The 2020 Winners: Honoring Innovation & Excellence MEET THE WINNERS – By Tim Sosbe While this year forced everyone to shake up their thinking, including how in-person events are handled,…
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2020 Members of the Year: Jim Page & Carole Gins MEMBERS OF THE YEAR – By Tim Sosbe One of the highlights of the annual Excellence Awards ceremony is the…
The Rewards of Recognition FROM THE PRESIDENT – Richard Sampson Be sure to keep in mind what you can do to make your colleagues feel recognized. This has certainly been…
Survival Guide: Welcome to Your New Role New Trainers – By Jennifer Muszik Congratulations! You just earned a new position as a sales trainer! You are so very excited…
Share Tweet Share Changing Behavior: The Real Measurement of Success Feature Story - By Cleon Wellington We are to help our learners understand the customer’s problems and how to...
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How to Make National Sales Meeting Workshops Matter Selling Skills – By Steve Boller National sales meetings (NSM) are a frequent, recurring investment most organizations make in their sales…
Biogen: Creating A Team Effectiveness Approach Feature Story – By Liz McLean Developing a team as a unit is equally as important as developing individuals. Teams play a significant…
5 Tips to Master Global Education Feature Story – By David R. Brin The next time you are faced with the global telephone game, try these strategies. If you’re…
Novartis: Creating a Coaching Culture for Leaders Cover Story – By Alison Pulte, Dale Snyder, Tyler Kunkel and Mark Osborne Improving leaders’ ability to coach their teams increases engagement…
L&D and the Talent Shortage INSIGHTS – Josh Bersin We need to shift thinking from attracting candidates to creating candidates. We’re running out of workers. For the coming decade,…
Moving to Virtual: 3 Keys to Success VIRTUAL TRAINING – Cindy Huggett, CPLP It’s not about keeping participants busy, it’s about engaging them in their own learning. Virtual training…
Gut Check at the Front of the Room FRONT OF THE ROOM – Brian Lange Evolving as a facilitator is not for the faint of heart. I was on…
Pulling Together: Resources, Partners & You DIRECTIONS – Dawn Brehm The pandemic hasn’t stopped our mission, our vision or our resolve. We’re living through some trying times right now….
The Journey to Change FROM THE PRESIDENT – Richard Sampson We have such a complex organization made up of so many specialties that innovation is inevitable. This is probably…
Pull-Through Your Personality Profiles Technology – By Kevin Kruse Almost every life sciences representative and manager has at one time or another completed a behavioral assessment with the goal…
Developing Business Acumen in Life Sciences Leadership/Management Development – By Wendy Heckelman The challenge for L&D is not to ‘fire hose’ employees, but to provide context. The CEO wants…
Sleeping at Machu Picchu: Engagement Mistakes to Avoid Feature Story – By Jill Donahue Rather than bringing the mysteries of the Inca people to life, the guide lulled us to…
Field Trainer Co-Travels With New Hires Feature Story – By Cheryl Bucina Your goal is to demonstrate and explain everything you do to prepare and execute your sales calls….
Supporting the Field-Based Trainers Who Support Us Feature Story – By Nannette Nolan Field-based trainers are high performers whose potential and success have put them on a unique development…
Practice What You Preach: 7 Tips for Field Visits Feature Story – By Ian Kelly The success of your field visit is dependent upon your planning efforts. Do these…
Sustaining the Training: The Key Role of the Field Trainer Feature Story – By Jon Curtis and Matt McGrath You are in the ideal position to drive the sustainment…
How to Make an Immediate Impact With Peer Leadership Feature Story – By Pam Marinko and KC Warner Expect to find many people looking to you for guidance and…
We Tested, Therefore They Forget! Feature Story – By James Ashby As sales trainers, we spend hundreds of hours preparing and creating ways to ensure that our training courses…
How Field Teams, Legal and Learning Can Work Together Feature Story – By Krista Gerhard As far as anyone knows, the first philosopher to say, “the only thing constant…
All-Star Teams AstraZeneca, Boehringer Ingelheim, Genentech, Gilead Sciences, Sage Therapeutics and Takeda Pharmaceutical At the 5th Annual LTEN Excellence Awards, teams from AstraZeneca, Boehringer Ingelheim, Genentech, Gilead…
Amgen: Focusing on Field-Force Effectiveness Cover Story – By Laura Last ACE was designed to be transformational and to shift field-force thinking. Amgen is one of the world’s leading…
Best Practices for New Trainer Onboarding Feature Story – By Pam Marinko and KC Warner Here are a few building blocks to ensure a smooth transition for your new…
Tips for New Sales Trainers New Trainers – By Vicki Colman So, you’ve just been promoted from field sales representative to sales training manager. You, maybe with a few family…
5 Tips for Coaching Subject Matter Experts Feature Story – By Susan Armstrong & Giselle Kovary These five tips help subject matter experts create more effective knowledge transfer and…
Stop Talking About Soft Skills INSIGHTS – Josh Bersin Developing the power skills that make a business truly hum takes effort. Learning organizations typically group skills into two categories:…
Artificial Intelligence’s Kryptonite FRONT OF THE ROOM – Brian Lange There are capabilities humans have that are difficult for technology to replace. I spend my work-life on the frontlines…
Communication Essentials for Field Medical Feature Story – By Amy Glass If we are going to train them more, what should we train on? A leader of a medical affairs…
New People, New Approaches DIRECTIONS – Dawn Brehm LTEN has a plethora of resources that can make onboarding easier. There’s a new decade coming, we’re 20 years into this…
Training on Healthcare System Dynamics Selling Skills – By Krista Gerhard Mention “selling skills” to field reps, district managers or sales training professionals, and a few things immediately come…
5 Steps for Using Virtual Practice Technology Technology – By Douglas Seifert, Ph.D. Pulling training concepts through to the workplace is a challenge, particularly in leadership, coaching and sales….
Stop Killing Motivation Leadership/Management Development – By Molly Gallagher In our efforts to motivate ourselves and others, we may be sabotaging motivation. We are all constantly striving to motivate…
The Business of Doing Business in 2020 LEADERSHIP LETTER – Greg Adamson Owning the business of doing business is an important step in strengthening the brand promise. The sales…
Creating Account Managers: Building an Internal Bench Feature Story – By Wendy Heckelman, Ph.D., and Sheryl Unger, MILR To win in the marketplace, life sciences companies must effectively achieve…
Empowering the Learner GUEST EDITOR – Krishna C. Kalva Many organizations are on a journey to explore and react to learning transformation. It is no surprise that cost pressures…
5 Ways to Make Training a Competitive Advantage Feature Story – By Steve Boller What differentiates your organization in the marketplace? Is it an industry-leading treatment, a broad portfolio…
3 Steps to Meet Your Goals Selling Skills – By Patrick Veroneau You only get stronger when you actually do the push-ups, not simply by reading about how to do…
Artificial Intelligence: The Future of Work? Technology – By Tiffany Prince What skills or tasks are no longer needed for a human to do? The future of work is…
Time for the Corporate Academy INSIGHTS – Josh Bersin We’re seeing a new shift in how companies are approaching internal talent development. With unemployment rates still at record lows…
‘Tis the Season for Recognition DIRECTIONS – Dawn Brehm It’s time to apply for the recognition you deserve. Having the year end upon us and 2020 looming on the…
Looking Back to Move Ahead FRONT OF THE ROOM – Brian Lange The facilitation journey can seem like a whirlwind. Now seems like a good time to pause before…
Continuous Coaching: Moving Feedback Beyond the FCR Feature Story – By Ted Power The average life sciences sales organization follows a traditional coaching plan — relying on a steady…
‘Tis the Season for Recognition DIRECTIONS – Dawn Brehm It’s time to apply for the recognition you deserve. Having the year end upon us and 2020 looming on the…
Empowering Top Performers Through Effective Leadership Leadership/ManagementDevelopment – By Pam Marinko What would you say if I told you that to be 37 times better at something in one…
Creativity & Innovation GUEST EDITOR – Vicki Colman A diverse team helps to support original thinking. Winter is a time when many of us are either squeezing out that…
Captivating Training: LEO’s Innovative Escape Room Cover Story – By Daniel Skoubye The escape room idea earned LEO an LTEN Excellence Award for innovation. Innovation doesn’t have to be…
