SPBT Annual Conference
May. 11, 2009-May. 14, 2009Hyatt Regency Chicago
Chicago, IL
www.spbt.org/en/events_and_seminars/annual_conferences/
Description:
Staying Strategic: Maintaining Situational Awareness in a Dynamic Environment; Driving Sales Force Effectiveness Through Training and Development; and Leveraging a Continuum Approach to Build Sustainable Training Programs
George Schmidt, Senior Vice President, and John Bye, Vice President ,Sales Practice, will lead workshops on staying strategic in today's environment, driving sales force effectiveness and building sustainable training programs.
Abstract:
Staying Strategic: Maintaining Situational Awareness in a Dynamic Environment
George Schmidt, Senior Vice President, Sales Practice, Campbell Alliance
During this interactive workshop, we will introduce a framework that training directors may use to build and maintain situational awareness at all levels. Attendees will then be provided with real-world information and will work in teams to conduct a situation assessment using detailed case studies of small, medium, and large organizations in order to define gaps and opportunities. Additionally, attendees will be given a set of diagnostic tools to conduct situation assessments within their respective organizations.
This workshop will enable participants to:
- Define the likely impact of the external environment on their role and team
- Profile themselves, their training department/team, its programs, its role in the commercial organization, and key stakeholders in order to build a detailed understanding of their current situation
- Identify and prioritize gaps and actionable opportunities to improve their department/team
Driving Sales Force Effectiveness Through Training and Development
George Schmidt, Vice President, Sales Practice, Campbell Alliance
Debra Limones, General Manager of Training and Development, Abbott Laboratories
Attendees at this interactive workshop will examine a real-world case study of a leading pharmaceutical organization that leveraged training to drive sales effectiveness through how they defined, built, measured, and communicated the quality of training they provided. Additionally, attendees will be given a diagnostic quiz to assess the status of their respective organizations’ training efforts specific to driving effectiveness. Attendees will be divided into groups based on the results of their diagnostic quiz to work through a realistic case study that best matches their situation. Attendees will then collaborate to determine the best plan for driving sales force effectiveness through training and development for their specific case study, including how to define, build, measure, and communicate the quality of training for their fictional department.
This workshop will help attendees understand how to develop a plan to drive sales force effectiveness given their specific situation, with an emphasis on measuring and communicating the impact of training to define priorities and drive resource allocation decisions for future training. Delegates attending this workshop will learn to:
- Profile their unique situation in order to assess where their department stands in defining, building, measuring, and communicating the quality of training provided
- Develop a plan for driving sales effectiveness through training and development
- Create a training effectiveness briefing document to guide structured dialogue in order to communicate the quality of training to key stakeholders, leading to better prioritization and resource allocation decisions
- Develop an effectiveness action plan relevant to their organization for training and development
Leveraging a Continuum Approach to Build Sustainable Training Programs
John Bye, Vice President, Sales Practice, Campbell Alliance
Bill Ahern, Senior Director, Learning and Development, Bristol-Myers Squibb
During this workshop, attendees will engage in a collective discussion regarding their efforts to build effective and sustainable trainings for both new and tenured roles in this ever-changing environment, including tactics employed and the level of success or lack of success achieved. Attendees will also examine for new and tenured roles best practices for building a learning continuum, and obtain a strategic training development process to help guide new training initiatives, through:
- Gaining buy-in through pre-training communication
- Building skills and knowledge through comprehensive trainings
- Helping key concepts stick through application training that mimics that which they do on a daily basis
- Examining knowledge and skills through documentation
- Providing managers with the tools to conducting ongoing inspection to ensure uptake and application in the field.
Feature Articles
Sales Force of the Future: Driving Effective Sales Training in the Era of the Fading Blockbuster - SPBT's FOCUS Magazine
George Schmidt, Senior Vice President of the Sales Practice, discusses the impact of the current pharma and biotech landscape on sales forces and Training & Development departments....
George Schmidt, Senior Vice President of the Sales Practice, discusses the impact of the current pharma and biotech landscape on sales forces and Training & Development departments....
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