Focus Supplement 2 - Summer 2017 - 38

FEATURESTORY

training departments. ese experts included Carrie Schaal,
head of oncology training at AstraZeneca, and George
Robinson, senior manager of sales learning and
development at Janssen Pharmaceuticals. Here's what we
learned.

What is the Current Field Training
Situation at Your Company?
At Janssen, according to George Robinson, field trainer
responsibilities fall into four buckets:
* General sales learning and development: managing
projects, teaching classes, working with marketing on
projects.
* Providing intel on marketplace dynamics, skills, and
knowledge gaps.
* Working closely with regional business directors to
design and execute training specific to regional needs.
* Coaching and development time in the field working
with new hires and sales reps at all levels.
AstraZeneca takes a diﬀerent approach. According to
Carrie Schaal, AstraZeneca breaks their field trainers into
two groups with diﬀerent duties:
Regional training specialists facilitate regional meetings,
provide feedback to marketing, serve as liaisons to the
training department, perform field ride-alongs, and provide

38

updates to the whole region. e regional training specialist
role is always regional.
Foundation facilitators provide foundation and new hire
training, work in the classroom, and oﬀer clinical and
selling expertise. Foundation facilitators are not always
regional.

How Are People Chosen to Be Field
Trainers?
At both Janssen and AstraZeneca, the field trainer
position is an internal hire. Janssen field trainers are
promoted from the sales force. Candidates must be
participating in the management development program and
must have an aﬃnity for L&D. At AstraZeneca, the sales
leadership team chooses the regional training specialists.
Training and sales management choose foundation
facilitators collaboratively.

How are Field Trainers Trained?
Because field trainers already have product and field
expertise, training focuses on coaching, leadership and
facilitation skills. Janssen assigns new field trainers a mentor
to help them transition to their new role. At AstraZeneca,
both regional training specialists and foundation facilitators
receive the same training in coaching, leadership and
facilitation, but foundation facilitators receive additional

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

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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