Focus Magazine - Fall 2016 - 50

VIRTUALHOW Over half the responding companies (eight of 15) use differing criteria to select sales trainers responsible for training on more complex products and healthcare marketplaces. ese companies state that trainers with more complex products and healthcare marketplaces should have a track record of success in their disease state and marketplace to train on those subject areas. at track record includes the highest depth of knowledge on products and environment, a higher level of organizational skills and greater technical acumen. Over half the responding companies also state that their expectations are different for the trainers of higher complexity products and healthcare marketplaces. For instance, there is an increased expectation that these trainers will bring high-level business skills into their training role, such as consultative selling skills, technical competence and the understanding of how the healthcare landscape is evolving. Although level of experience and marketplace success in a more complex healthcare environment are factored into the selection of sales trainers into these roles, the majority of companies do not compensate, incentivize or level these positions differently than for sales trainers who support less complex products and marketplaces. To date, these companies are not considering a change to the compensation or leveling structure of their sales trainers according to level of complexity of products and marketplace. (Figures 1, 2 and 3) A reason for this occurrence may be that the sales trainer role is traditionally viewed as a short-term, rotational position within the organization rather than a destination position where one seeks a long-term career. Oentimes it is considered a "gateway position" to gain experience 50 FIGURE 4 IS COMPENSATION AND INCENTIVE DIFFERENTIATION BEING CONSIDERED? FIGURE 5 LEVELING OF BRAND TRAINERS BASED ON COMPLEXITY OF ENVIRONMENT that will lead to a more permanent field-based or marketing role. Because of this, the sales trainers may see the compensation and incentives less as a monetary issue and more as an opportunity to gain professional development experience. Of those companies that do differentiate among the complexity of the products and marketplace a trainer supports, Managed Markets/Market Access, AccountBased/KAM, Specialty, and Oncology are the most common functions that provide greater compensation for their trainers. (Figure 4) Four companies offer 5 percent to 20 percent greater salary bases for these trainer roles, while two companies also offer greater bonuses. (Figure 5) To create a case for a change in compensation or leveling structure of their sales trainers according to level of complexity of products and marketplace, training departments should seek to create a retention strategy involving incremental salary/bonus increases, job title promotions and in-role development. Salary bands can allow for movement within role if aligned appropriately to a set of department competencies. Accordingly, job title promotions FOCUS | FALL 2016 | www.L-TEN.org 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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