Building The Dynamic Sales Team Of The Future

Today’s sales teams must go beyond a foundation of product knowledge and customer relationships. Architecting a modern learning strategy requires building strong business acumen, framing up durable power skills, and constructing a detailed understanding of customers’ actual challenges.

During this interactive roundtable discussion, you’ll hear from three learning leaders as they offer concrete details on the challenges and lessons learned over the past year, how those experiences have remodeled their training initiatives and the essential tools a dynamic sales team must have to be successful.

Click the link to listen to this great resource for learning leaders!

At CMR Institute, we’re here to help you prepare your customer-facing teams so they can excel and reach their goals, even in a rapidly changing environment. We can enhance your existing training with our dynamic library of customizable and relevant learning content, which is always up-to-date.

Meet The Panelists

Laura Last

Global Director, Learning and Performance

Laura has more than 29 years of experience in health care and pharmaceuticals. Laura joined Amgen in 2006 and has held roles as a sales representative, field sales trainer, strategic trainer, district manager, marketer and marketing trainer, key account manager, and leadership development trainer. She became Director of Global Learning and Performance in 2016. Laura has a passion for training and improving performance.

Wayne Rogers

Field Excellence Associate Director, Commercial Learning Innovation Centre

Wayne is a Field Excellence Leader at AstraZeneca.   He serves at the lead for learning experiences about selling in the US, which include hybrid selling techniques.  After 25 years of sales and sales leadership roles across multiple markets and different size companies, he now shapes the future skills to impact results in a rapidly changing healthcare environment.  He is host of the high reviewed internal podcast “Elevate to Accelerate”.

Alicia Talish

Director WW Training, Leadership & Talent Development

Alicia is currently the Director of WW Training, Leadership & Talent Development at Bristol Myers Squibb. She has over 27 years of experience in the biopharmaceutical industry, with 11 years at BMS in a diverse range of Leadership and Development roles. Her background also includes various field sales, sales leadership, and L&D roles at GlaxoSmithKline and Savage Labs.

Michelle O’Connor

President and CEO, CMR Institute (moderator)

With extensive experience in life sciences training, Michelle O’Connor has a deep understanding of current and emerging learning and development needs and a strong passion for creating successful relationships between commercial sales organizations and their customers. Michelle stays connected to the larger healthcare community through her thought leadership at conferences and industry events, as well as her board participation in the Life Sciences Trainers and Educators Network (LTEN) and her membership in the Healthcare Business Women’s Association (HBA).