UPFRONT Focus WINTER 2013 Vol. 23, No. 1 15 COVER STORY Measuring Sales Training Effectiveness: What Companies Can Learn From Clinical Trials Front Cover Photography: sherrieblondin-photography.com By Merrill Collier Should we measure ROI or sales performance? Utilizing clinical trials to measure sales performance offers a new way to look at sales training results. PRODUCT TRAINING 28 Understanding the Value Proposition By Bryan Horveath Every day, reps are required to convey the value of a product. Does your training concentrate on what today’s customers demand? 18 Sales Training in the BRICs: FEATURE ARTICLE 7 Rules for Success By Vincent F. Peters The world’s economy is changing at a rapid pace. Sales training in global emerging markets has become a high priority. 22 Corporate Athlete: Increasing FEATURE ARTICLE Employee Engagement By Jim Trunick A new mindset has emerged in the corporate world. The goal is to have full engagement in the workplace, as well as at home. 24 Mobile Performance ELEARNING Acceleration By Carl Wooten Mobile technology is accelerating rapidly in the pharmaceutical sector. Having a robust set of tools has become imperative. FOCUS | WINTER 2013 | www.spbt.org LEADERSHIP/MGT DEVELOPMENT 31 Manager Involvement in Career Development By Beverly Kaye & Beverly Crowell Employees want the opportunity to learn, grow and develop. A satisfying career is a top concern for today’s workforce. SELLING SKILLS 33 Sales Models: The Bruce Lee Approach By Scott Moldenhauer Flexibility is important. Exposing reps to a variety of sales models gives them the opportunity to decide what works best for them. SELLING SKILLS 35 The Disorienting Dilemma By Jill Donahue Engage healthcare providers with a surprising idea that will make them think. This will gain their interest, buying you time to sell. 7http://www.sherrieblondin-photography.com http://www.spbt.org