Manny Gaspar Presents:Customer Insights for Training Success

Join this guided, interactive discussion for training leaders featuring insights from studying over 10,000 physician-representative relationships focused on understanding why physicians change their prescribing habits. The surprising results have powerful implications for training leaders addressing the representative selling and manager coaching models. This workshop will provide participants with an understanding of how four forces influence physician prescribing, how representatives can create impact by demonstrating three types of attributes, and how training can apply these insights to improve district manager coaching and representative effectiveness.

Track

Learning Leadership (Heads of Training)

Time and Location

Tuesday, 11:15am - 12:15pm, Gatlin E-1

Learning Objectives

Participants will learn to:

• Engage sales and marketing leaders in their organization to uncover strategic priorities for training.
• Diagnose strengths and gaps in training your current sales model.
• Enhance execution of the district manager coaching model.