Day One Agenda
Wednesday, January 24

8:00   REGISTRATION & WELCOME COFFEE

8:50   CHAIRPERSON’S OPENING REMARKS

9:00   OPENING ICE BREAKER: BUILDING NEW CONTACTS, AND SHARING BACKGROUNDS WITHIN THE SALES TRAINING & DEVELOPMENT COMMUNITY
The opening ice breaker will kick-off the event with an opportunity for all participants to move around the conference room and meet new delegates by engaging in short and targeted discussions. In this interactive session, participants are encouraged to meet with peers from different companies and briefly share insight into professional backgrounds, shedding light on the diversity of profiles in the participating audience and kicking off the program networking platform with an opportunity to build new contacts at the very start of the event.

9:30   INCREASING THE EFFECTIVENESS OF FIELD SALES TRAINING PROGRAMS
Part 1 – Case Study: Outlining Key Criteria to Foster an Environment of Training Excellence
The success of field sales training programs begins by carefully selecting qualified medical device sales trainers and providing tools and resources to manage an increased workload. Participants will be given insight on the best practices to ensure sales trainers deliver efficient field support while maintaining current sales duties.
• Characteristics of optimal sales trainers and ability to evolve
• Utilizing mobile field training tools and technology effectively
• Ensuring adaptive training styles from new hires to seasoned reps
• Continuous improvement mechanisms via training evaluation
Tracey Nelson, Sales Training Manager
DIASORIN INC

10:15   COFFEE & NETWORKING BREAK

10:45   Part 2 – Evaluating the Effectiveness of Field-Based Training Programs
Evaluating training effectiveness shows how useful current training offerings are and how you can improve them. In this session, participants will learn strategies for developing in-depth content to dissect trainee retention and satisfaction, continuous expansion of training curricula, and practical steps to increase your return on investment.
• Evaluating logistics for effective training
        » Territorial factors
        » Costs considerations
• Best practices in training evaluation formats and technology
• Ensuring a high level of replies from trainees
• Closing the loop: Updating programs in light of feedback
Michele Young, Sales Operations Coordinator
KESTRA MEDICAL

11:30   ROUND TABLE LEARNING EXPERIENCE – WINNING AGAINST THE COMPETITION: HELPING YOUR TEAM LEVERAGE YOUR UNIQUE CAPABILITIES TO DIFFERENTIATE IN A COMPETITIVE MARKET
When most products are introduced, there is a similar pattern followed. Product training takes place and marketing collaterals are provided to the sales team. Most of the training is focused almost exclusively on product details, explaining how the product is different and better than the competition. In this interactive workshop, we will introduce a tool called the Competitive Snapshot®, a tool that is designed to help salespeople identify the decision criteria their customers are using to compare them against the competition and explore ways to leverage those unique differences only their solution provides.
Steve Gielda, Principal Partner
IGNITE SELLING

12:15   LUNCHEON FOR ALL SPEAKERS, SPONSORS & ATTENDEES

1:15   TECH DEMO: LIVE PRODUCT DEMONSTRATION
This interactive session will showcase the optimized use of online learning platforms and place participants in the position to learn directly through the live experience. Based on continued demand from industry executives, this 15-minute demonstration will be delivered to the entire audience providing an unparalleled opportunity to drive attendees to learn more about products and services.

1:30   INTERACTIVE WORKSHOP AND DISCUSSION – EMPOWERING SALES LEADERS TO BE EFFECTIVE COACHES
Effective coaching at the field level has the potential to enhance performance, increase engagement and maximize learning retention. Join this interactive discussion where we’ll explore how to integrate coaching tools into your learning engagements and empower sales leaders with skills they can immediately put into practice.
• Benefits to effective coaching as a manager
• Everyday coaching strategies and techniques
• The use of tailored tools for business efficiency
• Coaching framework and methodology for use
Kelley H Westbrook, Director, Sales Training & Development
STRYKER

2:15   INTERACTIVE WORKSHOP – MASTERING PRESENTATION SKILLS TO BEST POSITION VALUE PROPOSITIONS IN MEDICAL DEVICE SALES
With effective storytelling, sales reps can create memorable scenarios that reinforce product value in the customer’s mind. This session will walk participants through the process of identifying the right selling approach in sales organizations that will create a lasting impact.
• Selecting best selling methodology
• Approaches to taking data and turning it into stories
• Turning value proposition into compelling narratives
• Methods to engage customers virtually and in-person
Mark Molinar, Territory Manager
MICROTRANSPONDER, INC
Jennifer Imerini, Director, Field Clinical Operations and Training
KESTRA MEDICAL

3:00   COFFEE & NETWORKING BREAK

3:30   TECH DEMO: LIVE PRODUCT DEMONSTRATION
This interactive session will showcase the optimized use of online learning platforms and place participants in the position to learn directly through the live experience. Based on continued demand from industry executives, this 15-minute demonstration will be delivered to the entire audience providing an unparalleled opportunity to drive attendees to learn more about products and services.

3:45   BOLSTERING SUCCESS BY SHIFTING FROM SALES TRAINING TO SALES ENABLEMENT AND STAKEHOLDER VALUE
• Delineating the differences between sales training vs sales enablement
• Creating a culture focusing more on product value than sales results
• Building robust stakeholder value via:
        » Sales and marketing collaborations
        » Integrating customer feedback into the value pitch
• Mapping an ecosystem and pathway to target steady revenue enablement
Jeanne Farley, Senior Manager, Global Sales Skills/Methodology Training
QUIDELORTHO
Leslie Baran, Director of Global Learning & Development
QUIDELORTHO

4:30   FIRESIDE CHAT: GEN Z AND SALES: CHANGING THE LEARNING CULTURE AND TRAINING THE NEXT GENERATION OF SALESPEOPLE
For Gen Z, learning the art of building relationships can be challenging. In this session, participants will learn how to effectively teach and engage this generation to produce first-class results.
• Assessing the shifting landscape of education
• Unveiling and leveraging what drives Gen Z
• Tips for younger generations in device sales
         » Hands-on training
         » Rapport building and soft skills
         » Retention strategies
• Time and budget considerations
• Assembling specific curriculums and agendas
Jeanne Farley, QUIDELORTHO
David Bailey, KESTRA MEDICAL

5:00   Closing Remarks & End of Day 1

Day Two Agenda
Thursday, January 25

8:00   REGISTRATION & COFFEE

8:20   CHAIRPERSON’S OPENING REMARKS

8:30   UTILIZING TECHNOLOGY FOR ADVANCED AND EFFECTIVE TRAINING – Learning Technology Scavenger Hunt
Halfway between gamification and a team building activity, this exclusive scavenger hunt will get the audience running around the conference room in small groups to collect clues relevant to a specific learning technology on display in the exhibitor hall. Each team has limited time to gather all necessary information, and guess which tech fits the description, creating a highly engaging and competitive learning environment, all while discovering more about cutting-edge solutions for training programs.
Ready, set, GO!

9:00   CLINICAL SKILLS AND SALES SKILLS: TOOLS TO MASTER THE FOUNDATIONS OF MEDICAL DEVICE SALES PROFESSIONALS
The two primary skills of medical device sales reps include both clinical and sales skills. Yet at times, individuals are more equipped in one area than the other. Understanding the need for both sets, this interactive workshop will provide a unique opportunity for participants to work in small groups and design a balanced course with sufficient focus on both areas, taking into account sales reps’ level of knowledge, time management, most relevant modules to include and more.
Brian Beard, Senior Manager, Training (Surgical)
BIOVENTUS
David Brin, Senior Director Learning Strategy & Operations
GE HEALTHCARE 

9:40   GROUP DISCUSSION: WORK ETHIC AND THE KEYS TO SUCCESS IN SALES
• Assessing hard work, goal setting, and success
• Common hindrances to work ethics in sales
• Challenges and resolutions with Generation Z
• Financial, promotion, and recognition benefits
• Best practices in training effectiveness and work ethic
Alisa Brill, VP, US Sales & Practice Development
TRACEY TECHNOLOGIES

10:20   COFFEE & NETWORKING BREAK

10:45   TECH DEMO: LIVE PRODUCT DEMONSTRATION
This interactive session will showcase the optimized use of online learning platforms and place participants in the position to learn directly through the live experience. Based on continued demand from industry executives, this 15-minute demonstration will be delivered to the entire audience providing an unparalleled opportunity to drive attendees to learn more about products and services.

11:00   GROUP DISCUSSIONS: COMPANY SIZE-SPECIFIC APPROACH TO OPTIMIZING THE APPLICATION OF LEARNING TECH
From large to mid-sized and smaller device manufacturing organizations, budgets allocated to training as well as trainer resources greatly vary. To efficiently dive into each company size’s challenges and learn from peers, the session enables the audience to break into three groups and engage with fellow participants, to share experience and solutions not only to select relevant tech that fits the budget, find the right balance between too little and too much technology, but also maximize the integration of the tool into the training curriculum and leverage its full potential.
• How to leverage technology to everyday application
• Generational learning and varying training style to individuals
• How technology has made life easier for learning and training
GROUP 1 – Small companies (<50)
GROUP 2 – Mid-sized companies (>51 to <200)
GROUP 3 – Large companies (>201)
Tim Kingsford, Associate Director, Learning Innovation & Technology
BAXTER INTERNATIONAL INC.

11:40  HOW TO WALK THE QUALITY AND REGULATORY COMPLIANCE TIGHT ROPE AS A SALES PROFESSIONAL
• Importance of the IFUS and surgical technique guides
         » Real world comparisons
         » Actionable steps when discovering differences
• Strategies to handle questions from doctors about off label usage
Ann Vu, Senior VP, Regulatory Affairs, Quality Assurance and Clinical
ZIMVIE

12:20   LUNCHEON FOR ALL SPEAKERS, SPONSORS & ATTENDEES

1:20   LEARNING, RECOLLECTION, & APPLICATION: HOW TO INCREASE KNOWLEDGE RETENTION FOR TEAMS
From new hire training to senior development training, teams must continue to expand product and skills knowledge. It is important for trainers to deliver effective and engaging training methods to increase retention in sales representatives.
• Developing streamlined product knowledge curriculum
         » Presenting “bite-size” segments
         » Pre and post strategies for retention
• Product knowledge training methods for higher retention
• Tools and resources for communicating product benefits
Laura Rand, Director, Sales Training and Development
STRYKER

2:00   PANEL DISCUSSION: PRODUCTS THAT MAKE A SPLASH: TRAINING SALES REPS FOR NEW PRODUCT LAUNCHES
Sales reps need to be armed with information and skills needed to make new products a success in the market. This session will highlight the components that form a significant part of new product training programs.
• Approaches to making product launches compelling
• Addressing objections that arise during the sales cycle
• Understanding key influencers and decision criteria
• Transforming key initiatives related to product launches
• Challenging reps’ assumptions and finding solutions
• Reinforcing role of sales team beyond selling
Laura Rand, STRYKER
Khaudeja Bano, AMGEN
Mike Monroe, KESTRA MEDICAL

2:40   TOOLS TO CREATE A ROBUST SALES STRATEGY IN 4 HOURS
This session will engage Medical Device leaders and key stakeholders in developing a robust sales strategy using a hands-on approach to leverage a creative blend of tools with the strategic needs of the organization. The innovative nature of this approach breathes new life into the tried-and-true standards for developing a robust strategy that is fast, focused, fun and sustainable. Participants will leave with physical and electronic tools and templates that can be used immediately.
• Identify and categorize causal factors using a rapid performance analysis
• Predict strategic direction and actions using a modified SWOT analysis
• Isolate key behaviors critical to fuel the desired results with impact
• Assess the appetite for change with stakeholders using culture pulse
Kery Mortenson, Co-Founder
PERFORMANCE JOURNEY PARTNERS

3:20 Closing Remarks & End of Day 2