UPFRONT Focus Fall 2011 Vol. 21 No. 4 COVER STORY Pfizer: Managing Manager Development By Tim Sosbe Training managers leads to growth across the board. P zer’s ongoing leadership cycle helps talent advance with the organization. 21 25 FEATURE ARTICLE Rep: The Well-Rounded 4 Ways to Make Soft-Skills Training More Effective By Michelle O’Connor, Brian Smith and David Ilconich So -skills training gives sales reps the skills they need to relate clinical information in an e ective, compliant and ethical way. 35 LEADERSHIP/MGT DEVELOPMENT Leadership Lessons from the Military By Kaliym A. Islam e missions may be much di erent, but the military has a lot to teach organizations about leadership, vision and culture. 29 eLEARNING Mobile Learning: The Power to Perform By Malcolm Poulin Mobile learning is about changing how content is designed while creating new ways to work and ultimately improving performance. 36 SELLING SKILLS Amiable Rep Coaching the By Scott Moldenhauer Amiable reps may be good to chat with, but if the right level of assertiveness isn’t involved, sales su er. at’s a gap you can close. 38 MEDICAL & DIAGNOSTIC Investing in Sales Training 2.0 By Janet Spirer and Richard Ru Training with sales simulations can o er medical device companies a distinct advantage by producing reps ready for a competitive market. 32 Demystifying MSL Training PRODUCT TRAINING By Karin Hawkinson When developing training, it’s important to understand your audience. When preparing training for MSLs, it’s crucial that you use the right language. FOCUS | FALL 2011 | www.spbt.org/resources/focus-magazine.aspx 9http://www.spbt.org/resources/focus-magazine.aspx