Focus Magazine - Spring 2013 - 35
PRODUCTTRAINING
on prior knowledge as the most important learner difference.
Use learning scenarios. Put learners in a situation and expose
them to issues, challenges, and dilemmas. This helps the
learner apply the knowledge and practice skills relevant to
their situation. Incorporate application. Research from The
Ken Blanchard Companies suggests that you should let
learners do 70 percent of the talking and 30 percent of the
listening. Be flexible, timelines usually change!
Toys and Shiny Objects
Leverage the right technology. Identify
the content; then choose the appropriate
technology. Consider these concepts: Make
the interface invisible to the learner. Use
quizzes to assess a learner’s understanding,
but don’t overdo it and don’t have obvious answers. Turn
multiple-choice questions into an activity. Provide
meaningful feedback including the positive and negative
effects of the learner’s choice. Include activities that require
user input (e.g. action plans, job aids, decision trees etc.) to
enhance learning transfer. Don’t use full text, keep it lean but
use full audio. Incorporate video. Use mobile technology
(smart phones) to reinforce, not to teach, the content.
Moving the Finish Line
The real work begins when the launch
meeting event ends. Here is where your
learners turn what they learned into
performance and bottom-line results.
Accountability (think managers) and
support (spaced reinforcement and sustainment initiatives)
are essential post-launch and, according to Rob Brinkerhoff,
can contribute up to 85% transfer of learning to performance.
That is real value in your launch training investment. If you’re
not moving your finish line past your launch event, set a goal
to sit down with your stakeholders and commit to getting the
most out of your launch training dollars with a true learner’s
journey. I
Deborah Gioffre is training manager, advanced breast cancer, at Novartis Pharmaceuticals. Email Deborah at
deborah.gioffre@novartis.com. Linda Morales is president at HealthCare Innovations. Email Linda at lmorales@hcilearning.com.
Introducing
Experience the Power of Selling Beyond the Science
Don’t just take our word for it. See for yourself how this series of e-Learning
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To view a free demo of the e-Learning modules, go to www.s3demo.com.
Building managed markets business acumen for
stronger customer relationships is WHAT WE DO.
FOCUS | SPRING 2013 | www.spbt.org
35
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Focus Magazine - Spring 2013
Table of Contents for the Digital Edition of Focus Magazine - Spring 2013
Focus Magazine
From the President: Got Business Acumen Training?
Table of Contents
Table of Contents
Guest Editor: The Time for Patient-Centric Training
Mastering the Guest Speaker Experience
The Sunshine Act: Partners for Healthy Dialogues
Team-Based Training at Boehringer Ingelheim
The ABCs of ACOs
Healthcare Business Acumen: Remaining Relevant
Remembering Lessons Long after Class
Practical Approaches for Peak Launch Performance
EQ and Leadership
Patient-Centric Sales Models
Virtual How: Social Media Tools
Device Education: A Global Strategy
Member News
Ad Index
Focus Contacts
5 Questions with Maynard Webb
Focus Magazine - Spring 2013 - Focus Magazine
Focus Magazine - Spring 2013 - Cover2
Focus Magazine - Spring 2013 - 3
Focus Magazine - Spring 2013 - 4
Focus Magazine - Spring 2013 - From the President: Got Business Acumen Training?
Focus Magazine - Spring 2013 - 6
Focus Magazine - Spring 2013 - Table of Contents
Focus Magazine - Spring 2013 - 8
Focus Magazine - Spring 2013 - Table of Contents
Focus Magazine - Spring 2013 - 10
Focus Magazine - Spring 2013 - Guest Editor: The Time for Patient-Centric Training
Focus Magazine - Spring 2013 - 12
Focus Magazine - Spring 2013 - Mastering the Guest Speaker Experience
Focus Magazine - Spring 2013 - 14
Focus Magazine - Spring 2013 - The Sunshine Act: Partners for Healthy Dialogues
Focus Magazine - Spring 2013 - 16
Focus Magazine - Spring 2013 - Team-Based Training at Boehringer Ingelheim
Focus Magazine - Spring 2013 - 18
Focus Magazine - Spring 2013 - 19
Focus Magazine - Spring 2013 - 20
Focus Magazine - Spring 2013 - 21
Focus Magazine - Spring 2013 - The ABCs of ACOs
Focus Magazine - Spring 2013 - 23
Focus Magazine - Spring 2013 - 24
Focus Magazine - Spring 2013 - 25
Focus Magazine - Spring 2013 - Healthcare Business Acumen: Remaining Relevant
Focus Magazine - Spring 2013 - 27
Focus Magazine - Spring 2013 - 28
Focus Magazine - Spring 2013 - 29
Focus Magazine - Spring 2013 - Remembering Lessons Long after Class
Focus Magazine - Spring 2013 - 31
Focus Magazine - Spring 2013 - 32
Focus Magazine - Spring 2013 - 33
Focus Magazine - Spring 2013 - Practical Approaches for Peak Launch Performance
Focus Magazine - Spring 2013 - 35
Focus Magazine - Spring 2013 - EQ and Leadership
Focus Magazine - Spring 2013 - 37
Focus Magazine - Spring 2013 - Patient-Centric Sales Models
Focus Magazine - Spring 2013 - 39
Focus Magazine - Spring 2013 - Virtual How: Social Media Tools
Focus Magazine - Spring 2013 - 41
Focus Magazine - Spring 2013 - Device Education: A Global Strategy
Focus Magazine - Spring 2013 - Member News
Focus Magazine - Spring 2013 - Ad Index
Focus Magazine - Spring 2013 - Focus Contacts
Focus Magazine - Spring 2013 - 5 Questions with Maynard Webb
Focus Magazine - Spring 2013 - Cover3
Focus Magazine - Spring 2013 - Cover4
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