Webinar: Building the Dynamic Sales Team of the Future

Tuesday, March 9, 2021
12:30 p.m. ET/9:30 a.m. PT

Today’s sales teams must go beyond a foundation of product knowledge and customer relationships. Architecting a modern learning strategy requires building strong business acumen, framing up durable power skills and constructing a detailed understanding of customers’ actual challenges.

Join us for this LTEN webinar, sponsored by CMR Institute, as we present an interactive roundtable discussion. You’ll hear from three learning leaders as they offer concrete details on the challenges and lessons learned over the past year, how those experiences have remodeled their training initiatives and the essential tools a dynamic sales team must have to be successful. You’ll hear from and interact with:

• Laura Last, Executive Director, Global Commercial Learning and Performance, Amgen
• Wayne Rogers, Field Excellence Associate Director, Commercial Learning Innovation Centre, AstraZeneca
• Alicia Talish, Director, Worldwide Training, Leadership & Talent Development, Bristol-Myers Squibb
• Michelle O’Connor, President and CEO, CMR Institute (moderator)

All webinar registrants will get exclusive access to the Sales Team of the Future Learning Strategy Blueprint – an interactive guide to help you develop a learning plan for your dynamic sales team of the future.

About the Presenters

Laura Last, Global Director, Learning and Performance, Amgen, Inc.

Laura has more than 29 years of experience in health care and pharmaceuticals.  Laura joined Amgen in 2006 and has held roles as a sales representative, field sales trainer, strategic trainer, district manager, marketer and marketing trainer, key account manager and leadership development trainer.  She became Director of Global Learning and Performance in 2016.  Laura has a passion for training and improving performance.

Laura started her career as a registered dietitian.  Prior to joining Amgen, Laura had a successful career with Novartis and Sanofi-Aventis in sales, training, and sales management.  She holds a BS in Dietetics from Kansas State University and MA and MBA degrees from Webster University.

Wayne Rogers, Field Excellence Leader, AstraZeneca

He serves at the lead for learning experiences about selling in the U.S., which include hybrid selling techniques.  After 25 years of sales and sales leadership roles across multiple markets and different size companies, he now shapes the future skills to impact results in a rapidly changing healthcare environment.  He is host of the high reviewed internal podcast, “Elevate to Accelerate.”

Alicia Talish, Director—Worldwide Training, Leadership and Talent Development, Bristol-Myers Squibb

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.

Michelle O’Connor is President and CEO, CMR Institute

For the last 20+ years her work has focused on ensuring the Institute’s ability to provide relevant and impactful training needed in a rapidly evolving healthcare market. From new hire, leadership, sales, market access, to managed markets, Michelle ensures that CMR Institute creates resources that improve the performance and effectiveness of commercial sales teams. Michelle has a strong interest in and passion for working with organizations to develop and implement innovative learning and development initiatives that increase performance and ROI.

CMR Institute is dedicated to helping life sciences companies increase sales and market share through its applicable blended learning resources. Over the past 50+ years, the company has provided expert training for more than 150,000 biopharmaceutical, medical device, and other life science professionals worldwide. These training resources are created in partnership with industry experts, assuring the content is relevant and actionable.