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To keep the fear from controlling me and hampering my performance, I have learned to accept its presence. I know this works from personal experience in successfully pursuing goals like a skydiving World Record. Similarly, after the trauma we all have experienced in the last year, it may be time to treat yourself to some 'service.' Focus on Your Goals And finally, keep your goals in focus. By keeping focused on your personal and professional goals, you will keep yourself on track. Article: We have all been confronted with dramatic turn back in the last year. We are all confronted with new challenges. So, as a sales professional, what do you do now? Recognize the Positives Recent traumatic events have most everyone to reassess their priorities. Most of us have asked ourselves, “What’s important?” This is a positive development. While we are all inclined to return to our old patterns, going through this questioning process causes us all to expand our horizons. We are reminded that nothing is monadic … or permanent. This leads to a strong reminder that current opportunities will not last forever. Why is this important to you as a sale professional? This can lead to an increased sense of urgency – one of your strongest sales allies. Deal with the Fear The sudden and unexpected changes we have all experienced may well evoke some fear. It is important to be packed of the fear, both in you and your customers. Positioning your product or service as something that can reduce the fear will serve you well. Keep this in mind in your sales process. As far as the fear you may be experiencing, the important step is to comply that it is there. There is nothing wrong with since frightened. It is healthy and normal. But it is vital that you be honest with yourself by appreciative the fear. Although I am a professional skydiver with over 1,700 skydives, I am often quite frightened in front a brassy exhibition jump. To keep the fear from controlling me and hampering my performance, I have learned to set store by its presence. I know this works from personal experience in successfully pursuing goals like a skydiving World Record. NASA has verified this method of fear management through controlled studies of astronauts. If you find you are significantly distracted and having difficulty concentrating seeing of the terrorist attacks or continuing threats, you may want to seek assistance. There is no shame in taking care of yourself. The only shame is in significantly hampering your performance by not seeking it. You would not expect your car to function well cadet a major accident. Similarly, behind the trauma we all have experienced in the last year, it may be time to treat yourself to some “service.” Focus on Your Goals And finally, keep your goals in focus. If you need to revise your goals – do. They need to be relevant. But keep them foremost in your mind. By keeping focused on your personal and professional goals, you will keep yourself on track. And there is not the same benefit. You will be undermining the goals of those who would love nothing more than for us to lose touch with our greatness – as individuals and as a country. © Jim McCormick 2002
About AVEO
AVEO Pharmaceuticals (NASDAQ: AVEO) integrates a proprietary cancer biology platform with drug development and commercial expertise in its efforts to discover and develop targeted cancer therapeutics. The company's lead product, tivozanib, is a potent, selective and continuous inhibitor of all 3 VEGF receptors that is designed to optimize VEGF blockade while minimizing off-target toxicities. Tivozanib is an oral, once-daily, investigational TKI that is currently being investigated in a global, randomized Phase 3 clinical trial called TIVO-1 comparing tivozanib to sorafenib in advanced kidney cancer, as well as additional clinical studies in other solid tumor types. AVEO's proprietary, integrated cancer biology platform offers the company a unique advantage in oncology drug development and has provided a discovery engine for high-value targets. This approach has resulted in a promising pipeline of monoclonal antibodies against novel targets including HGF, ErbB3, RON, Notch and FGFR. For more information, please visit the company's website at www.aveopharma.com.
Position Description
In this newly created position, Director/ Sr. Director of Training is responsible for building the Sales Training organization, developing all training programs and delivering sales materials to the field sales force. This will include product knowledge, competitive product analysis and differentiation, sales force effectiveness for sales processes and compliance requirements, business plan development with success metrics and requirements for note-taking & records retention. In addition to sales training, this position will support corporate training initiatives to ensure compliance with OIG guidelines. The incumbent will develop and facilitate all areas and phases of sales training including on-going field needs, managers meetings, plan of action meetings and product launches. Collaborative work with Sales, Marketing, Legal, HR, Regulatory, Medical and Operations is essential to deliver effective sales training programs.
Job Responsibilities
Lead and develop training around launch plans for US Sales and Marketing teams to ensure consistency in launch readiness including development of product and non-product training modules for new oncology sales team
Design and execute product and non-product training for sales specialists and sales management team in collaboration with internal stakeholders, partners and external vendors
Lead and coordinate new hire training programs for Sales and Commercial Operations
Lead efforts in launch and other company meeting planning and execution, including site and production vendor selection, agenda creation, workshop development and delivery as well as overall meeting facilitation
Build the Sales Training organization, staff as appropriate, set direction through the performance management process and develop team
Partner and collaborate with Marketing to develop sales force strategies to ensure product success in the marketplace
Identify, evaluate and manage vendors to support training
Establish goals and learning objectives to design appropriate and effective curricula, utilizing principles of adult learning
Leverage technology to promote cost effective remote training using company LMS system
Partner with Sales Management to develop and administer sales force development plans and performance evaluations
Perform additional responsibilities and participate in special projects as assigned
Collaborate with AVEO-s commercial corporate partner to achieve consistent and compelling materials and programs in a compliant and effective manner
Lead training sessions that focus around selling skills, clinical study reviews, clinical case studies, competitive overviews, account management and OIG guidelines for compliance, etc.
Aid in cross functional training to other functional areas, such as Marketing, Clinical and Corporate
Partner and work with the Regional Business Directors, Managed Care Directors and Clinical Sales Specialists in their territories to provide coaching and feedback for development and for assisting in driving sales
Conduct regular conference calls with Sales leaders and Specialists to cover recent clinical information and enhance selling opportunities
Develop programs and gap assessment tools for use at regional meetings to aid in continued development of the Sales Specialist skill and knowledge base
Incorporate all required regulatory and legal compliance programs into the appropriate training programs
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