Focus Magazine - Spring 2014 - 17

COVERSTORY

Ethicon's K2: The Summit
of Customized Learning
I By Tim Sosbe

In his 15 years with
Johnson & Johnson, David
Brin has served as a field
sales representative, Sales
Learning Manager, Division
Manager and in his current
role as manager curriculum
strategy & design. He is
the principle designer of
the K2 learning model and
has a passion for individual
people development. He is
certified in adult learning
and learning strategies.

David M. McEntire is a
global sales learning
strategist for Ethicon, a
Johnson & Johnson
Company. He is a leading
expert in customized and
experiential learning for
medical device sales. His
leadership in pioneering
J&J learning programs
such as, "Improve Your
Genius," and, "K2" has
created a new standard of
sales development.

L

earning is a mountain we all
must climb. There are peaks and
valleys to navigate, summits to
scale and vast views to appreciate when
the journey is over. Why do we climb
the mountains of knowledge? The
answer is the same as Sir Edmund
Hillary's famous response: Because
they're there.
The learning leaders at Ethicon
know that the
acquisition and
enablement of
knowledge is a
scalable

FOCUS | SPRING 2014 | www.spbt.org

journey that begins at base
camp and moves upward into
glory. The mountain is more
than an analogy for learning;
it's the focal point for
personalized growth for all
associates.
That focus is reflected in
the title of Ethicon's
customized learning
competency model, K2. It's a
fitting name: Everest may be
the higher mountain, but K2
is the more demanding
journey, offering serious
climbers the more
challenging - and rewarding
- experience into thin air.

Human interaction is very much a part of Ethicon's
training policy. Here, Ethicon's David Brin and Syeda Ali
share a coaching moment as part of the K2 process.

The Five-Step Model
First rolled out two years ago,
Ethicon's K2 model is a five-step
process created to help the sales
learning and development team build a
more customer-centric sales
organization. K2 helps to create
individual learning plans for all
associates, moving away from more
traditional role-based learning
structures toward more
tailored solutions that meet
individual learning needs.
The process keeps the
learner in mind
throughout:

* First, competency models are
refined to encompass needed skills
and behaviors to promote customercentric selling.
* Then, a baseline assessment helps to
identify any individual gaps for
required competencies.
* Next, learning curriculum is
chunked and realigned to those
competencies.
* After that comes the
deployment of
technology and
communications
designed to engage
learners. This is

17


http://www.spbt.org

Focus Magazine - Spring 2014

Table of Contents for the Digital Edition of Focus Magazine - Spring 2014

Focus Magazine
From the President: Coaching for Success
Table of Contents
Table of Contents
Guest Editor: Enhancing the Classroom
Front of the Room: Flexing to a Smaller Class Size
Neuroscience: The Neuroscience of Learning
Ethicon's K2: The Summit of Customized Learning
The Secret to Reaching Your Full Potential
Transforming Organizations: Change Agents & Team Coaching
Member Solutions: Developing Leaders: Building a Bench
Deliberate Practice and the Power of eLearning
EQ & You: Building Leaders
Training for Co-Pay Programs
Constructs not Curriculums
Virtual How: Moving from Reactive to Proactive
Member News
Ad Index
Focus Contacts
5 Questions with Jim Trunick
Focus Magazine - Spring 2014 - Intro
Focus Magazine - Spring 2014 - Focus Magazine
Focus Magazine - Spring 2014 - Cover2
Focus Magazine - Spring 2014 - 3
Focus Magazine - Spring 2014 - 4
Focus Magazine - Spring 2014 - From the President: Coaching for Success
Focus Magazine - Spring 2014 - 6
Focus Magazine - Spring 2014 - Table of Contents
Focus Magazine - Spring 2014 - 8
Focus Magazine - Spring 2014 - Table of Contents
Focus Magazine - Spring 2014 - 10
Focus Magazine - Spring 2014 - Guest Editor: Enhancing the Classroom
Focus Magazine - Spring 2014 - 12
Focus Magazine - Spring 2014 - Front of the Room: Flexing to a Smaller Class Size
Focus Magazine - Spring 2014 - 14
Focus Magazine - Spring 2014 - Neuroscience: The Neuroscience of Learning
Focus Magazine - Spring 2014 - 16
Focus Magazine - Spring 2014 - Ethicon's K2: The Summit of Customized Learning
Focus Magazine - Spring 2014 - 18
Focus Magazine - Spring 2014 - 19
Focus Magazine - Spring 2014 - 20
Focus Magazine - Spring 2014 - 21
Focus Magazine - Spring 2014 - 22
Focus Magazine - Spring 2014 - The Secret to Reaching Your Full Potential
Focus Magazine - Spring 2014 - 24
Focus Magazine - Spring 2014 - 25
Focus Magazine - Spring 2014 - 26
Focus Magazine - Spring 2014 - Transforming Organizations: Change Agents & Team Coaching
Focus Magazine - Spring 2014 - 28
Focus Magazine - Spring 2014 - 29
Focus Magazine - Spring 2014 - 30
Focus Magazine - Spring 2014 - 31
Focus Magazine - Spring 2014 - Member Solutions: Developing Leaders: Building a Bench
Focus Magazine - Spring 2014 - 33
Focus Magazine - Spring 2014 - 34
Focus Magazine - Spring 2014 - 35
Focus Magazine - Spring 2014 - 36
Focus Magazine - Spring 2014 - 37
Focus Magazine - Spring 2014 - Deliberate Practice and the Power of eLearning
Focus Magazine - Spring 2014 - 39
Focus Magazine - Spring 2014 - 40
Focus Magazine - Spring 2014 - 41
Focus Magazine - Spring 2014 - EQ & You: Building Leaders
Focus Magazine - Spring 2014 - 43
Focus Magazine - Spring 2014 - Training for Co-Pay Programs
Focus Magazine - Spring 2014 - 45
Focus Magazine - Spring 2014 - Constructs not Curriculums
Focus Magazine - Spring 2014 - 47
Focus Magazine - Spring 2014 - Virtual How: Moving from Reactive to Proactive
Focus Magazine - Spring 2014 - 49
Focus Magazine - Spring 2014 - 50
Focus Magazine - Spring 2014 - Member News
Focus Magazine - Spring 2014 - Ad Index
Focus Magazine - Spring 2014 - Focus Contacts
Focus Magazine - Spring 2014 - 5 Questions with Jim Trunick
Focus Magazine - Spring 2014 - Cover3
Focus Magazine - Spring 2014 - Cover4
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