DAY ONE | WEDNESDAY, MARCH 27

7:30 REGISTRATION & WELCOME COFFEE

8:20 CHAIRPERSON’S OPENING REMARKS

8:30 PRACTICAL STRATEGY FOR MAXIMIZING REMOTE TRAINING THROUGH ENHANCED STRATEGIES & TECHNOLOGY
With the challenge of keeping sales reps in the field all while providing ongoing training, professionals increasingly implement remote and virtual strategies within the curriculum. While evolving technologies tailored specifically towards enabling virtual meetings and online course delivery promise efficient results, trainers are confronted with the complex task of identifying topics that are clearly applicable to the remote setting, all while ensuring participants will still feel engaged even though not in the same room as the trainer and fellow reps. Cost-saving opportunities are additionally of high interest to trainers pursuing virtual training endeavors, provided the strategy is thoughtfully structured and the most applicable technology is selected.

Michael Sullivan, Senior Manager, Sales Training, ALK

 

9:15 EXCHANGE GROUPS: PRACTICALLY ADAPTING TO CHANGING LEARNING STYLES – FOCUS ON BITE-SIZE DELIVERABLES
With the ever-growing time constraints and limitations faced by field sales reps, alongside evolving learning styles geared towards readily accessible and swift content, bite-size content development continues to trigger interest from modern training professionals. Trainers seek insight into proven strategies for breaking down dense reading materials into smaller units for maximum content absorption, while also ensuring that the overall program remains comprehensive. Via a highly interactive format dedicated to exchanging strategies with peers in small groups, solutions will be debated to ultimately unveil practicable and efficient approaches to the topic’s underlying challenges.

Kristin Page, JAZZ PHARMACEUTICALS

Andy Holder, AMGEN

Tiffany McMacken, AVANIR PHARMACEUTICALS

 

9:45 COFFEE & NETWORKING BREAK

 

10:15 MASTERING CLINICAL COMPETENCE WITH CONFIDENCE
Innovative new drug therapies are being approved by the FDA in record numbers, with a modest number of these approvals representing new biotech companies undergoing commercialization, a number stemming from co-development agreements between two organizations and others yet from well-established, larger pharmaceutical companies. Regardless of the size and history of the company, new drug therapies have novel MOAs, rigorous data and complex disease states which demand a thorough assessment of your training strategy to ensure clinical competence. This interactive session will feature a relevant oncology training case study, followed by discussion of best practices for creating engaging clinically relevant blended learning solutions that immerse learners in the complexity of the disease and the impact of precision medicine.

Scott Payton, PhD, Sr. Vice President and Medical Director, AXIOM

Mary Costanzo, MSN Ed. BSN RN, Clinical Oncology Training Director, AXIOM

 

11:00 EXCHANGE GROUPS: EVOLVING METHODS FOR ADDRESSING DIVERSE GROUPS OF LEARNERS
With a large diversity of ages, professional backgrounds and levels of seniority among sales professionals in pharmaceutical organizations, trainers face the critical challenge of developing content that resonates with many different learning styles. While much attention has been paid to the unique factors in addressing millennial learners, underlying complexities persist in tailoring and concurrently delivering content to multiple age groups and levels of experience. Through this interactive peer-to-peer sharing format, participants are given the opportunity to engage in strategy exchange and brainstorming pertinent to the two most prominent challenges in training a disparate sales force, switching from one topic to the other mid-session.

Part 1: Training multi-generational sales reps

Part 2: Training varying levels of seniority & experience

Frank Salley, GRIFOLS

Susan Velani, PHARMACYCLICS, AN ABBVIE COMPANY

 

11:30 FULFILLING ADVANCED & JUST-IN-TIME TRAINING NEEDS OF MEDICAL SCIENCES LIASIONS
Based on the increasingly visible internal and external roles that MSL teams play in biopharmaceutical organizations, the need to provide in-role MSLs with continuing education is significant. Many training departments have already built partnerships with MSL teams and are now providing onboarding training. This session features strategies and tactics that will support learning in a virtual environment, with an emphasis on the innovative ways in which technology is playing a critical role in offering interactive advanced scientific knowledge training.

  • Diagnostic tools for identifying MSL training needs
  • Advancing learning capability of MSLs
  • Exploring innovative virtual learning experiences
  • Demonstrating impact of MSL training programs

Cassandra Hartman & Karen Snovel
SYNEOS HEALTH

 

12:15 LUNCHEON FOR ALL PARTICIPANTS

 

1:30 PANEL: INCORPORATING PRODUCT REIMBURSEMENT KNOWLEDGE INTO THE SALES TRAINING CURRICULUM

  • Providing location-specific public & private health plan training
  • Training reps as educators on the prior authorization process
  • Developing managed markets business acumen in the sales force
  • Structuring an impactful curriculum to address timely changes

Denise Lusnia, OTSUKA

Robert Shea, EISAI US

Maria Zuza, SANOFI

 

2:15 DATA-DRIVEN APPROACH TO PERSONALIZED LEARNING & COACHING
Now and in the future, sales training teams will depend on data and technology to target learning based on individual and organizational needs. The application of a data-driven approach can help take the guesswork out of developing a personal learning plan to improve performance. Through an easy to implement web-based platform, a sales representative and manager can work together to identify specific competencies and skills for rep development and then rely on the system to proactively assign appropriate learning programs. Tracking of participation and progress allows for ongoing coaching opportunities for the manager and beneficial analytics for the sales training team and senior leadership.

John Worobey & Chris Booth
SIGNATURE LEARNING & DEVELOPMENT

 

2:35 PANEL: BALANCING EXECUTIVE MANAGEMENT EXPECTATIONS WITH REAL-WORLD SALES REP NEEDS
In the rapidly-changing industry, misalignment often exists between the organizational hierarchy’s training requirements and the sales force’s needs to continue to drive productivity. While executive leadership may request that a training focus on certain areas deemed of timely importance, trainers often conversely identify different points to address within the curriculum to fill in knowledge gaps. Sales trainers therefore face the complex task of balancing conflicting perspectives, managing expectations and demonstrating value to stakeholders in prioritizing differing content.

Brenda Marshall, BAXTER HEALTHCARE CORPORATION

Tiffany McMacken, AVANIR PHARMACEUTICALS

Rosemarie Paulus, INDIVIOR

 

3:15 COFFEE & NETWORKING BREAK

 

3:45 EXCHANGE GROUPS: OVERCOMING CHALLENGES IN RAPIDLY DELIVERING TRAININGS WITH LIMITED BUDGET
Although learning and development teams across the pharmaceutical industry commonly experience budget and personnel cut-backs, the ongoing need to deliver new trainings with very tight turnaround times remains unchanged. This session features peer-to-peer exchange of practical ideas for strengthening the overall training strategy, taking into account budgetary and staff shortage challenges, to ultimately meet the ongoing demand for rapid output of quality training events and materials.

Nicole Ralston, JANSSEN PHARMACEUTICALS

Michael Sullivan, ALK

 

4:15 AUGMENTED REALITY AND VIRTUAL REALITY SHARED TRAINING EXPERIENCES
With the rising costs of offsite meetings, organizations are providing fewer opportunities for learners to interact with one another and develop personal contacts and bonds. At the same time, organizations continue to value these interactions as they create a culture of teamwork and learning. Virtual Reality (VR) promotes shared learning for participants at distant locations by immersing them in a common environment, fostering a culture of personal interaction and shared learning. Augmented Reality uses 3D technology to bring learning to life and allows learners to break down complex equipment, processes, or anatomy into manageable pieces that groups can analyze together.

Sean Purcell, TIPPING POINT MEDIA

 

4:35 PANEL: OPTIMIZING PULL-THROUGH BY ENGAGING SALES MANAGERS IN THE LEARNING PROCESS

  • When to get sales managers engaged in training
  • Value of field contact reports in assessing training impact
  • Transforming managers into knowledge retention drivers
  • Balancing accountability for field sales performance

Kristin Page, JAZZ PHARMACEUTICALS

Nicole Ralston, JANSSEN PHARMACEUTICALS

Rosemarie Paulus, INDIVIOR

Cindy La Forest, AVANIR PHARMACEUTICALS

Brian Lange, PERIM CONSULTING

Jeff Ainsworth, ACTO

Derek Lundsten, SCRIMMAGE

 

5:20 CLOSING REMARKS & DAY 1 CONCLUSION

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