Focus Magazine - Fall 2016 - 53

How to contact Focus OFFICIAL MAGAZINE OF LTEN, LIFE SCIENCES TRAINERS & EDUCATORS NETWORK * To contribute letters or articles to Focus, please contact Editor Tim Sosbe via email at tsosbe@L-TEN.org * To advertise in Focus or exhibit at our events, please contact Advertising Director Gregg Haunroth at (608) 562-6537 or via email at ghaunroth@L-TEN.org * For reprints of articles in Focus, contact Gregg Haunroth at (608) 562-6537 or via email at ghaunroth@L-TEN.org * LTEN Business Office 4423 Pheasant Ridge Road Suite 100 Roanoke, vA 24014-5274 (540) 725-3859 (Office) (540) 989-7482 (Fax) Editorial material: Manuscripts and correspondence should be sent to the editor, Tim Sosbe, (312) 493-9783, tsosbe@L-TEN.org. The opinions expressed by authors contributing to this magazine do not necessarily reflect the opinions of LTEN or the companies with which the authors are affiliated. LTEN accepts no responsibility for the opinions expressed by contributors to the magazine. Advertisers: Contact Gregg Haunroth at (608) 562-6537. Deadline for advertisement orders: Issue Ad Orders Art Due winter 2016 Sep. 18, 2016 Sept. 25, 2016 Spring 2017 Nov. 23, 2016 Dec. 9, 2016 Summer 2017 Mar. 15, 2017 Mar. 21, 2017 Fall 2017 July 25, 2017 Aug. 1, 2017 Copyright ©2016 Life Sciences Trainers & Educators Network. All rights reserved, worldwide. www.L-TEN.org EDITOR:TIM SOSBE PUBLISHER: GREGG HAUNROTH DESIGNER: KIMBERLY HALL 2016 LTEN EDITORIAL ADVISORY BOARD NICK FIFIELD, Sales Training Manager, ANZ, JOHN AIKEN, Global Director, Training, Bioventus Zimmer Biomet STEvEN BOLLER, Marketing Director, KAYLYN FRECKER, Director, Healthcare Bottom-Line Performance Learning Solutions, Metrix Group CHRISTI CLEMENTS, Director, Commercial ANDREw GUNNING, COO, Education and Sales Training & Development, Suneva Training Systems International Medical JASON GwILLIAM , Senior Manager MERRILL COLLIER, Senior Director, Life Customer Training, Spectranetics Sciences and Health Care, Bluewater GAYLE SHAw-HONES, Executive Director, BRITNEY CONRAD, Executive Director of Training & Development, TGaS Learning Solutions, CMR Institute GLEN DRUMMOND, Senior Director, Commercial Learning & Development, Depomed JENNIE JOSHI, Deputy Director, Corporate & Government Customers, Managed Markets, Training, Bayer HealthCare GEORGE ERICSSON, CEO & Founder, G Ericsson & Associates STEvEN JUST, CEO, Princeton Metrics KIMBERLY FARRELL , CEO, Unlimited Performance Training TIMOTHY KERN, Global Commercial Operations, North America Training Lead, Pfizer ANGELA MEAD, Coordinator, Field Force Excellence, LEO Pharma CHRISTINE MIGLIORE, Director, Training and Medical Education Asia Pacific, Restorative Therapies Group, Medtronic REBECCA NICKERSON, Deputy Director, Oncology, Hematology & Neurology Sales Training, Bayer HealthCare MICHELLE NOLIN, Lead Learning Strategist, Devlinhair Productions CHRISTOPHER PROvINES, CEO, value vantage Partners STEvEN RAUSCHKOLB, Senior Director, Learning and Development, Quintiles JOHN TEJEDA, Market Development Manager, SentreHEART STEvE wOODRUFF, President, Impactiviti LTEN TEAM DAWN BREHM Executive Director (336) 449-1216 dbrehm@L-TEN.org CHRISTINE GAUDET Director, Events (215) 357-1077 cgaudet@L-TEN.org GREGG HAUNROTH Director, Advertising (608) 562-6537 ghaunroth@L-TEN.org NANNETTE NOLAN Director, Marketing Communications (424) 266-0745 nnolan@L-TEN.org TIM SOSBE Editorial Director (312) 493-9783 tsosbe@L-TEN.org MIKI WHITE Director, Business Services (540) 725-3859 mwhite@L-TEN.org LTEN OFFICERS AND DIRECTORS PRESIDENT: MARY MYERS, Director of Training, Bayer HealthCare IMMEDIATE PAST PRESIDENT: JOHN SJOvALL, Senior Director, Commercial Capabilities & Training, Collegium Pharmaceutical VICE PRESIDENTS: GREG ADAMSON, Senior Director, Sales Training, Philips DAvID FORTANBARY, Director, Performance Training, UCB Pharmaceuticals TREASURER: RICHARD SAMPSON, Senior Director, Commercial Capabilities, GlaxoSmithKline SECRETARY: MARK OSBORNE, Executive Director, Head of Field Training & Development, Novartis Pharmaceuticals DIRECTORS AT LARGE PATRICK D'AMICO, Director of Commercial Learning and Development, Cardiac and vascular Group, Medtronic CHRIS GOINS, Executive Director, Sales & Access Learning, Bristol-Myers Squibb IAN KELLY, President, Red Nucleus AMY MACCHIETTO, Head of Commercial Learning, Biogen Focus Magazine is printed in the U.S.A. on Recycled Papers containing at least 10% Post-Consumer Fiber. Additionally, The Pulp Bleaching Process is Elemental Chlorine Free (ECF) and utilizes Ozone Bleaching and Oxygen Delignification Processes. The inks used in the Printing Process contain both Linseed and Soy Based Oils, Both of which are Biological vegetable Oils extracted from Renewable Agricultural Sources. FOCUS | FALL 2016 | www.L-TEN.org BILL MAGAGNA, vice President, virtual Education Solutions, Siemens Healthcare Diagnostics CONNIE MURRAY, Director, Sales Training and Clinical Education, B. Braun Medical EvELYN NICHOLS, Executive Director & Co-Founder, Informa Training Partners MICHELLE O'CONNOR, President & CEO, CMR Institute COREY PADOvANO, Director, Commercial Learning & Development, Gilead Sciences CHUCK PEARSON, Executive Director, Commercial Operations, Astellas Pharma CAROL wELLS, Senior Director, Commercial Training & Development, Genentech 53 http://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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