Focus Magazine - Fall 2012 - 17
COVERSTORY
Training, Technology & Transformation
study covering areas such as disease state, anatomy, physiology and pharmacology. e training has, o cially, begun. “ ere’s a lot more to that home study than just the product training,” Drummond said. “ ey go through all the typical training that a new sales employee is going to need, but it is all done through the iPad; one comprehensive venue in one location. We also utilize our With the change in eld district trainers, regional the business model training and administrative managers (RTAM) and our came a new need for a district managers (DM) to help onboard them through well-trained sales force this two-week process. Basically that two-week process is to prepare the new hire to come into our face-to-face new hire training class.” e instructor-led session is the second component of new-hire training, providing a deeper dive on the products, as well as instruction on strategy, tactics and legal, medical and compliance issues. “We spend a lot of time going through our selling model and practicing the messaging around the products, handling objections and ensuring that they are con dent both technically as well as selling skills by the end of that eight-day training class,” Drummond said. “We also then provide a bridge component, where we follow up with a nice summary document for the new hire, as well as for their management post the class, to identify what they have done well in the class and what they need to continue to work on. It provides the manager and new hire a framework of consistency to continue their development with the new hire as they come back into the eld.” District managers and the RTAMs are a critical part of the ongoing development of sales professionals, and will be even more so next year, when Depomed rolls out the advanced sales training component. e advanced training, Drummond said, will be a more customized, digitized approach to people development. “It’s going to be very di erent from what our industry has done,” he added. “We’ve seen major downsizing in our industry, and because of that we have an average tenure of about 10 years of pharma experience in our sales force. It did not make sense to do the
FOCUS | FALL 2012 | www.spbt.org
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Focus Magazine - Fall 2012
Table of Contents for the Digital Edition of Focus Magazine - Fall 2012
Focus Magazine - Fall 2012
From the President: Career Development and YOUR Life
Table of Contents
Table of Contents
Guest Editor: Integrating Motivation with Training
What Aristotle Might Tell Today's Trainers
In Memoriam: SPBT Founder Sal Barilla
Depomed: Training, Technology & Transformation
The Changing Profile of the Successful Sales Rep
Next Generation Performance Support
Social Learning: How to Tap Its Potential
Selling Beyond the Clinical Message
Balanced Change: An M.G.R. / L.D.R. Approach
Integrating Compliance to Drive Confidence and Results
Moving High-Stakes Training Out of the Classroom
Virtual How: Compliance Training
Company News
People News
Ad Index
Focus Contacts
5 Questions with Karl Kapp
Focus Magazine - Fall 2012 - Focus Magazine - Fall 2012
Focus Magazine - Fall 2012 - Cover2
Focus Magazine - Fall 2012 - 3
Focus Magazine - Fall 2012 - 4
Focus Magazine - Fall 2012 - From the President: Career Development and YOUR Life
Focus Magazine - Fall 2012 - 6
Focus Magazine - Fall 2012 - Table of Contents
Focus Magazine - Fall 2012 - 8
Focus Magazine - Fall 2012 - Table of Contents
Focus Magazine - Fall 2012 - 10
Focus Magazine - Fall 2012 - Guest Editor: Integrating Motivation with Training
Focus Magazine - Fall 2012 - 12
Focus Magazine - Fall 2012 - What Aristotle Might Tell Today's Trainers
Focus Magazine - Fall 2012 - 14
Focus Magazine - Fall 2012 - In Memoriam: SPBT Founder Sal Barilla
Focus Magazine - Fall 2012 - Depomed: Training, Technology & Transformation
Focus Magazine - Fall 2012 - 17
Focus Magazine - Fall 2012 - 18
Focus Magazine - Fall 2012 - 19
Focus Magazine - Fall 2012 - 20
Focus Magazine - Fall 2012 - 21
Focus Magazine - Fall 2012 - The Changing Profile of the Successful Sales Rep
Focus Magazine - Fall 2012 - 23
Focus Magazine - Fall 2012 - Next Generation Performance Support
Focus Magazine - Fall 2012 - 25
Focus Magazine - Fall 2012 - 26
Focus Magazine - Fall 2012 - Social Learning: How to Tap Its Potential
Focus Magazine - Fall 2012 - 28
Focus Magazine - Fall 2012 - 29
Focus Magazine - Fall 2012 - Selling Beyond the Clinical Message
Focus Magazine - Fall 2012 - 31
Focus Magazine - Fall 2012 - 32
Focus Magazine - Fall 2012 - Balanced Change: An M.G.R. / L.D.R. Approach
Focus Magazine - Fall 2012 - Integrating Compliance to Drive Confidence and Results
Focus Magazine - Fall 2012 - Moving High-Stakes Training Out of the Classroom
Focus Magazine - Fall 2012 - Virtual How: Compliance Training
Focus Magazine - Fall 2012 - 37
Focus Magazine - Fall 2012 - Company News
Focus Magazine - Fall 2012 - People News
Focus Magazine - Fall 2012 - Ad Index
Focus Magazine - Fall 2012 - Focus Contacts
Focus Magazine - Fall 2012 - 5 Questions with Karl Kapp
Focus Magazine - Fall 2012 - 43
Focus Magazine - Fall 2012 - Cover4
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