Julia Steele Rodriguez

Global Director Training & Education Philips

Monday, September 21

4:05 PM Boardroom B: What Sales Reps Actually Need — Back to Fundamentals When Everything Else Is Noise

Pharmaceutical and medical device sales organizations have spent a decade adding complexity to their enablement programs. Many are now discovering that the most impactful training interventions are also the most foundational: customer-centric selling, purposeful negotiation, and the disciplined communication skills that build durable partnerships.

Redesigning sales training around the specific behavioral outcomes commercial leaders are tracking rather than the content frameworks L&D inherited from a prior strategic cycle
Building empathy and customer-context fluency as genuine competencies for field teams navigating an environment where providers are overwhelmed, time-pressed, and highly skeptical of undifferentiated outreach
Creating reinforcement architectures that extend initial training into sustained behavioral change through field coaching, peer learning, and manager accountability structures

Check out the incredible speaker line-up to see who will be joining Julia.

Download The Latest Agenda

Julia Steele Rodriguez

Monday, September 21

4:05 PM Boardroom B: What Sales Reps Actually Need — Back to Fundamentals When Everything Else Is Noise

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