UPFRONT Focus FALL 2012 Vol. 22, No. 4 16 COVER STORY By Tim Sosbe In the life science industry, size truly doesn’t matter. Despite its modest size, Depomed has transformed the way it trains sales reps by embracing technology. Depomed: Training, Technology & Transformation PRODUCT TRAINING 30 Selling Beyond the Clinical Message By Steve Shuck Change is a constant in pharmaceutical sales. Reps need to be equipped with the knowledge and resources to keep up in this challenging market. FEATURE ARTICLE 22 The Changing Profile of the Successful Sales Rep LEADERSHIP/MGT 33 Balanced Change:DEVELOPMENT An M.G.R. / L.D.R Approach By Brad Ansley e selling environment has evolved, requiring sales reps to be more knowledgeable about their products as well as the value drivers of their practice. By Steve L. Vergamini Organizational change is one of the hardest managerial challenges. Focusing on six key areas can create balanced change. 24 Next Generation Performance FEATURE ARTICLE SELLING SKILLS 34 Integrating Compliance to Drive Support Confidence and Results By Michelle A. Youngers Having access to the right information at the point of need is critical. Providing on-demand performance support can help. By Liz Levy and Philip McCrea If not done properly, compliance training can build a lack of con dence in reps. Using a positive and fun training approach can be bene cial. 27 Social Learning: How to Tap Its ELEARNING Potential MEDICAL & DIAGNOSTIC DEVICES 35 Moving High-Stakes Training Out of the Classroom By Mike Capaldi and Britney Conrad Learning is a social experience. By embracing informal learning technologies, training becomes a collaborative and continuous process. By Tom Godfrey An e ective learning strategy for pacemaker reps involves a variety of training options. Leveraging technology is one solution. FOCUS | FALL 2012 | www.spbt.org 7http://www.spbt.org