Focus Magazine - Spring 2012 - 17
COVERSTORY
Allergan: Training on a Continuum
I By Tim Sosbe he life sciences industry is, to say the least, varied and complex. And just like the products and devices they represent, so are the professionals who sell and service healthcare clients. From that basic starting point, pharma and life sciences companies must devise training that meets the varied needs of their reps and the even more varied needs of their clients, all while serving the organization and shareholders. No one ever said this was going to be easy. As a global, multi-specialty healthcare company, Allergan is used to complexity, and has designed an ongoing training plan that helps professionals of all types excel and advance. “ ere’s a commitment to ongoing training throughout their careers, it’s not just product and selling skills their rst year and done,” said Marty Babbington, director for U.S. sales training and communications at Allergan Medical. “It’s a program that will continue to keep them challenged and motivated throughout their careers.”
T
The Sales Rep Spectrum
at’s more than a cookie-cutter training mission: At Allergan, it all starts with an understanding of the representative and his/her individual needs and sales professionals. ose needs, of course, vary depending on the type of product being sold and serviced. On the more traditional side is the pharmaceutical rep, a professional required to be an expert at a particular set of medications and the disease states the product addresses. Simply put, Babbington said, they have to understand the disease and the medication, but they don’t need to be there when a doctor is writing a prescription or a patient is taking a pill. However, Allergan’s device sales professionals are expected to carry more clinical knowledge, in addition to understanding the disease state their device addresses. O en the device sales reps are expected to be present in a variety of settings, including the operating room. In short,
Part of training along a continuum means
understanding that the needs of learners continually slide upward.
FOCUS | SPRING 2012 | www.spbt.org
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Focus Magazine - Spring 2012
Table of Contents for the Digital Edition of Focus Magazine - Spring 2012
From the President: Why Build Bridges Through Networking?
Table of Contents
Table of Contents
Guest Editor: Onboarding New Trainers
Wrapping Up the Day
Allergan: Training on a Continuum
Building a Career Advancement Program
8 Steps to Effective Communication Skills
Driving Learner Engagement through Dynamic Technology Experiences
Identifying and Sharing Information on Clinical Product Differences
Business Acumen and the New Sales Leader
New Skills for a New World Order
Tailoring Sales Training to Medical Device Representatives
Virtual How
Company News
People News
Ad Index
Focus Contacts
5 Questions with…Erika Andersen
Focus Magazine - Spring 2012 - Cover1
Focus Magazine - Spring 2012 - Cover2
Focus Magazine - Spring 2012 - 3
Focus Magazine - Spring 2012 - 4
Focus Magazine - Spring 2012 - 5
Focus Magazine - Spring 2012 - 6
Focus Magazine - Spring 2012 - From the President: Why Build Bridges Through Networking?
Focus Magazine - Spring 2012 - 8
Focus Magazine - Spring 2012 - Table of Contents
Focus Magazine - Spring 2012 - 10
Focus Magazine - Spring 2012 - Table of Contents
Focus Magazine - Spring 2012 - 12
Focus Magazine - Spring 2012 - Guest Editor: Onboarding New Trainers
Focus Magazine - Spring 2012 - 14
Focus Magazine - Spring 2012 - Wrapping Up the Day
Focus Magazine - Spring 2012 - 16
Focus Magazine - Spring 2012 - Allergan: Training on a Continuum
Focus Magazine - Spring 2012 - 18
Focus Magazine - Spring 2012 - 19
Focus Magazine - Spring 2012 - Building a Career Advancement Program
Focus Magazine - Spring 2012 - 21
Focus Magazine - Spring 2012 - 22
Focus Magazine - Spring 2012 - 8 Steps to Effective Communication Skills
Focus Magazine - Spring 2012 - 24
Focus Magazine - Spring 2012 - 25
Focus Magazine - Spring 2012 - Driving Learner Engagement through Dynamic Technology Experiences
Focus Magazine - Spring 2012 - 27
Focus Magazine - Spring 2012 - 28
Focus Magazine - Spring 2012 - Identifying and Sharing Information on Clinical Product Differences
Focus Magazine - Spring 2012 - 30
Focus Magazine - Spring 2012 - 31
Focus Magazine - Spring 2012 - Business Acumen and the New Sales Leader
Focus Magazine - Spring 2012 - 33
Focus Magazine - Spring 2012 - New Skills for a New World Order
Focus Magazine - Spring 2012 - 35
Focus Magazine - Spring 2012 - Tailoring Sales Training to Medical Device Representatives
Focus Magazine - Spring 2012 - Virtual How
Focus Magazine - Spring 2012 - Company News
Focus Magazine - Spring 2012 - People News
Focus Magazine - Spring 2012 - Ad Index
Focus Magazine - Spring 2012 - Focus Contacts
Focus Magazine - Spring 2012 - 5 Questions with…Erika Andersen
Focus Magazine - Spring 2012 - Cover3
Focus Magazine - Spring 2012 - Cover4
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