LEADERSHIP/MANAGEMENTDEVELOPMENT The Trainer’s Role With all other things being equal, EQ drastically improves individual, leadership and group job performance. Sales reps with a high EQ are more likely to gain access and have meaningful exchanges with targeted prescribers than their peers who may be lacking in that department. The great news is we can absolutely teach it. Start by educating yourself and your leadership on EQ, and be clear on how you will define the concept and which model and instrument makes the most sense for your initiative. You can provide training and coaching workshops so your audience can practice these skills and develop their selfawareness. If you are not quite comfortable teaching EQ, there are EQ companies and training vendors who can help, and some even provide “certification” for you to develop and deliver EQ curriculum. EQ performance measurement can be customized to assess how an activity has changed over time (i.e. – by observing a customer’s reaction to our behavior or assessing how a customer relationship has changed over time). Remember, these are flexible life skills that can be enhanced over time as long as we are willing to put in the effort to improve performance. I ATTENTION SPBT Members! Please make sure your member records are up to date so that you continue to receive SPBT benefits. Go to www.spbt.org/?page=ProfileUpdate to update profile information. READ MORE ON EQ in the online version of Focus coming May 2013 to SPBT.org ANY QUESTIONS? Shawn Andrews leads the Global Medical Affairs training department at Allergan. Email Shawn at andrews_shawn@allergan.com. FOCUS | SPRING 2013 | www.spbt.org Call (603) 292 - 5384 37http://www.spbt.org/?page=ProfileUpdate http://www.SPBT.org http://www.spbt.org