10TH ANNIVERSARY MEDICAL DEVICE AND DIAGNOSTIC TRAIN THE TRAINER SUMMIT

MARCH 30-31, 2017 | NEW ORLEANS Download AgendaRegister Now

DAY ONE | THURSDAY, MARCH 30

ALL ACCESS DAY: All registered attendees are free to participate in both tracks. Please choose which sessions are of most interest to you!

8:00 REGISTRATION, EXHIBITION & MORNING COFFEE

SALES TRAINING AND DEVELOPMENT

8:45 CHAIRPERSONS OPENING REMARKS
FUSION LEARNING

9:00 CAPITALIZE ON ADULT LEARNING CONCEPTS IN CURRICULUM DEVELOPMENT AND DESIGN

  • Real-time example of integrating adult learning into training program
    • Analyze unique end-user learning style
    • Combine visual, auditory, and learning approaches
    • Methods & materials most appropriate for adult learner
  • Active learning to enhance recall, synthesis & problem-solving
  • Adult-learning principles that encompass change

Steve France, Senior Sales Representative, SAGE PRODUCTS

 

9:45 INSPIRE LEARNERS TO DRIVE RESULTS: DISCOVER THE PERFORMANCE COACHING REVOLUTION
Why does coaching fail? What do learners want? What can I do to help my managers? The answers to these questions, and the path to lasting change in your performance coaching, depends on how you inspire learners to drive results using revolutionary tools available. During this highly-interactive learning session, you will be able to discuss and identify the challenges associated with coaching in today’s complex work environment. Imagine a world in which you can inspire and leverage your sales managers to help sales teams meet objectives by providing them with a revolutionary solution that is convenient, cost effective and efficient. Here, you will learn from a real-life case study from facilitators who have been in your shoes on how to create a culture of development and sustainable results.

Scott Van Almen, Sales Performance Consultant, MATRIX ACHIEVEMENT GROUP
Formerly with NUVASIVE

Dustin Talbot, Performance Consultant, MATRIX ACHIEVEMENT GROUP
Former Director, Sales Training & Education, BIOTRONIK

CLINICAL TRAINING & EDUCATION

8:45 CHAIRPERSONS OPENING REMARKS

9:00 MASTER CLASS: UTILIZING ADULT LEARNING AS THE FOUNDATION FOR CLINICAL EDUCATION

  • Adult learning methods most appropriate for clinical training
    • Models to appeal to varied levels
    • Tools for assessing trainees prior to a course
    • Engaging and motivating learners for success
  • Measuring the impact of adult learning methods on training
  • Processes for matching the appropriate level and competency

Dave Reveley, Senior Director, Global Surgeon Education, NUVASIVE

 

9:45 APPLYING ADULT LEARNING THEORIES TO IMPROVE RETENTION OF CLINICAL EDUCATION PROGRAMS

  • Best practices for making learning stick beyond the classroom
  • Motivating the learner to adapt and change procedures
  • Adult learning theory review & application exercise
  • Group share & perspective on making learning stick “flipped classroom” style

Anne Gazda, Regional Manager, Clinical Training & Education
BARD MEDICAL CRITICAL CARE

10:30 COFFEE & NETWORKING BREAK

11:00 TEACHING MANAGERS TO CHALLENGE THEIR REPS THINKING TO EXPEDITE THE SALES PROCESS
In today’s competitive healthcare market, sales reps need to develop tactical and strategic plans to help move a potential customer through the sales process in the most effective and efficient manner. It’s the job of the Sales Manager to help the reps build these plans. Unfortunately, many Sales Managers don’t adequately challenge their reps in a way that helps them think differently about an opportunity. During this experiential workshop, you will learn the Ignite Selling 3D Coaching Model. This 3D Coaching Model will help your Sales Managers to:

  • Stop asking questions that simply “test” their reps understanding or assess a situation
  • Challenge their rep’s common assumptions that might delay a customer to act
  • Drive opportunities through your sales process in a more effective and efficient manner
  • Develop alternative strategic actions sales reps wouldn’t have developed on their own

Steve Gielda, President, IGNITE SELLING

11:00 THE SCIENCE BEHIND BODY LANGUAGE: CONSIDERATIONS & CONCEPTS FOR CLINICAL TRAINING
In a world so focused on the words we say, most people are missing out on how we say those words, the nonverbal behind the verbal. You have the ability to harness the power of nonverbal communication, to revolutionize the way you present yourself, to change the way you approach interactions and to utilize a unique skill set to become the best version of yourself.

  • Gain powerful insight into using body language read learner/HCPs
  • Learning science-backed body language do’s and don’ts for instructors and trainers
  • Optimize your first impression and build rapport with colleagues and customers

Shelly O’Donovan, Corporate Speaker, Executive Coach, Certified Body Language Trainer
ILLUMINATE THE MESSAGE, LLC formerly with GSK

12:30 LUNCHEON FOR ALL ATTENDEES

1:45 WORKSHOP:
STAKEHOLDER MANAGEMENT & ORGANIZATIONAL ALIGNMENT: EXECUTING STRATEGY ACROSS AN ORGANIZATION
One key contributor to a successful company is alignment, not only of sales and marketing but across the organization where in coordinated effort, multiple department’s teams work together to achieve the ultimate goal: revenue. A candid discussion including how to engage and align with the wide variety of stakeholders involved in training and educating sales staff. Learn and share best practices surrounding building a training program that is flexible and inclusive.

  • Examine where training functions sit within our organizations
  • Establish pros and cons for variations in structural alternatives
  • Best practices to manage stakeholders across our businesses

Nick Fifield, Former Sales Training Manager, A/NZ, ZIMMER BIOMET

Greg Caesar, Director, Sales Training, ENTELLUS MEDICAL, INC.

1:45 MASTER CLASS:
BUILDING VALUE TO GET A SEAT AT THE TABLE: BRANDING YOUR CLINICAL EDUCATION FUNCTION
Medical and clinical education plays a key function in the support of commercial products, typically through use of key opinion leaders and clinical evidence. How clinical training and education teams communicate, collaborate and drive value is vital to the overall success and contribution to the business strategy.

  • Review what others have done to brand themselves
  • Best practices & lessons learned: What has worked & what has not
  • Who should be involved in the branding process?
  • Share the positive results from a successful branding

Phillip B. Modesti, MS, Sr. Director, Medical Education, Breast and Skeletal Health Solutions
HOLOGIC

 

2:30 CASE STUDY: ESTABLISHING A CONSISTENT AND COMPLIANT CLINICAL TRAINING MESSAGE

  • Methods for establishing a consistent clinical training message
  • Streamlining message and training delivery to ensure compliance
  • Trainer the trainer processes for practicing message delivery
  • Evaluate Training to confirm compliance and competency
  • Launching a consistent clinical training message globally

Sheila Stevens, Global Training Mgr., ABBOTT MEDICAL OPTICS

3:15 COFFEE & NETWORKING BREAK

3:45 WORKSHOP:
HANDLING OBJECTIONS TO MOVE THE BUSINESS FORWARD
How a sales professional handles client objections during the sales process can make or break a deal. Join us for a highly experiential session that will combine rehearsal, technology, coaching and discussion to help you enable your team to:

  • Manage client pushback by empathizing with the source of the objection
  • Use effective objection handling model to overcome the obstacle
  • Deliver difficult messages in a way that preserves relationships

THE ARIEL GROUP

3:45 WORKSHOP: STRATEGIES TO MAXIMIZE LEARNER ENGAGEMENT IN CLINICAL EDUCATION

  • Activities and assignments that motivate HCPs to learn
  • Integrate emotionally-driven content
  • Providing feedback to allow adult learners to learn from mistakes
  • Emphasizing the real-world clinical benefits
  • Keep cognitive overload in mind when creating content
  • Create deliverables that can be completed quickly and conveniently

Jason Leigl, VP, Professional Services, Training & Education, GLOBUS MEDICAL

Liz Cumby, President & Founder, CUMBY CONSULTING
Former Director of Professional Education at BAXANO

5:15 CONTINUE THE CONVERSATION: NETWORKING & COCKTAIL RECEPTION

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