Focus Supplement 2 - Summer 2017 - 29

FEATURESTORY

your field trainers with a leader's guide
of discussion topics following the
home study agenda will make it much
easier for them to oﬀer guidance and
support, and ensure consistency of
expectations across all new hires.

Regional Training Class
Facilitation
e next step for most new sales
hires is a lengthy trip to the home
oﬃce to meet leadership and
participate in a national training
session. is is costly for the company,
which must cover travel and hotel
costs for its new salespeople, so it is
important for new hires to get as
much out of the trip as possible.
Adding a new hire regional training
class led by a field sales trainer
utilizing content created by the
national training department will
ensure that all onboarding
information has been absorbed and
understood prior to the national
training session, and will encourage
learners to start connecting the dots of
how this information will be applied
in the field. When new hires arrive at
home oﬃce training, they will be
ready to jump right in, applying their
knowledge to real-world situations. In
cases where there's a long gap between
new hires' onboarding and the next
scheduled home oﬃce training, a
regional session will keep them
motivated and involved.
In addition, participation in a
regional training class may shorten
the time needed for home oﬃce
training, thereby reducing hotel costs
for the company and getting trainees
into the field sooner. Moreover, your
home oﬃce training program can be
refocused to include more challenging
activities-including breakout
sessions among smaller groups-that
build upon concepts introduced by
regional training to better solidify
understanding and spark problemsolving.

Effective selling requires more than product
knowledge. Be certain that your field sales trainers
are well-versed in selling skills and able to coach those skills.
Selling Skill Coaching
Life science sales training is
complicated due to the complexity of
content, which includes scientific data,
product data, prescribing information,
and other challenging material.
However, eﬀective selling requires
more than product knowledge. Be
certain that your field sales trainers
are well-versed in selling skills and
able to coach those skills.

FOCUS | Field Sales Training 2017 | www.L-TEN.org

Sales Leadership, Sales
Training and Marketing
Team Assistance
Your field sales trainers can be very
eﬀective in terms of rolling out new
materials, such as clinical papers,
promotional campaigns, and
competitive product updates. Key
methods include:
* New Information Review Clubs:
Introducing new materials to your
sales force is typically done
virtually, which makes it
challenging to deliver information

29

http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Supplement 2 - Summer 2017

LTEN Focus on Training Magazine
Opening Statement: A Thank You Letter to Field Trainers
Table of Contents
Directions: Unsung Heroes!
Guest Editor: Striking a Balance
Front of the Room: The Privilege of Field Trainers
Perspectives: Building Your Bench
The 46th LTEN Annual Conference: Supporting Field Trainers
Supporting & Cultivating the Field
Rock, Paper, Scissors: Ensuring Success
Bayer's Evolving Development for Field Sales Trainers
Amping Up the Role of Field Sales Trainers
Influence & Impact Others
The Missing Ingredient for Field Skills Trainer Programs
The Evolving Role of the Field Trainer
Ad Index
Focus Contacts
Focus Supplement 2 - Summer 2017 - Intro
Focus Supplement 2 - Summer 2017 - LTEN Focus on Training Magazine
Focus Supplement 2 - Summer 2017 - Cover2
Focus Supplement 2 - Summer 2017 - Opening Statement: A Thank You Letter to Field Trainers
Focus Supplement 2 - Summer 2017 - 4
Focus Supplement 2 - Summer 2017 - Table of Contents
Focus Supplement 2 - Summer 2017 - 6
Focus Supplement 2 - Summer 2017 - Directions: Unsung Heroes!
Focus Supplement 2 - Summer 2017 - 8
Focus Supplement 2 - Summer 2017 - Guest Editor: Striking a Balance
Focus Supplement 2 - Summer 2017 - 10
Focus Supplement 2 - Summer 2017 - Front of the Room: The Privilege of Field Trainers
Focus Supplement 2 - Summer 2017 - 12
Focus Supplement 2 - Summer 2017 - Perspectives: Building Your Bench
Focus Supplement 2 - Summer 2017 - The 46th LTEN Annual Conference: Supporting Field Trainers
Focus Supplement 2 - Summer 2017 - 15
Focus Supplement 2 - Summer 2017 - Supporting & Cultivating the Field
Focus Supplement 2 - Summer 2017 - 17
Focus Supplement 2 - Summer 2017 - Rock, Paper, Scissors: Ensuring Success
Focus Supplement 2 - Summer 2017 - 19
Focus Supplement 2 - Summer 2017 - 20
Focus Supplement 2 - Summer 2017 - 21
Focus Supplement 2 - Summer 2017 - 22
Focus Supplement 2 - Summer 2017 - Bayer's Evolving Development for Field Sales Trainers
Focus Supplement 2 - Summer 2017 - 24
Focus Supplement 2 - Summer 2017 - 25
Focus Supplement 2 - Summer 2017 - 26
Focus Supplement 2 - Summer 2017 - 27
Focus Supplement 2 - Summer 2017 - Amping Up the Role of Field Sales Trainers
Focus Supplement 2 - Summer 2017 - 29
Focus Supplement 2 - Summer 2017 - 30
Focus Supplement 2 - Summer 2017 - 31
Focus Supplement 2 - Summer 2017 - Influence & Impact Others
Focus Supplement 2 - Summer 2017 - 33
Focus Supplement 2 - Summer 2017 - The Missing Ingredient for Field Skills Trainer Programs
Focus Supplement 2 - Summer 2017 - 35
Focus Supplement 2 - Summer 2017 - 36
Focus Supplement 2 - Summer 2017 - The Evolving Role of the Field Trainer
Focus Supplement 2 - Summer 2017 - 38
Focus Supplement 2 - Summer 2017 - 39
Focus Supplement 2 - Summer 2017 - Ad Index
Focus Supplement 2 - Summer 2017 - Focus Contacts
Focus Supplement 2 - Summer 2017 - Cover4
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