2017 Agenda

An Event Designed by and for Medical Device & Diagnostic Training Professionals

Unlike so many other conferences, this event is designed and curated entirely by training leaders in the medical device and diagnostics space, and hosted by the nation’s leading life sciences training association. This collaboration ensures that each year’s content will speak directly to the topics that are top-of-mind and relevant now. Meet the Committee responsible for shaping this year’s event.

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FEATURED SPEAKERS: 

SPEAKING TRAINING LEADERS:

Meet the Speakers
  • Greg Adamson, Senior Director, Sales Training and Enablement, Philips
  • Alister Barrow, MHA, CEO, Assured Lab Services
  • Pete Bell, Head of VI Sales Enablement, Execution & Training, Spectranetics
  • Sheila Coffman, Sr. Manager, Global Learning Solutions, Abbott
  • Kristin Costa, Education Consultant, Siemens Healthineers
  • Pat D’Amico, Director of Commercial Learning and Development, Cardiac and Vascular Group, Medtronic
  • Michele DeMarco, Manager Sales Training, Roche Diagnostics
  • Robert DeVol, Director, Healthcare Innovator’s Collaborative, Premier
  • Melissa Lowe, Senior Manager, VI Sales Enablement & Learning, Spectranetics
  • Erinn Menninger Brown, Education Consultant, Siemens Healthineers
  • Connie Murray, Director, Sales Training and Clinical Education, B. Braun Medical
  • Jennifer Muszik, Director of Commercial Excellence, Roche Diagnostics
  • Peter Paulsen, Regional Sales Director, ZimmerBioMet
  • Tony Ybarra, Senior Vice President, CHC Supply Trust

2017 Agenda-at-a-Glance

Pre-Summit: OCTOBER 17, 2017

6:30 – 8:00 PM

Four Seasons

Mix n’ Mingle Welcome Reception

Session Details

You are invited to join your peers at the LTEN MD&D Summit Mix’ n Mingle Reception. This intimate event will offer a chance to connect with training leaders and trusted training partners. This reception is open to summit attendees and the wider life sciences training. Thanks to the generous support of our sponsor, guests will be treated to wine, beer and appetizers.


OCTOBER 18, 2017

7:00 – 8:00 AM

Four Seasons

Registration and Continental Breakfast
8:15– 8:30 AM

Four Seasons

Welcome & Opening Remarks

Session Details

Presented by Committee Chair:

Connie Murray, Director, Sales Training and Clinical Education, B. Braun Medical

8:30 – 9:30 AM

Four Seasons

Planning Your Micro Learning Strategy

Session Details

Featured Speaker: Shannon Tipton, Owner, Learning Rebels

9:35 – 10:05 AM

Four Seasons

Unconventional Micro-Learning Launch Approach Drives 100% Engagement and 100% Sales Proficiency

Session Details

Learning Objectives:

  • Learn how spaced, long-term micro-learning with retention and video coaching exercises built launch proficiency and high-level engagement
  • Understand how oral certification exercises drove field sales preparedness and launch success
  • Explore how analytics and metrics played a role in carrot and stick field sales incentives

Presented by:

  • Peter Bell, Head of VI Sales Enablement, Execution & Training, Spectranetics
  • Melissa Lowe, Senior Manager, VI Sales Enablement & Learning, Spectranetics
10:05 – 10:35 AM

Four Seasons

Networking and Refreshment Break
10:35 – 11:20 AM

Four Seasons

A Look Ahead at the Now & Next of Learning Technology

Session Details

Featured Speaker: David Kelly, Executive Vice President and Executive Director, The eLearning Guild

11:25 – 11:55 AM

Four Seasons

Abbott Thrives with Mobile Enablement for their Global Team

Session Details

For over 125 years, worldwide healthcare leader Abbott has delivered innovative work in diagnostics, medicines, and science. Driven by the singular goal to help people reach their full potential at every age, Abbott conducts research and manufactures products that enable better lives through the power of health.

With over 74,000 employees in more than 150 countries, Abbott recognized the need for a mobile first initiative that would improve communication and drive better execution across the company. To reduce their dependence on printing and shipping materials, Abbott turned to Inkling to provide mobile training and operational guides that support their sales reps and distribution partners worldwide.

Join Sr. Manager Commercial Education and Development, Sheila Coffman, to learn how Abbott modernized their global operations with Inkling’s smart content system. By transforming training and sales materials into interactive, media-rich content that is always accessible on phones and tablets, Abbott discovered how to help their own employees reach their full potential.

Learning Objectives:

  • How Abbott eliminated upwards of $350,000 a year in printing and shipping costs for training materials.
  • How employee onboarding and training time was significantly reduced.
  • How Abbott has gained a competitive advantage through their holistic approach to creating, distributing, and updating mobile content.

Presented by:

Sheila Coffman, Sr. Manager, Global Learning Solutions, Abbott

12:00 – 1:15 PM

Four Seasons

Networking Lunch & Topic Tables
1:30 – 2:15 PM

Four Seasons

Performance-Focused Smile Sheets – A Radical Rethinking of a Dangerous Art Form

Session Details

Featured Speaker: Will Thalheimer, PhD, Learning-and-Performance Consultant and Researcher, Work-Learning Research

2:20 – 2:50 PM

Four Seasons

Case Study: Drive Results by Inspiring Sales Managers to Coach

Session Details

Imagine a world in which you can provide your sales management team with a convenient and meaningful way to develop their teams?

Learn from a real-life case study on how to create a culture of development. In the past, effective coaching took too much time because it involved the ability to create a tailored approach via competency assessment, content creation for personalized training and then on-going reinforcement.

Join us as we hear the real-world story of how using new technology platforms can conveniently create a habit of development by automating the assessment, training and coaching in a way that inspires sales representatives and managers while also magnifying your training department’s efforts.   Learn how you can provide your sales management team with the resource for continuous development and accelerate skill adoption by using an automated system that quickly provides insight into individual and team competency development and then populates their development plans with premium content and tools necessary to coach effectively and efficiently.

Beyond class room training. Do your sales managers really will know what to coach (for individual and team development), when to coach and how to coach? Learn how one company uses a targeted and tailored approach that allows a sales team to receive focused coaching to enhance their skills and drive results.

Learning Objectives:

  • Summarize trends on the impact of effective coaching and training reinforcement.
  • Why do your sales managers fail to coach and learn how this experience was different for a Zimmer Biomet Area Sales Director?
  • Discuss how to clone the effort of training and development teams by effectively equipping managers with the resources to coach to specific skill need.

Presented by:

Peter Paulsen, Regional Sales Director, ZimmerBioMet

2:55 – 3:20 PM

Four Seasons

Networking Break
3:20 – 3:50 PM

Four Seasons

How Siemens is Using Technology to Improve & Commercialize the Patient Experience

Session Details

Presented by:

  • Kristin Costa, Siemens Healthcare
  • Erinn Menninger, Siemens Healthcare
3:55 – 4:55 PM

Four Seasons

This is What You Came For: Interactive Think Tank Workshop

Session Details

Presented by:

  • Pat D’Amico, Director of Commercial Learning and Development, Cardiac and Vascular Group, Medtronic
  • Melissa A. Lowe, Senior Manager, VI Sales Enablement & Learning, Spectranetics
  • Greg Adamson, Philips
4:55 – 5:00 PM

Four Seasons

Day 1 Closing Remarks
5:30 – 9:00 PM

TBA

Networking Reception


OCTOBER 19, 2017

7:00 – 8:15 AM

Four Seasons

Continental Breakfast
8:15 – 8:30 AM

Four Seasons

Opening Remarks

Session Details

Presented by Committee Chair: Connie Murray, Director, Sales Training and Clinical Education, B. Braun Medical

8:30 – 9:15 AM

Four Seasons

Navigating the Dotted Line: How to Make Complex Sales Team Structures Work

Session Details

Presented by:  Pete Masloski, Principal, ZS Associates

9:20 – 10:05 AM

Four Seasons

Getting A Foot in the Door and Earning a Seat at the Table: Best Strategies for Selling to New Decision Makers

Session Details

This panel will discuss the challenges of selling into and working with new decision makers within IDNs/ACOs and other health systems and strategies for success based on past experiences.

Learning Objectives:

  1. Differentiate how buying decisions are made based on various types of health systems and the unique challenges of selling to each.
  2. Determine how to identify key influencers and decision makers for purchasing decisions.
  3. Define methods to achieve success by developing sales strategies to meet the changing needs of customers.

Presenters:

  • Alister Barrow, MHA, CEO, Assured Lab Services
  • Robert DeVol, Director, Healthcare Innovator’s Collaborative, Premier Inc.
  • Tony Ybarra, CMRP, SVP Supply Trust
10:05 – 10:35 AM

Four Seasons

Networking Break
10:35  – 11:20 AM

Four Seasons

From Perplexed to Prepared:  How Roche Evolved their Sales New Hire Onboarding to Prepare Colleagues for Success

Session Details

Think back to your new hire onboarding experience.  Was it like drinking from a fire hose?  When it was completed, did you feel prepared to take on your role or were you perplexed about how to get started?  Now, think about your current onboarding experience for new colleagues.  How does that compare?  At Roche, we realize we were sending sales colleagues out into the field with great product knowledge, but without the appropriate amount of business acumen and confidence in engaging new buying influences.

 

Learning Objectives:

  • Describe the previous sales onboarding program and the “burning platform” requiring evolution
  • Translate the process taken to quantify the future program need assess the gaps between the two, and develop the new program
  • Review the results of the evolved sales onboarding program

 

Michele & Jenn will also share key learnings they gathered through the process, next steps for continuous improvement of this program, and how this approach has helped to inform other training programs in the organization.

Presented by:

  • Michele DeMarco, Manager Sales Training, Roche Diagnostics
  • Jennifer Muszik, Director of Commercial Excellence, Roche Diagnostics
11:425 AM

Four Seasons

Closing Remarks