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 TWO | WEDNESDAY, APRIL 1

8:30 REGISTRATION & WELCOME COFFEE

8:55 CHAIRPERSON’S OPENING REMARKS

9:00 MORNING 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 ALLEGO CASE STUDY PRESENTATION

 

10:15 COFFEE AND NETWORKING BREAK

 

10:45 COACHING SKILLS DEVELOPMENT FOR MEDICAL DEVICE SALES TEAM LEADERSHIP
Effective coaching is a key responsibility of medical device sales executives, which involves communicating feedback and advice to the individuals in the sales organization for improved results and continuous career progression. While styles can vary, aligning sales management on the key fundamentals of effective coaching can prove impactful for not only sales compensation but also overall rep satisfaction. Reviewing current coaching practices can highlight training opportunities for medical device sales trainers looking to improve overall coaching skills of sales leadership.

INTERACTIVE ACTIVITY: THE KEY TO EFFECTIVE COACHING
Attendees will be divided into small groups to outline the key components of a good coach, while analyzing training opportunities and curriculum to address each component recognized. The goal of this session will be to gather new training ideas for leadership development.

Amy Lemire, Director, Sales Training and Performance, ICU MEDICAL

 

11:45 CO-PRESENTATION: STRENGTHENING REP TRAINING THROUGH INCREASED CROSS FUNCTIONAL COLLABORATION

  • Enhancing training content with cross-functional team resources
  • Bridging the gap between marketing and sales team materials
    • Learning management system ownership
    • Ownership of product knowledge training
  • Engagement strategies for partnerships with non-training colleagues

Allison Ericson, Director, Sales Education and Development, HOLOGIC

Jackie Cruickshank, Director, Sexual Health Marketing, HOLOGIC

 

12:30 LUNCHEON FOR ALL SPEAKERS, SPONSORS AND ATTENDEES

 

1:30 UTILIZING STORYTELLING FOR MEDICAL DEVICE SALES IN VALUE BASED HEALTHCARE LANDSCAPE
As value based healthcare revolutionizes the medical device market, customer interactions for medical device sales reps are a critical opportunity to sell products as a value tool for better health outcomes. In order to utilize face to face customer time effectively, communication skills such as storytelling can prove effective in fostering stronger customer relationships and showcasing the product value proposition. In order to teach core principals of effective storytelling for sales presentations, sales trainers must first analyzing the core principles of developing and executing an engaging product story.

INTERACTIVE ACTIVITY: BUILDING BLOCKS OF EFFECTIVE STORYTELLING
Attendees will be divided into small groups to discuss storytelling sales strategies, while analyzing the building blocks necessary to quickly develop an engaging product story. The goal of this session will be to prepare medical device sales trainers with new tips and tricks to create training curriculum centered on storytelling strategy.

Matt Burke, Director, Global Sales Training & Professional Development, MEDTRONIC

 

2:30 SKILLS DEVELOPMENT FOR TENURED MEDICAL DEVICE SALES REPRESENTATIVES

  • Skills development opportunities for tenured reps
    • Peer coaching
    • Sharing feedback
    • Administrative balance
  • Requirements for a progressive development program
  • Building on and advancing already established sales skills

Martin Osborn, Head of U.S. Sales & Marketing Commercial Operations, MEDTRONIC

 

3:15 COFFEE AND NETWORKING BREAK

 

3:30 PANEL DISCUSSION: BALANCING ONBOARDING AND REINFORCEMENT SALES TRAINING

  • Balancing new hire and senior rep training throughout one year
  • Allocating resources for frequent and hands-on onboarding training
  • Key challenges in prioritizing reinforcement training for senior reps

Delaney Kepple, BOSTON SCIENTIFIC

Christine Sullivan, MTF BIOLOGICS

Joy Reece, Manager, EDWARDS LIFE SCIENCES

Kathy O’Brien, CLINICAL INNOVATIONS LLC

Martin Osborn, MEDTRONIC

 

4:15 CASE STUDY: ENABLING REPS THROUGH ENGAGED FIELD SALES TRAINING
As company’s look to continuously enable sales reps with the tools and resources necessary execute high yield sales, the opportunity for peer to peer learning in a field sales training program provides a humanized approach to sales enablement. With the immediate feedback and coaching of field trainers, reps are provided with a unique learning environment for situational analysis, unlike any in person or virtual training curriculum. Through analysis of one company’s journey in the development and execution of first in class field training and education, participants will gain insight into not only best practices, but lessons learned which can be applied across field training programs.

Tony Ringelstein, Manager, NA Hospital Sales Training, ZOLL MEDICAL

 

5:00 END OF CONFERENCE