Semi-Annual Medical Device and Diagnostic Sales Training and Development Conference

October 1-2, 2020 | San Diego, CA | Virtual Event

December 10-11, 2020 | Charlotte, NC

 

DAY ONE | TUESDAY, MARCH 31

8:00 REGISTRATION & WELCOME COFFEE

8:50 CHAIRPERSON’S OPENING REMARKS

9:00 OPENING TEAM BUILDING ACTIVITY
This interactive ice breaker will open the event with an opportunity for all participants to move around the conference room with the goal of meeting other delegates, speakers and sponsors. All conference attendees will be provided on-site with instructions for this opening activity and are encouraged to complete the outline team building activity through collaboration with industry peers.

 

9:30 VANTAGE POINT CASE STUDY PRESENTATION

 

10:15 COFFEE AND NETWORKING BREAK

 

10:45 UTILIZING LEARNING MAPS FOR EFFECTIVE SALES TRAINING CURRICULUM

  • Needs analysis for prioritizing training curriculum
    • Live classroom
    • Virtual training
    • 1-on-1 support
  • Allocating resources for training support
    • Training technology
    • Internal support
  • Idea mapping for key learning opportunities

Tom Griffin, Senior Director, Commercial Strategy and Execution, ENDOLOGIX

 

11:30 SMALL GROUP DISCUSSION: EFFECTIVE UTILIZATION OF COMMON SALES METHODOLOGIES
Driving consistent revenue requires an effective sales process, as medical device sales reps quickly transition prospects to customers through various opportunities and interactions. Sales methodologies such as Challenger, SPIN or Solution-Based selling are common methods utilized in the medical device industry; however, organizations continue to individualize the sales process in order to stand out in the competitive marketplace. While opinions vary on which technique is best, especially in today’s evolving healthcare market, sales trainers can utilize key principals of common techniques to create a unique sales methodology addressing the organization’s needs.

GROUP ONE: Noah Ruden, NUVASIVE

GROUP TWO: Amy Lemire, ICU MEDICAL

GROUP THREE: Laura Rand, STRYKER

 

12:30 LUNCHEON FOR ALL SPEAKERS, SPONSORS AND ATTENDEES

 

2:00 STRATEGIES FOR INCREASED SALES REP UTILIZATION OF DIGITAL AND TECHNOLOGY TRAINING AVENUES

  • Strategies for rolling out new training technology options to reps
  • Highlighting the personal and professional impact of new technologies
    • Increased results in sales operations
    • Ease of access to training programs
  • Garnering buy-in for new training programs from key leadership

Noah Ruden, Director, Global Sales Training, NUVASIVE

2:45 SMALL GROUP DISCUSSION: CONDUCTING NEEDS ASSESSMENTS TO DETERMINE TECHNOLOGY GAPS
The availability of new and innovative technologies that bring increased levels of access and interactivity to training programs is an avenue that sales trainers are continually explore how to best integrate into current programs. As the investment in certain technologies and the time to launch new programs can be costly and time consuming, it is critical to ascertain through training program evaluation and assessment where the implementation of new technologies can offer the greatest impact and showcase strong results in sales rep training. These small group discussions will allow attendees to collaboratively brainstorm with training peers best practices for performing thorough technological needs assessments.

GROUP ONE: Anne Lindley Kumlin, DJO GLOBAL

GROUP TWO: Tony Ringelstein, ZOLL MEDICAL

GROUP THREE: Jordan Tut, INTUITIVE SURGICAL

2:45 COMMUNICATION SKILLS FOR THE MEDICAL DEVICE SALES REPRESENTATIVE
Across the medical device industry, executives agree the first step in building a successful commercial sales group is ensuring the foundations of salesmanship are mastered and utilized in every sales conversation. As the number of sales representative’s increase, and as individuals come from various backgrounds and experience, sales trainers are now challenged to devote time and resources toward the development of perfecting salesmanship fundamentals.

INTERACTIVE ACTIVITY: ROLE PLAY SCENARIOS FOR MEDICAL DEVICE SALES TRAINERS
Attendees will be split into groups to interact with peers through a role play scenario given by the session facilitator. The goal of this session will be to utilize key takeaways from the communication session to practice role play training scenarios and communicate feedback effectively.

Delaney Kepple, Senior Sales Training Specialist, BOSTON SCIENTIFIC

3:30 COFFEE AND NETWORKING BREAK

4:00 PANEL: CHANGE MANAGEMENT FOR NEW MEDICAL DEVICE SALES TRAINING TECHNOLOGY

  • Redesign sales training curriculum to incorporate new technology
  • Planning new technology rollout to medical device sales force
    • Working with customer success team
    • Training and adoption timeline
  • Analyze adoption success rates across sales team

Anne Lindley Kumlin, DJO GLOBAL

Christine Sullivan, MTF BIOLOGICS

Tom Griffin, ENDOLOGIX

 

4:45 SHOWCASING TRAINING RESULTS FROM THE EMPLOYMENT OF NEW TECHNOLOGICAL CAPABILITIES

  • Demonstrating positive returns on initial technology investments
  • Information utilized to highlight increased training performance
  • Comparative results: Pre vs Post technology training outcomes

David Christopher, National Training Manager, OSPREY MEDICAL

4:00 APPLYING AN ADOPTION CURVE STRATEGY TO ADAPT CUSTOMER CONVERSATIONS

  • Knowing and assessing customer profiles
    • Buying behaviors
    • Core responsibilities
  • Tailoring engagement strategies for different customers
  • Incorporation of customer data into sales training

Jason Elmore, Global Manager, Sales Training and Development, TELEFLEX

 

4:45 REFINING SALES TRAINING CURRICULUM FOR EFFECTIVE MICROLEARNING

  • Appropriate training subjects for in classroom vs. microlearning
  • New content opportunities available through virtual learning
  • Differentiating key features of various microlearning platforms

Sean Rowley, Sr. Manager Sales Training and Development, EDWARDS LIFE SCIENCES

5:30 END OF DAY ONE CONFERENCE