Cognitive Skills for Sales Training Success — Best Practices from the Military and Professional Sports

Why are major league pitchers able to get the final strikeout when they are facing a full count and a great batter?  Why are military snipers able to hit their targets more than a mile away while being fired-upon and facing near danger?  The answers are they developed the cognitive skills to perform under the most demanding of circumstances.

These professionals also focus on developing their cognitive, physical and mechanical skills, and they practice day in and day out for their vocations. What can we in life sciences training learn from them?

Join us for this LTEN webinar, sponsored by Higher Echelon. Troy Prehar, senior director of sales enablement and training for Philips NA, will moderate a special panel of industry experts, as we explore what cognitive skills are and how we might integrate them into our training programs.

At this webinar, you will learn about:

• The fields of sports psychology and performance enhancement.
• Why do we approach training differently than professional athletes and the military and should that change?
• The cognitive skills that could improve sales training and sales performance.
• How to integrate cognitive skills training into current programs.

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

Presenter:

Troy Prehar, Senior Director of Sales Enablement and Training
Philips North America

Troy Prehar joined Philips in 2017 and currently leads the North American Sales Training and Enablement Team.  In addition to these responsibilities, Troy leads numerous internal training initiatives to expand ‘value-based selling’ competencies and functional application of healthcare economics to the sales process.  Troy is a 20 +year veteran of the medical device industry, having held multiple senior sales and marketing leadership roles with both large and start-up size companies (Genzyme, St. Jude Medical, Abbott).  Troy is a graduate of the United States Military Academy-West Point and former Army Football player — Troy cites his cognitive skills training in the military for much of his sales and leadership success.

Panel:

David Brin, Senior Director Learning Strategy and Education, GE Healthcare

Dave is a driven and experienced global education Leader focused on strategically aligning programs that drive market leadership and revenue growth.  A veteran of the medical device industry, Dave has held multiple training and leadership roles at Johnson and Johnson, St. Jude Medical, Abbott and GE Healthcare.  Dave also serves on a variety of boards and panels for LTEN.

John Crowder, Vice President, Healthcare, Integrity Solutions

John Crowder joined Integrity Solutions as the vice president of healthcare following a 25-year career in the medical industry. Prior to joining Integrity, he worked for and led sales teams in medical device and pharma ranging from start-ups to Fortune 500 companies, spending a significant part of his career working in key account management, sales and leadership development and marketing. Prior to his career in the medical space, John spent six years as a Division-1 football coach including a three-year stint at the United States Naval Academy, where he also served as a commissioned officer. John’s decades of experience and passion for coaching allow him to understand and address the unique needs and challenges of those in the sales and leadership professions.

Mark Molinar, Territory Manager, MicroTransponder

Mark is responsible for the promotion of MicroTransponder’s Paired VNS platform, which combines Vagus Nerve Stimulation (VNS) and therapy, with the goal of improving quality of life for patients with chronic neurological conditions.  Prior to joining MicroTransponder, Mark served in a variety of sales, sales leadership and training leader roles at Stryker, Gore, Cordis and St. Jude Medical.  Mark played college football and is a graduate of Clemson, Webster University and the McCombs School of Business at the University of Texas.

Steve Spaulding, Vice President of Business Solutions, Higher Echelon

Steven Spaulding is the vice president of business solutions at HigherEchelon. Prior to joining HigherEchelon, Steven served as the assistant athletic director for leadership at Dartmouth College. Spaulding graduated from West Point with a B.S. in systems engineering and human factors engineering (within the Department of Behavioral Sciences and Leadership), where he was an army football linebacker. He received a masters of arts (M.A.) in Clinical Mental Health Counseling from the Antioch New England Graduate School, Antioch University. He founded the Dartmouth Peak Performance Leadership program, which led to a fully endowed position, the leading summer training program for leadership known as DRIVE, and direct contributions to seven Ivy League titles in six years. As an Army officer, he served in Iraq, is Airborne Ranger qualified and grateful to have served our nation’s soldiers.