Webinar: COVID-19: Then, Now and What’s Next

Join us for this LTEN webinar, sponsored by Salience Learning, where we discuss the challenges learning professionals face when supporting the learners (customer-facing field teams) and their leaders when “how we did it yesterday” becomes “how we need to do it today and into the future.” We will also explore examples for how we should “deconstruct the do” for our top two customer-facing skills in the virtual selling environment.

COVID-19: Then, Now and What’s Next

Tuesday, September 29, 2020 12:30 PM – 1:30 PM EDT

Across the globe, biopharma companies have sidelined their customer-facing teams due to a global pandemic. And yet, the expectation for those teams to continue delivering value, identifying customer needs and building customer relationships has not gone away. So, we must ask ourselves, if the field teams cannot do what they normally do, then how do we teach them to do it differently, virtually? Join us for this LTEN webinar, sponsored by Salience Learning, where we discuss the challenges learning professionals face when supporting the learners (customer-facing field teams) and their leaders when “how we did it yesterday” becomes “how we need to do it today and into the future.” We will also explore examples for how we should “deconstruct the do” for our top two customer-facing skills in the virtual selling environment. This webinar will address the following questions:

1. How has a rapidly changing environment impacted the ability of customer-facing teams to perform?
2. Why is it important to deconstruct how we translate capabilities and skills for a virtual customer engagement model?
3. What benefits does starting with the “Do,” or a performance objective, provide a design?
4. How do I “deconstruct a COVID-19 do” into its motivation, skill or knowledge components?
5. How do I filter the components to identify the prioritized learning objectives?

Our Presenters:

Alicia Talish
Lead—Worldwide Training, Leadership and Talent Development, Bristol-Myers Squibb
Alicia.Talish@bms.com

Alicia Talish leads the worldwide training, leadership and talent development team for Bristol-Myers Squibb.  She has a 27-year background in biopharmaceuticals.  During her 11 years at BMS, Alicia has served in a diverse range of L&D roles, including sales training manager, manager of us leadership development, associate director of worldwide leadership training design and development, as well as her current global role.  Her learning and development experience also includes a number of large-scale initiatives such as selling model development, proficiency creation for sales and leadership, and leading other global training roll-outs.  Her background also includes various field sales, sales leadership, and L&D roles at GlaxoSmithKline and Savage Labs.

Karen Foster
Head of Learning Strategy and Solutions, Salience Learning
kfoster@saliencelearning.com

Karen Foster is head of learning strategy and solutions at Salience Learning.  She has 13 years of experience working in the biopharmaceutical industry and in organizations serving biopharma companies.  Her professional focus has been on L&D for sales and market access professionals, learning technology, and L&D organizational consulting.  Her background also includes education-related roles outside the life sciences.

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.