Sales Enablement & Modernized Training in Pharma – 3 Ways to Impact the Bottom Line

Life Sciences, Pharmaceutical, Commercialization & HEOR,
  • Tuesday, October 18, 2022

Life Sciences Industry Leaders including AstraZeneca & Nestlé Health Science Discuss 3 Ways to Impact the Bottom Line

Having the right learning retention strategy is critical to post drug launch success. However, today’s fragmented and complicated pharma training environments do not support efficient and continuous learning, making it difficult to effectively train sales reps to be successful in the field.

By consolidating and simplifying the initial training process, creating digestible content for easier consumption and better recall, and providing access to specific information as needed, reps are more likely to retain what they’ve learned and get out into the field faster.

In this webinar we will discuss how organizations can tie training and learning behavior directly to performance, by providing sales reps with what they need, when they need it, and how they want it, to impact the bottom line.

Join us as we explore the top three ways to speed quota attainment through a modernized training and sales enablement approach:

  • Strategic planning pre launch, for post launch success
  • Learning retention strategy based on pull-through post launch
  • Correlate training to behavior change leading to performance growth


Tony Papola

Tony Papola, District Sales Manager, Renal Metabolic Specialty, AstraZeneca

Tony has worked at AstraZeneca (AZ) for the past 8 years in his most recent role as a District Sales Manager for the Carolinas. Previously, he has held roles as a Cardiovascular, Renal, and Metabolic (CVRM) Sales Training Manager and an Endocrinology Sales Specialist.   

Tony grew up in the Reading, PA area and currently lives outside of Charleston, SC. His amazing family includes his wife Missy, daughters Claudia and Courtney, son in law, Levi, and grandson, Henry (as well as two dogs, Whiskey and Stoli).

Message Presenter
Bryan Bowman, Nestle Health Science

Bryan Bowman, Division Vice President, Commercial Execution, Nestlé Health Science

Bryan has spent his entire career in the health care industry and the last 20 years with Nestle Health Science (NHSc).  During his time at NHSc he has had the opportunity to learn and grow in a variety of roles – District, Regional & National Sales Manager, Customer Development, Sales Force Excellence, Training and for the past 2 years Commercial Execution.  In addition, Bryan has led and played key roles in several strategic initiatives at NHSc – Creation of a Global Business Simulation for Front Line Managers, Development of a Sales Competency Framework and the launch of pilot sales teams into the pediatric and oncology markets.

Bryan currently resides outside of Louisville, KY.

Message Presenter
James Harper, twentyeightb

James Harper, Founder & Managing Director, twentyeightb

After 17 years working in various Pharma sales and marketing in-house and agency roles, in 2010 I decided to combine my knowledge and skills with my love of technology to found twentyeightb. Having carried the bag as a rep I’ve established a well-rounded view of the pharmaceutical sales and marketing space, which has led the company to our core focus of empowering the multichannel rep through impactful digital sales tools.

I have been fortunate enough to collaborate with Veeva on several field team enablement white papers and projects, helping to cement our positioning as experts in optimising the use of their CRM and CLM solutions by brand and sales teams. This passion for collaborating with like-minded individuals and being generous with my time has led to me taking on the role of chair of the PM Society Digital Interest Group.

Message Presenter
Kristina Belyea, ACTO

Kristina Belyea, Director of Content Marketing, ACTO

As the Director of Content Marketing at ACTO, I serve as the blog’s Editor-in-Chief, as well as the Host of The Learning Journey podcast. For nearly a decade, I have worked with healthcare professionals and pharmaceutical companies to find strategies to improve partnerships and product communications to ultimately achieve better patient outcomes. Prior to that, I worked in higher education, assisting professors and students in the fields of science, technology, engineering and math. I am an active member of the Healthcare Businesswomen’s Association and currently serve as the Canadian Regional Director of Social Media and Public Relations. I am extremely passionate about assisting women in healthcare to achieve their leadership goals.

Message Presenter

Who Should Attend?

Managers, Directors and Executives in:

  • Commercial Learning and Development (CL&D)
  • Field Ops and Commercial Excellence
  • Medical Affairs
  • Brand Team
  • Quality and Compliance

What You Will Learn

Attendees will learn:

  • Strategic planning during pre launch, for post launch success
  • A learning retention strategy based on pull-through post launch
  • How to correlate training to behavior change that can lead to performance growth

Xtalks Partner


ACTO is the number one learning platform for Life Sciences that helps educate and engage learners through unified touch points and journeys, which reduces risk, improves efficiency, and boosts effectiveness. Senior commercial and clinical leaders can draw deep, powerful insights to improve performance by consolidating learning into an omnichannel experience.

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