Blog

New Webinar Learning Solutions for Managers

Thursday, March 26, 2020

During the COVID-19 crisis, your managers may have time for remote training. We have new management development webinars to help sharpen their skills so that when the crisis passes, they will be ready to get back into the field or office.

Woman selecting from several options, including webinar, on a glass screen
Transitioning a Workshop to Webinar Training
Monday, March 9, 2020

The spread of COVID-19 has encouraged many companies to embrace electronically delivered training. Here are several factors to keep in mind to make it effective for the learner.

Partly finished man's suit on a tailor's dummy with chalk markings and a measuring tape
Four Ways to Tailor Your Call on a Customer
Monday, March 2, 2020

Every customer is different—with different personalities, needs, and preferred ways to engage. Your challenge is to meet that uniqueness in your style and presentation.

Woman at a desk having a serious conversation with a man sitting across from her.
Challenging Coaching Conversations
Monday, February 24, 2020

Coaching someone who isn’t receptive to guidance can be intimidating, but avoiding these conversations can result in unrealized potential, a tolerance for subpar performance, and underperformance.

Two multi-ethnic businessmen talking
Sales Questions Are About Creating Engagement
Monday, February 17, 2020

Successful salespeople know that good questions are key in sales calls. Good questions create meaningful engagement and an exchange of information that can lead to a better understanding of the customer's needs.

Hand drawing 2 jigsaw puzzle pieces labeled WIN and WIN on a glass board
The Advocate Role in Account Selling
Monday, February 10, 2020

Account-based selling with multiple decision makers is complex than selling to one decision maker. But it still needs one-on-one interactions at essential moments. How do you get them? One key is having an advocate.

Woman's hands in a business setting holding a phone receiver in left hand and pushing numbers on the phone with right hand
Planning a Healthcare Provider Request Call
Monday, February 3, 2020

If you're an MSL answering an HCP's question, you don't always get to plan your answers in advance. However, a little planning before a call can help you not only answer the question but also provide value and build your professional relationship.

Goals word cloud written on a cube
Creating a SMART Sales Call Objective
Monday, January 27, 2020

Every call is an opportunity! Make good use of your customer's time by preparing, starting with your objective—the one thing you need to achieve to move the customer closer to buying.

People shaking hands in the background with a desk in the foreground
Cultivating Positive, Productive, and Professional Opinion Leader Relationships
Monday, January 20, 2020

MSLs often need to communicate complex information to opinion leaders. This is much easier and more effective when you have a positive, productive professional relationship.

Word cloud of terms related to training
Building Effective Learning Activities
Monday, January 13, 2020

It doesn’t matter whether you are facilitating a workshop, delivering a webinar, or building eLearning—the more interactive the learning program is, the better it will succeed.

Taking notes when coaching
Managers, Don’t Forget to Document
Monday, January 6, 2020

Routine documentation is an important part of performance management and coaching. It may seem overwhelming at first, but a few simple processes can help you incorporate regular documentation into your management processes.

Game pieces and dice arranged in front of a chess board
Gamification and Games in Learning
Monday, December 30, 2019

To transform a boring lecture into an interactive fun learning environment, learning professionals are increasingly incorporating gamification and games into their learning designs.

Two men at a table discussing and sharing notes
Building a Coaching Culture
Monday, December 23, 2019

In a "coaching culture," both the person being coached and the person delivering the coaching value and seek development.

An arrangement of paper arrows all pointing up in the same direction
Aligning Performance Objectives with Company Objectives
Monday, December 16, 2019

Good training is based on performance objectives linking what people learn with how they work. Aligning these with company objectives ensures that learners develop skills and knowledge that the organization needs.

The word ACUMEN spelled with wooden blocks on a chess board
The Business Side of Being an MSL
Monday, December 9, 2019

In graduate school, you might have focused on science or healthcare. To succeed as an MSL, however, you also need to understand the business of healthcare, pharma, or biotech.

Business woman in a presentation audience standing and raising her hand to ask question
Building a Listener-Focused Presentation
Monday, December 2, 2019

MSLs often need to present technical data to opinion leaders. One way to do this effectively to adopt a listening mindset, focusing less on what you want to say and more on what they need to understand.

The word Value in a dictionary, with a highlighter highlighting the first word in the definition: worth
Questions That Bring Opinion Leaders Value
Monday, November 25, 2019

When you talk with friends or family members, you often start with a question, listen, and then respond. And it goes back and forth that way: asking, listening, and responding. Conversations with opinion leaders should have the same cadence, with good questions, careful listening, and sharing information.

Dozen eggs in a carton; one egg is golden
Value-Based Selling
Monday, November 18, 2019

Customers have more options than ever for purchasing products. To distinguish yourself you need bring the customer real value.

Hand checking the box next to a smiley face on a glass board, with two other options of a non-smiling face and a frowning face
Assessing Performance
Monday, November 18, 2019

Assessing direct reports’ performance seems like it should be straightforward: you just check their results and make your judgment. However, it’s not always that simple. Sometimes circumstances beyond the person's control interfere with progress. In an organization that values collaboration and teamwork, how do you fairly assess the contribution of each person on a team?

Learning at computer
Performance Objectives vs. Learning Objectives
Monday, November 4, 2019

You see it all the time: “By the end of this program, you will understand...” But understanding doesn't always translate into action. Performance objectives make training more effective by focusing on what learners will be able to do with their knowledge.

Facilitator working with students
The Key to Knowledge Transfer: Self-Directed Learning
Monday, October 7, 2019

Malcolm Knowles, one of the fathers of adult learning theory, wrote that "Teaching, like medical practice, is mostly a matter of cooperation with nature. The function of the teacher is to guide the student into the experiences that will enable him to develop his own potentialities."

People sitting around and interacting with a complicated diagram of gears
Why Create a Sales Model?
Thursday, August 1, 2019

Selling today is complex: multiple stakeholders all have a say in what to order, how, and when. The landscape requires a strategic, integrated selling approach. A solid sales model can give structure to integrated sales and make it easier to develop selling skills.

Finger causing the first domino in a row to start falling
Influencing Skills vs. Selling Skills
Monday, July 1, 2019

For medical science liaisons, selling is taboo. MSLs provide support to healthcare providers; sales representatives convince them to adopt a product. But sometimes MSLs do need to have influence—for instance, to alter an opinion based on incorrect data. The ability to influence others can be vital to an MSL's success.

Manager coaching her employee
Three Key Questions for Effective Coaching
Monday, June 3, 2019

Coaching should be simple and intuitive. Managers won't use a complicated coaching process that takes hours to prepare and execute. A simple coaching approach has managers ask themselves three questions. We call it the coaching mantra.

Woman's hand placing the last piece in a jigsaw puzzle
Closing for Action
Wednesday, May 1, 2019

The ABC of selling—"Always Be Closing"—is an old adage. To succeed in selling, it’s important to take a step back and ask, “What is a good close, and why is closing still important in today’s complex marketplace?”

Businessman with poor performance
The Value of Early Action for Declining Performance
Wednesday, June 7, 2017

If you're a manager long enough, you'll encounter a decline in performance from one of your direct reports. It won't get better on its own—so when you uncover it, take immediate corrective action!

Employee receiving feedback
The Power of Evidence-Based Feedback
Wednesday, May 3, 2017

Feedback is one of the most effective tools you can apply to develop direct reports. If you apply it incorrectly, however, feedback will be, at the very least, ineffective.

Performance review form
Annual Performance Reviews — Beneficial or Time Wasters?
Wednesday, April 5, 2017

Completing one big annual performance review usually is a huge waste of time and money.

Measurement of performance
What’s All the Fuss about Proficiency vs. Growth Assessment?
Friday, February 17, 2017

On January 17, 2017, the Senate confirmation committee asked Betsy DeVos how she would measure student achievement.

Adult learners bored by presentation
Key Principles of Adult Learning
Wednesday, January 18, 2017

Have you ever sat in a training program and thought, “Wow! This is a huge waste of my time?”

The whole class is fired up about training
Do You Want Learners to be Fired Up About Training?
Thursday, February 11, 2016

The way to combat dull PowerPoint-driven sessions is by knowing, understanding, and mastering your responsibilities as a facilitator of learning.

Trainers being trained
Why Should You Train Your Trainers?
Friday, January 22, 2016

Whether your trainers have on-the-job experience or are new to the trainer role, it's important to provide them with skills to effectively facilitate learning.

Romar Learning Solutions 30th Anniversary, 1986-2016
Romar Learning Solutions Celebrates 30 years
Thursday, January 7, 2016

This year marks a wonderful milestone for Romar Learning Solutions — our 30th anniversary.

Coaching session
Leadership – A Focus on Management Behaviors
Tuesday, December 15, 2015

If the goals of leadership are to drive results and create an engaging environment for the team, then the behaviors the leader demonstrates are foundational.

Metaphor of plant being nurtured.
A Stewardship Approach to Leadership
Sunday, November 15, 2015

In recent years, leadership has shifted from a “command-and-control” approach to an engagement approach.

Managers managing
Continuing Engagement Development for Managers
Friday, October 30, 2015

Most organizations provide a comprehensive initial new manager development program.

New manager joining the team
Employee Engagement Development for New Managers
Wednesday, September 30, 2015

When upper management identifies high-potential candidates for management, it should provide those candidates with a comprehensive preparation program.

Engaged managers at work
Creating an Engaging Community of Managers
Saturday, August 15, 2015

The idea that managers play a critical role in creating engaged workforces is not new.