From Perplexed to Prepared: How Roche Evolved New Hire Onboarding
Friday, December 8, 2017 12:30 PM - 1:30 PM EST
Think back to your onboarding experience. Was the training focused solely on product and selling skills, or did it include more? Was the information delivered in a paced and layered approach to help you grasp the information and learn to apply it, or did it feel like drinking from the firehose? Was there a focus on the market in which you were selling and what was important to those customers? Did it also include the "how" to get things done in your organization? Because, let's face it, most large organizations are moderately complex.
One last question - when is the last time your organization updated its sales new hire onboarding program? Was it within the past two years, five years, 10 years or more? With the rapid evolution of the U.S. healthcare market, how often should we be evolving our programs?
Join us for this LTEN webinar, as we share information, advice and key learnings from Roche that you can adapt at your organization. Jennifer Muszik, director of sales training & commercial excellence, and Michele DeMarco, manager of sales training, will share how they pulled together a cross-functional team to make significant and consistent improvements to the sales new hire onboarding program.
In this webinar, Jenn and Michele will:
• Describe the previous sales onboarding program and the "burning platform" requiring change.
• Translate the process taken to quantify the future program need, assess the gaps between the two and develop the new approach.
• Review the results of the evolved program.
• Share key learnings they gathered along the way, the next steps for continuous improvement and how this evolved approach has helped to inform other training programs.
Jennifer Muszik is currently the Director of Commercial Education at Roche Diagnostics, focusing on the Sales & Marketing organizations. She is leading the efforts to maximize sales colleague impact by enhancing both the sales new hire and leadership curriculums for the organization.
Prior to joining Roche, Jennifer spent over sixteen years in the Pharmaceutical Industry holding eight different positions at Pfizer, Inc. including more than twelve years in formal and informal leadership roles, as well as in leadership training.
Due to Jennifer’s depth of experience, she has presented at numerous national and local conferences. In the Life Science industry, she speaks on several topics including: The Evolving Commercial Pharmaceutical Sales Model and on The Impact of the Evolving Healthcare Market on Pharmaceutical Marketing, Sales & Training. She also speaks on her personal passions, including: The Importance of Individual Development Plans and The Value of Mentors, Sponsors, Connectors and Executive Coaches.
Jennifer Muszik is the owner of Jennifer Muszik, LLC focusing on business consulting and executive coaching. She has a passion for working with clients to identify core strengths and opportunities for transformational change, and partnering on the development and delivery of specific plans for sustainable growth. Jennifer is certified in Hogan Assessments and is completing her Certification in Applied Positive Psychology (CAPP).
Jennifer published her first book, An Everyday Miracle, in December 2015. She hopes this provides a platform for her to share this story about witnessing God’s miracles each and every day.
Jennifer holds a Bachelor of Business Administration from Butler University in Indianapolis, Indiana. She currently resides in Zionsville, Indiana with her husband, Paul, and their three children, Paulie, Noah and Sarah.
Michele DeMarco is currently the Sales Training Manager for the Centralized Diagnostic and Point of Care Franchises at Roche Diagnostics. She is leading the efforts within each franchise to build and sharpen knowledge, confidence and competence across sales leaders and their teams at all levels.
Prior to this role, Michele spent over 7 years in the Roche Tissue Franchise (Ventana Medical Systems) in four different sales roles, primarily supporting the Mid-Atlantic Region. Before joining the Roche family, Michele worked in Anatomic Pathology labs in various roles- including Laboratory Management and Clinical Coordinator for a School of Histotechnology.
Michele holds a Bachelor of Science in Health Related Professions from the University of Pittsburgh and currently resides in Indianapolis with her husband John.
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