vol. 26, no. 3
Sustaining and Measuring Leadership
By Thomas Hood
Executing successful leadership development
programs requires accurate measurement and
sustained behaviors. We share some suggestions.
24 Wrapping Up the 45th LTEN
By Tim Sosbe
A record number of LTEN members turned
out for this year's conference. We share some
pictures that capture the flavor of the event.
29 Selling Performance in the
Field Visit Process
By Joy Van Skiver
When it comes to developing talent in
the field, selling is a big part of the sales
manager's job. What they're selling,
though, is performance.
36 Medical Simulation: Is It
By Jeﬀ Kosor and Renee Farmer
It's simple: Relationship-building builds
sales. You can help ensure success by
helping learners understand nonverbal
44 3 Technology Trends to Try
By Darleen DeRosa
Trainers are an innovative bunch,
especially when it comes to technology.
Here are three leadership training trends
to keep on your radar.
46 Sales Training: Increasing the
Likelihood of Success
By Michael Hintz
Sales training itself isn't always the answer.
Sometimes the special sauce that helps
sales teams excel is the follow-up.
Worth the Investment?
By Jason D. Gwilliam
Medical simulations have become a key
training component for many medical
device companies, allowing reps to take
training to the customer.
FOCUS | FALL 2016 | www.L-TEN.org
By Carrie Schaal and Kathryn Rebilas
Field reps are oen compensated based
on specialty and markets. It could be
that the sales training structure should
mirror field sales.
Table of Contents for the Digital Edition of Focus Magazine - Fall 2016