fall 2016 - 16
Focus Magazine - Fall 2016 - Neuroscience: The Science of Collaboration
Focus Magazine - Fall 2016 - 18
Focus Magazine - Fall 2016 - Sustaining & Measuring Leadership Development
Focus Magazine - Fall 2016 - 20
Focus Magazine - Fall 2016 - 21
Focus Magazine - Fall 2016 - 22
Focus Magazine - Fall 2016 - 23
Focus Magazine - Fall 2016 - Wrapping Up the 45th LTEN Annual Conference
Focus Magazine - Fall 2016 - 25
Focus Magazine - Fall 2016 - 26
Focus Magazine - Fall 2016 - 27
Focus Magazine - Fall 2016 - 28
Focus Magazine - Fall 2016 - Selling Performance in the Field Visit Process
Focus Magazine - Fall 2016 - 30
Focus Magazine - Fall 2016 - 31
Focus Magazine - Fall 2016 - 32
Focus Magazine - Fall 2016 - 33
Focus Magazine - Fall 2016 - 34
Focus Magazine - Fall 2016 - 35
Focus Magazine - Fall 2016 - Medical Simulation: Is It Worth the Investment?
Focus Magazine - Fall 2016 - 37
Focus Magazine - Fall 2016 - 38
Focus Magazine - Fall 2016 - 39
Focus Magazine - Fall 2016 - Nonverbal Leadership
Focus Magazine - Fall 2016 - 41
Focus Magazine - Fall 2016 - 42
Focus Magazine - Fall 2016 - 43
Focus Magazine - Fall 2016 - 3 Technology Trends to Try
Focus Magazine - Fall 2016 - 45
Focus Magazine - Fall 2016 - Sales Training: Increasing the Likelihood of Success
Focus Magazine - Fall 2016 - 47
Focus Magazine - Fall 2016 - 48
Focus Magazine - Fall 2016 - Virtual How: Compensation, Incentives and Levels
Focus Magazine - Fall 2016 - 50
Focus Magazine - Fall 2016 - 51
Focus Magazine - Fall 2016 - Ad Index
Focus Magazine - Fall 2016 - Focus Contacts
Focus Magazine - Fall 2016 - 5 Questions with Michael Bungay Stanier
Focus Magazine - Fall 2016 - Cover3
Focus Magazine - Fall 2016 - Cover4
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