Training Industry Magazine - Winter 2022 - 59

THE
OF
IN
BY SHAUN MCMAHON
Sales has always been a challenging
field, and it hasn't gotten any easier.
Over the last two years, impacts of
the COVID-19 pandemic - from social
distancing to remote work to changing
business models - have presented
many new impediments to sales
professionals, regardless of sector or
specialty. And there's another issue
that we're all facing: Sales goals
continue to rise.
For sales professionals working in the
pharmaceutical, biotech, and medical
device industry, today's landscape
is even more daunting. Health care
professionals already stressed by
COVID-19 are busier and more difficult
to reach than almost anyone. When a
life sciences sales professional does
get the opportunity to discuss a new
medication or updated prescribing
information, it's likely to be a brief and
distracted interaction.
Salespeople can't afford the luxury of
getting back to a prospect tomorrow
with answers to the questions they pose
today. They need to know their stuff,
in the moment. Convincing a doctor to
consider a new drug has always required
the ability to speak about that medication
with confidence and competence. You
can't inspire trust if you can't speak
with certainty. A successful life sciences
sales professional speaks fluently about
how their product addresses a disease
or condition and possesses a thorough
understanding of the wider competitor
marketplace. There's a lot to learn.
Years
ago,
if
you
were
a
sales
representative engaging in the learning
process, you might recall the thump
of a large box landing on your
TRAINING INDUSTRY MAGAZINE - WINTER 2022 I WWW.TRAININGINDUSTRY.COM/MAGAZINE
front steps. This box was filled with
bulging binders containing reams
of information about your product. It
was your duty to review this dense
medical information and commit to
memory as much as possible before
It turns out that
the most effective
programs for enhancing
memorization present
materials in unusual
formats, filled with
unexpected moments.
| 59
https://www.trainingindustry.com/magazine

Training Industry Magazine - Winter 2022

Table of Contents for the Digital Edition of Training Industry Magazine - Winter 2022

The Future Is Now
Table of Contents
The Empathy Model: Designing Virtual Experiences
Emerging Trends for Educational Technology in Pandemic Time
3 Keys to Effective Leadership Training
Diversity, Equity and Inclusion: The Trifecta Approach to Attracting Great Talent
Winning the War for Talent with Agile Learning
How to Build Equity into Remote Work and the Hybrid Workplace
The Training Was Fun! But Did It Impact the Business?
Organizational Practices for Leading L&D Digital Transformation
The Trust Crisis: The Skills Every Leader Needs to Rebuild Trust in the Post Pandemic Workplace
Professional Development: Future-skilling Your Workforce
The Intersection of L&D and Diversity, Equity and Inclusion
Unraveling Complexity with a Culture of Coaching
The Evolution of L&D: From Sales Enablement to Sales Readiness
Adaptive Organizations Need Adaptive Leaders
Training for Speed to Proficiency
The Power of Creativity in Learning
How Blended Learning Increases Stickiness and Reduces Ramp Time
Career 2022: What Does It Mean?
Optimizing the Social Brain During Hybrid Work
Udemy Goes Public
Company News
Training Industry Magazine - Winter 2022 - 1
Training Industry Magazine - Winter 2022 - Cover1
Training Industry Magazine - Winter 2022 - Cover2
Training Industry Magazine - Winter 2022 - CT1
Training Industry Magazine - Winter 2022 - CT2
Training Industry Magazine - Winter 2022 - The Future Is Now
Training Industry Magazine - Winter 2022 - 4
Training Industry Magazine - Winter 2022 - 5
Training Industry Magazine - Winter 2022 - Table of Contents
Training Industry Magazine - Winter 2022 - 7
Training Industry Magazine - Winter 2022 - 8
Training Industry Magazine - Winter 2022 - The Empathy Model: Designing Virtual Experiences
Training Industry Magazine - Winter 2022 - 10
Training Industry Magazine - Winter 2022 - Emerging Trends for Educational Technology in Pandemic Time
Training Industry Magazine - Winter 2022 - 12
Training Industry Magazine - Winter 2022 - 3 Keys to Effective Leadership Training
Training Industry Magazine - Winter 2022 - 14
Training Industry Magazine - Winter 2022 - Diversity, Equity and Inclusion: The Trifecta Approach to Attracting Great Talent
Training Industry Magazine - Winter 2022 - Winning the War for Talent with Agile Learning
Training Industry Magazine - Winter 2022 - 17
Training Industry Magazine - Winter 2022 - 18
Training Industry Magazine - Winter 2022 - 19
Training Industry Magazine - Winter 2022 - How to Build Equity into Remote Work and the Hybrid Workplace
Training Industry Magazine - Winter 2022 - 21
Training Industry Magazine - Winter 2022 - 22
Training Industry Magazine - Winter 2022 - 23
Training Industry Magazine - Winter 2022 - The Training Was Fun! But Did It Impact the Business?
Training Industry Magazine - Winter 2022 - 25
Training Industry Magazine - Winter 2022 - 26
Training Industry Magazine - Winter 2022 - 27
Training Industry Magazine - Winter 2022 - Organizational Practices for Leading L&D Digital Transformation
Training Industry Magazine - Winter 2022 - 29
Training Industry Magazine - Winter 2022 - 30
Training Industry Magazine - Winter 2022 - 31
Training Industry Magazine - Winter 2022 - The Trust Crisis: The Skills Every Leader Needs to Rebuild Trust in the Post Pandemic Workplace
Training Industry Magazine - Winter 2022 - 33
Training Industry Magazine - Winter 2022 - 34
Training Industry Magazine - Winter 2022 - 35
Training Industry Magazine - Winter 2022 - Professional Development: Future-skilling Your Workforce
Training Industry Magazine - Winter 2022 - 37
Training Industry Magazine - Winter 2022 - The Intersection of L&D and Diversity, Equity and Inclusion
Training Industry Magazine - Winter 2022 - 39
Training Industry Magazine - Winter 2022 - 40
Training Industry Magazine - Winter 2022 - 41
Training Industry Magazine - Winter 2022 - 42
Training Industry Magazine - Winter 2022 - Unraveling Complexity with a Culture of Coaching
Training Industry Magazine - Winter 2022 - 44
Training Industry Magazine - Winter 2022 - 45
Training Industry Magazine - Winter 2022 - The Evolution of L&D: From Sales Enablement to Sales Readiness
Training Industry Magazine - Winter 2022 - 47
Training Industry Magazine - Winter 2022 - Adaptive Organizations Need Adaptive Leaders
Training Industry Magazine - Winter 2022 - 49
Training Industry Magazine - Winter 2022 - 50
Training Industry Magazine - Winter 2022 - 51
Training Industry Magazine - Winter 2022 - 52
Training Industry Magazine - Winter 2022 - Training for Speed to Proficiency
Training Industry Magazine - Winter 2022 - 54
Training Industry Magazine - Winter 2022 - 55
Training Industry Magazine - Winter 2022 - 56
Training Industry Magazine - Winter 2022 - 57
Training Industry Magazine - Winter 2022 - 58
Training Industry Magazine - Winter 2022 - The Power of Creativity in Learning
Training Industry Magazine - Winter 2022 - 60
Training Industry Magazine - Winter 2022 - 61
Training Industry Magazine - Winter 2022 - How Blended Learning Increases Stickiness and Reduces Ramp Time
Training Industry Magazine - Winter 2022 - 63
Training Industry Magazine - Winter 2022 - 64
Training Industry Magazine - Winter 2022 - Career 2022: What Does It Mean?
Training Industry Magazine - Winter 2022 - 66
Training Industry Magazine - Winter 2022 - Optimizing the Social Brain During Hybrid Work
Training Industry Magazine - Winter 2022 - Udemy Goes Public
Training Industry Magazine - Winter 2022 - Cover3
Training Industry Magazine - Winter 2022 - Cover4
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