Over the last few years, the Life Science Trainers and Educators Network (LTEN) has been an invaluable resource for us. We especially look forward to the LTEN annual conference, which is next week in Grapevine, Texas. It’s the largest gathering of pharmaceutical and medical device commercial trainers in the United States.

Bottom-Line Performance is presenting two sessions at this year’s LTEN conference and exhibiting as a preferred industry partner for the 6th straight year. We’ll be in Booth 608. If you’re attending, come say hello and enter our giveaway for a chance to win an Amazon Echo or Google Home.

Several BLPers will be in attendance, and the list of sessions we hope to attend is long! Here are seven sessions we are especially excited for.

1. Performance Eating Rabbits – What B.O.L.D. See and Do

Presented by: Kery Mortenson and Tim Gillum

Tuesday, 6/4: 10:15 AM – 11:45 AM

We are often tasked with ensuring each of us (and our teams) are ready to meet the challenges of today, while keeping pace with the change and remaining competitive in the global economy. The increasing relevance and interest in this topic centers on the need to evolve the tools and processes of our craft. Kery and Tim discuss why it’s imperative to meet the increasing business and societal demands of speed, innovation, and agility to drive transformation results.

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2. Preparing Account Managers for the Future of Healthcare Reform

Presented by: Danielle Davis and Chris Van Vleet

Tuesday, 6/4: 10:15 AM – 11:45 AM

This workshop will provide in-depth coverage on current and pending healthcare reform policy issues. Danielle and Chris will review examples of optimizing Market Access training content and delivery in response to the changing landscape. They will facilitate exercises to enhance the participant’s understanding of the implications of these policies on various roles (e.g., account management, sales, etc.) and explore how to effectively align their training content to these dynamics.

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3. Targeted Design for Launch, NSM and POA: Ensure you hit your mark meeting after meeting!

Presented by: Celeste Mosby and Mike Paradiso

Tuesday, 6/4: 10:15 AM – 11:45 AM

As industry training professionals, we have all developed or attended Launch, National Sales Meetings and POA meetings that were a resounding success. Sales teams were engaged, enthused and left with a new commitment, while leadership recognized the impact of the meeting. How can training departments consistently design impactful meetings with varying budgets, while meeting the needs of brand leadership? Ensuring sound instructional design is at the heart of training workshops and activities.

During this workshop, training practitioners and industry experts will describe an approach to targeted design when creating Launch, NSM and POA workshops that resonate with learners and leaders who are on the line to assess actual accountability and effectiveness once sales teams return to the field. Workshop facilitators and SMEs will also explore how to leverage project management and collaboration with internal team members & vendors to support meeting success.

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4. How to Design Experiences and Not Just Create More Content

Presented by: Steve Boller

Tuesday, 6/12: 11:15 AM – 11:45 AM

Learning professionals often create training without consulting the people they’re creating it for. This results in lots of miserable experiences for the end user: last-minute webinars packed with content, PDFs of talking points, and lengthy eLearning courses that fail to solve a learners’ immediate needs.

In this session, BLP’s Director of Marketing & Business Development, Steve Boller, introduces a new design approach that can help you build a best-in-class training program. You’ll be introduced to Design Thinking, a philosophy that helps you find the “sweet spot” between learner preferences, business needs, and technology constraints. You’ll learn how to use what learners are thinking, feeling, seeing, hearing, or doing on a daily basis to guide the solutions you deliver. And you’ll receive three practical tools to help you start re-imagining your next training initiative.

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5. How Amgen Used Simulations and Chatbots to Drive Behavior Change

Presented by: Lloyd Hilton, Andrew Dornon, and Steve Boller
Wednesday, 6/5: 8:30 AM – 9:30 AM

Need your learners to adopt a new process, or simply to start doing something they already should be doing? Mindset, motivation, and ease-of-use are all critical. Your reps or managers must understand the ‘why’ behind what you are asking them to do… and they need simple tools that make doing so as easy as possible.

In this session, you’ll see how Amgen used a blended learning curriculum to help sales leaders and managers follow standardized hiring practices and adopt a behavioral interviewing process that reduces unconscious bias, leads to better hiring decisions, and saves time. The presenters will detail how a video simulation-based learning approach was used to shift attitudes and beliefs before, during, and after the live training event. You’ll also learn how a custom-built chatbot was used during and after the live event to generate excitement, solidify buy-in, and provide ongoing performance support.

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6. Insights from Abbott Laboratories: Using Modern Sales Learning Tools to Maintain a Competitive Edge

Presented by: Travis Hecker
Wednesday, 6/5: 2:00 PM – 3:30 PM

This session will explore how Abbott Laboratories used modern and informal learning to achieve sales success in their Chronic Pain Therapy (CPT) division to fix a broken sales training process. During the session, Travis Heckler, senior manager, Global Sales Training, will explore Abbott’s approach to rolling out a new sales training program, from ensuring initial buy-in among sales representatives to developing a network of advocates critical to program success. Specifically, attendees will learn how to:

  • Involve reps from the start to channel the bottom-up input needed to successfully launch new sales training tools
  • Develop processes that ensure sales teams can stay fast and nimble in a rapidly changing and complex environment
  • Effectively coach on complex products to make sales training more effective and enjoyable
  • Use learning reinforcement and just in time training to ensure sellers have the knowledge needed to add value to every customer conversation

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7. Sidestepping Failure When Launching a Global Leadership Initiative

Presented by: John Honingford and Wendy Twist

Wednesday, 6/5: 4:00 PM – 5:00 PM

Jazz just launched and delivered a mandatory global training initiative to 99% of all leaders and managers, which was approved by the CEO and Executive Committee. How did they do it? John and Wendy will describe the critical steps to ensure the greatest chance of success for launching a Leader/Manager training initiative.

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Join us in Indy for eXLearn 2019!

If you prefer a more intimate learning environment, you may be interested in eXLearn – BLP’s second annual conference for workplace learning professionals in Indianapolis, September 4-5th.