Focus Magazine - Fall 2016 - 7

UPFRONT Focus FaLL 2016 vol. 26, no. 3 19 Cover story Sustaining and Measuring Leadership Development Programs By Thomas Hood Executing successful leadership development programs requires accurate measurement and sustained behaviors. We share some suggestions. 40 Leadership/ManageMent deveLopMent Nonverbal Leadership 24 Wrapping Up the 45th LTEN Feature artiCLe Annual Conference 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. Feature artiCLe 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 Feature artiCLe By Jeff Kosor and Renee Farmer It's simple: Relationship-building builds sales. You can help ensure success by helping learners understand nonverbal body language. teChnoLogy 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. seLLing skiLLs 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 virtuaL how 49 Compensation, Incentives and Levels By Carrie Schaal and Kathryn Rebilas Field reps are oen compensated based on specialty and markets. It could be that the sales training structure should mirror field sales. 7 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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