Day One Agenda
Wednesday, January 24

8:00   REGISTRATION & WELCOME COFFEE

8:50   CHAIRPERSON’S OPENING REMARKS

9:00   GROUP DISCUSSION: USING TECHNOLOGY TO MITIGATE CHALLENGES OF MEDICAL EDUCATION
The infusion of technology in medical education presents both advantages and challenges. Technologies like E-learning, AR/VR, and Digital Content enhance the learning experience for healthcare professionals, offering flexibility, immersive experiences, and diverse resources. However, challenges such as limited interaction in E-learning and high implementation costs in AR/VR exist. Hands-on learning provides practical skill application but demands resources. Innovative strategies like mentorship programs address unique learning needs. Engaging in interactive discussions and sharing experiences with peers empower professionals to gain valuable insights in this ever-evolving landscape.
Paul Khait, Head of Global Training, Education & Market Enablement
PHILIPS

10:00   PLENARY GROUP DISCUSSION: IMPROVING THE TRAINING CURRICULUM TO ENSURE HEIGHTENED CONTENT RETENTION
• Best practices for content retention in adult learning
• Measuring the effectiveness of the training method
• Equipping learners with mobile tools to enable continued education
• Successful avenues to track learning outcomes
• Practical examples of program adjustment to ensure adherence
Laura Brady, Clinical Education and Training Specialist
LENSAR

10:45   COFFEE & NETWORKING BREAK

11:15   PLENARY GROUP DISCUSSION: TIPS & TRICKS FOR SUCCESSFULLY MEASURING ROI OF CLINICAL TRAINING COURSES
• Metrics to accurately calculate financial outcomes post-training
• Optimal timeframe to measure a curriculum’s return on investment
• Utilization of control groups to demonstrate overall business impact
Jennifer Mussabini, Senior Manager, Medical Education
TERUMO MEDICAL CORPORATION
Cher Pastore, Senior Manager, Clinical Education
DEXCOM

12:00   PLENARY GROUP DISCUSSION: NAVIGATING CHALLENGES WITH REMOTE LEARNING & SHARING LESSONS TOWARDS SUCCESS
Crafting compelling content for remote delivery requires a keen understanding of how to captivate an online audience. It involves not only the creation of informative material but also employing strategies to maintain engagement. In the digital age, these skills are integral to the success of educational and training initiatives delivered through remote means. By engaging with peers, participants in the session are given the opportunity to exchange ideas and solutions to common hurdles in the remote learning world.
Amanda Sheffield, Clinical Education Digital Content Manager
TERUMO MEDICAL CORPORATION

12:45   LUNCHEON FOR ALL SPEAKERS, SPONSORS & ATTENDEES

1:45   PLENARY GROUP DISCUSSION: PRACTICAL APPROACH TO ACCOMMODATING TRAINING SCHEDULES IN ACCORDANCE WITH HOSPITAL WORKFLOWS
• Gaining a clear view of the care facility workflow & organization
• Proactively planning training in a timely manner with hospitals
• Ensuring streamlined communication with facilities & trainees
• Best practices in the case of last-minute schedule adjustments

2:30   PLENARY GROUP DISCUSSION: EFFECTIVELY MANAGING BUDGET LIMITATIONS WHILE CREATING SUCCESSFUL LEARNING
The challenge of creating impactful training while managing budget constraints has become increasingly vital. This predicament compels training managers to be resourceful and efficient in allocating budgets. Prioritizing the best learning techniques, such as eLearning, interactive workshops, or mentorship programs, is essential. By engaging in interactive group discussions and sharing experiences and lessons learned directly with peers, professionals can acquire fresh insights and knowledge.
Chris Cavanaugh, Clinical Education Manager
RYMED TECHNOLOGIES

3:15   COFFEE & NETWORKING BREAK

3:45   STRATEGIC APPROACH: EMBEDDING HCP EDUCATION IN AN OMNICHANNEL FRAMEWORK
• Omnichannel integration for engaging HCP education
• Diverse content delivery: webinars, social media, email & events
• Trust in building through consistent, accessible hcp education
• Brand as valuable source, offering trustworthy solutions
Sarah Ehlers, Medical Science Liaison
DEXCOM
Cher Pastore, Senior Manager, Clinical Education
DEXCOM

4:30   PLENARY GROUP DISCUSSION: OPTIMIZING HCP TRAINING TIME BY DEVELOPING EFFICIENT CURRICULUM
• Proactively addressing & accounting for time constraints with trainees
• Considering bytesize & microlearning applicability to the program
• Developing impactful content relative to available time for training
Rachel Wagner, Senior Physician Training Specialist
BOSTON SCIENTIFIC

5:15   Closing Remarks & End of Day 1

Day Two Agenda
Thursday, January 25

8:00   REGISTRATION & COFFEE

8:20   CHAIRPERSON’S OPENING REMARKS

8:30   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

9:15   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 

10:00   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

10:45   COFFEE & NETWORKING BREAK

11:00   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

11:40   HOW TO WALK THE QUALITY AND REGULATORY COMPLIANCE TIGHT ROPE AS A TRAINING 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 Vice President, 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   INTERACTIVE WORKSHOP AND DISCUSSION – EMPOWERING 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

2:40   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, Senior Manager, Training Effectiveness
BAXTER HEALTHCARE

3:20  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

4:10  CLOSING REMARKS AND END OF DAY 2