Complete On Boarding Binder--2017

Sales Training
On Boarding Binder

I’M HIRED!
NOW WHAT?

Table of Contents

Getting Started

• Globus Medical Orientation
• Developmental Process
• Sales Training Curriculum
• Sales Training Contacts
• Getting Started Checklist (yellow)

Orientation

• Net Dimensions (Compliance and HR Training)
http://www.globusmedicalnetdimensions.com

• Globus Blackboard (Orientation)
https://globusmedical.blackboard.com/

• Learn Wise (Courses needed for Vendor Credentialing)
https://globus.learn-wise.com

• Orientation Checklist (yellow)

101 Training (Anatomy and Pathology)

• Overview, Goals and Objectives
• Globus Blackboard Online Pre 101 Module
• Sales Training 101 Checklist (yellow)
• Spine Anatomy Manual Chapter Checklists (blue)

201 Training (Globus Products)

• Overview, Goals and Objectives
• Globus Blackboard Online Pre 202 Module
• Sales Training 201 Checklist (yellow)
• Persuasive Excellence/10 Techniques to Sales Success

301 Training (Direct Look and MIS TLIF and Techniques)

• Overview, Goals and Objectives
• Globus Blackboard Online Pre 301 Module
• Sales Training 301 Checklist (yellow)

401 Training (Advanced Training Techniques and Selling)

• Overview, Goals and Objectives
• Globus Blackboard Online Pre 401 Module
• Sales Training 401 Checklist (yellow)

Frequently Asked Questions/Index

Globus Contacts

Getting Started

Orientation

There are several online modules to be completed for Compliance, HR and Orientation. These
requirements will provide the foundation for your success with Globus Medical. Review the
information behind the Orientation tab for further details.

Developmental Process

There are four phases to Globus sales training:
• 101 Training: one week out of territory with focus on anatomy andpathology
• 201 Training: two weeks out of territory with focus on application and selling Globus
core products through office and OR role play
• 301 Training: one week out of territory with focus on understanding and selling MIS
TLIF and Direct Look
• 401 Training: one week out of territory with focus on advanced surgical techniques,
selling and territory planning

There is mandatory online product training prior to each training session. Sales reps with
previous spine sales experience may qualify to bypass* the 101 session. Everyone is required to
perform the online product training and all other trainings.
*Spine Specialists with at least three years previous spine sales experience may qualify to bypass
the 101 training course. Your Area Director will determine if you are eligible based on your
previous spine company experience and sales territory volume. If your Area Director feels you
qualify and the Executive Vice President of US Sales concurs, you will be required to take a test
out exam covering Medical Terminology, Basic Anatomy of the Spine, Spine Functions, Imaging
and Pathology. The written exam will be conducted via Blackboard. An overall grade of 86% is
required for full exemption from 101 Training.

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Globus uses three different websites: Net Dimensions, Globus Blackboard and Learn Wise.
Net Dimensions covers information for Compliance, HR and product specific courses. Globus
Blackboard features an online orientation module to familiarize you with corporate functions
like expense reports, pricing and customer service. Learn Wise, our interactive educational
portal contains courses you need for vendor clearance like blood borne pathogens and HIPAA
as well as additional references for anatomy.
Globus Blackboard will be used again for online product training. This interactive online
classroom allows reps to view product presentations, participate in online discussions and take
quizzes in weekly modules. The product courses on Blackboard are mandatory and time
sensitive. Further information details are included behind the Globus Orientation tab.
Literature is available on your Globus iPad.

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My Sales Training Curriculum

Use this quick reference guide to track your training dates:

Orientation:

Phase I of our online orientation module on Globus Blackboard is intended to provide you with
key information you need to get started on your path to success. Topics such as how to access
and navigate the sales portal, process sales orders, request pricing, how to complete an
expense report and more are covered for your convenience. Phase II provides information on
additionally available products not covered at training.

101 Online Training:

Online pre work to prepare for 101 training. This course will present medical terminology, basic
spine anatomy, imaging and surgical techniques.

101 Training (out of territory):

Sales Training 101 is a one-week course intended for reps with little to noprevious spine
experience. It focuses on anatomy, pathology and surgical techniques. It is a precursor to Sales
Training 201 and is required unless recommended and approved to take and successfully
complete a test out exam with a grade of at least 86%.

201 Online Product Training:

Online pre work to prepare for 201 training. Everyone attending 201 Training will participate in
this interactive online classroom to view product lectures, participate in online discussions and
take quizzes in weekly modules.

201 Training (out of territory):

This is a two-week course focusing on the application of Globus Medical coreproducts. This
course combines practical exercises and office and OR role play and will focus on selling each
core product. Attendance is required by all new field salespersonnel.

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301 Online Training:

Online pre work to prepare for 301 training covering Direct Look and Deformity products and
surgical techniques. Everyone attending 301 Training will participate in this interactive online
classroom to view product lectures, participate in online discussions and take quizzes in weekly
modules.

301 Training (out of territory):

This one-week course concentrates on understanding MIS TLIF and Direct Lookproducts and
surgical techniques. Attendance is required by allnew field sales personnel.

401 Online Training:

Online pre work to prepare for 401 training covering advanced productsand surgical
techniques as well as advanced selling and business planning. All Spine Specialists and above
attending 401 Training will participate in this interactive online classroom to view product
lectures, participate in online discussions and take quizzes in weekly modules.

401 Training (out of territory):

This one-week course covers a Direct Look final exam, advanced deformity sets and
instrumentation, advanced surgical techniques, advanced selling techniques and business
planning. Extensive time will be spent in the cadaver lab. 401 training is mandatory for all
Spine Specialists and above.

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2017 Sales Training Schedule February 20-24
May 1-12
Session 1 August 7-11
101 (anatomy and pathology): tbd
201 (product training):
301 (direct look and MIS TLIF): April 17-21
401 (advanced training and selling): July 10-21
October 9-13
Session 2 tbd
101 (anatomy and pathology):
201 (product training): June 12-16
301 (direct look and MIS TLIF): August 21-September 1
401 (advanced training and selling): November 6-10
tbd
Session 3
101 (anatomy and pathology): September 11-15
201 (product training): November 27-December 8
301 (direct look and MIS TLIF): tbd 2018
401 (advanced training and selling): tbd

Session 4 November 13-17
101 (anatomy and pathology): tbd 2018
201 (product training): tbd 2018
301 (direct look and MIS TLIF): tbd
401 (advanced training and selling):

Session 5
101 (anatomy and pathology):
201 (product training):
301 (direct look and MIS TLIF):
401 (advanced training and selling):

There will be online Globus Blackboard modules to complete prior to each session which will take
approximately 8-10 hours per week to complete.

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Sales Training Contacts

We want to make sure you are armed to be the best in the field. We realize how important it is
to be well trained, prepared and knowledgeable in the operating room during spine surgery.
We also realize this is important to the success of your career and are happy to provide you
with the training and information you need to achieve this goal.

Please contact anyone on the training team with any questions.

Jay Bradley [email protected] or ext. 3258
Sales Training Manager

Chad Dinkelacker [email protected] or ext. 3241
Training Coordinator

Brooks McAdam [email protected] or ext. 3243
Sales Trainer

Heidi Pistoria [email protected] or ext. 3245
Senior Training Coordinator

James Plourd [email protected] or ext. 3244
Associate Instructional Technologist

Domenic Tessari [email protected] or ext. 3242
Sales Trainer

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Getting Started Checklist

There is a lot of material to be covered in a short period of time. For your convenience a
checklist has been provided at the end of each section for each phase of the training program
to help manage your time.

O Follow instructions provided in “Welcome to Globus Medical!” email from IT to learn how to
access Globus email and SPINEIT

O Make note of your rep ID – you will need it when submitting orders to customer service
O If you haven’t already, complete both the iPad agreement and the financial responsibility

agreement and return it to HR
O Enroll or decline benefits (contact HR with questions)
O Contact Accounting department to enroll in direct deposit for expense reimbursement

(HR is not allowed to share this confidential information)
O Order business cards --form may be found on SPINE IT

(contact Carol Griffith with questions)

With Area Director:
O Discuss orientation module (expenses, pricing, AR, etc.)
O Sign on SPINE-IT (sales portal)
O Discuss territory business plan
O Discuss sales reports
O Discuss Territory overview (surgeons, hospitals, contracts)
O Discuss and confirm sales training dates and coverage

Orientation

The items behind the Orientation tab should be completed within two weeks of your start date
(must be completed before any other training begins).
Globus uses three different websites:
The first is NetDimensions. It hosts mandatory Compliance and Human Resources courses.
Globus Blackboard features an online orientation module to familiarize you with many
corporate functions like expense reports, pricing and customer service as well as additionally
available products not covered at training.
The third site is our interactive educational portal, Learn Wise, also known as the IEP site. It
features a credentialing module which covers many of the courses you need for vendor
clearance. These courses are available at no cost to you. Learn Wise also offers additional
anatomy resources.

NetDimensions

Globus Medical’s online learning system, NetDimensions, hosts HR and Compliance courses
that you are required to complete. Please go to http://globusmedical.netdimensions.com to
access your courses.

You will receive an email from Globus with a User ID and Password. If you have not yet
received this information please contact Dominique Diazgranados, Compliance Manager, at
[email protected] or call 610-930-1800 ext. 2344.

Required Courses
The following Compliance courses are mandatory for all direct Globus employees and
distributors. They must be completed within two weeks of employment for direct employees
and within two weeks of a signed contract for distributors.

1. AdvaMed Code – Read and Sign
2. AdvaMed/Anti-Kickback Module
3. Anti-Kickback Policy – Read and Sign
4. Globus Code of Ethics – Read and Sign
5. Globus Compliance Hotline Policy – Read and Sign
6. Globus Spending Limits Policy – Read and Sign
7. Globus Sunshine Act Policy – Read and Sign
8. HIPAA Privacy Policy – Read and Sign
9. Insider Trading Policy –Read and Sign
10. Off-Label Promotion Module
11. Off-Label Promotion Policy – Read and Sign
12. Responsible Communications Module

The following HR courses are mandatory, for direct Globus employees only, and must be
completed within two weeks of employment.

1. IT Policy and Privacy
2. Safety and Bloodborne Pathogens
3. Preventing Harassment – Employee Edition

• Please note: Sales Managers are required to complete Preventing Harassment –
Manager Edition (in lieu of Employee Edition) and Employment Law for
Managers.

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NetDimensions: http://globusmedical.netdimensions.com

Once you log in, it is important to read the News on your learner homepage. This provides
information on browser requirements, as well as, instructions on completing your courses.

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How to Complete Read & Sign Assignments
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Globus Blackboard

What you will need to use Globus Blackboard:
• A Mac running OSX 10.5 or later or PC running Windows XP or later
• Internet access
• Supported web browsers: Google Chrome, Internet Explorer 7 or higher, Firefox 3or
higher, Safari 4.0
• The latest version of Java (downloaded from http://www.java.com/en/)
• For more information, please visit Blackboard’s Browser and OS Requirement page:
http://kb.blackboard.com/pages/viewpage.action?pageId=51414180

Log on to Globus Blackboard to complete online Orientation.
https://globusmedical.blackboard.com/

User name: first initial followed by last name (no spaces) for example Jon Smith = jsmith
Password: globus123

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Click on the course name “Orientation Sales Reps” under My Courses
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Click on “Lessons” on the left side and navigate through demo module. There are lessons to help
familiarize yourself with many of the topics that will affect your overall experience at Globus Medical.
Allow yourself two to four hours to complete this orientation. All of the lesssons must be complete
within one week of assignment.

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Most lessons feature a presentation, assignment and quiz. Others may just have quick tips. Be sure to
review and complete each piece as they were designed to help you hit the ground running in your new
position.
Distributor reps are not required to complete Globus-specific courses (Expenses and HR/Benefits).

Additional product training may also be found on the left side in the orientation module.
The Globus training department will be available to help you during normal business hours Monday
through Friday. There may be a delayed response to emails sent at night or on the weekend.
Contact James Plourd at [email protected] with any questions.
For additional support go to Blackboard’s On Demand Learning Center:
http://ondemand.blackboard.com/students.htm

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LEARN WISE (IEP)*

A separate account has been created for you to complete many of the items you need for
vendor clearance:

https://globus.learn-wise.com/lw/login.aspx

Be on the lookout for an email from the site administrator for a direct link, username and
password to gain access. If you have not yet received this information, please contact Heidi
Pistoria at [email protected] or call 610-930-1800 extension 3245.

For confidential items such as a criminal background check or information regarding drug
testing, please contact Renee DeMarzio in our Human Resources department at
[email protected] or call 610-930-1800 extension 1609.

Log in to get started:

*The content on this site was NOT developed by Globus Medical

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Credentialing

Most of the items you need for vendor clearance may be completed on this site (BBP, HIPAA,
OR Protocol, etc.). Click on the “Credentialing” tab to find the modules required by most
hospitals for certification. Simply take the quiz at the end of the module and download your
certificate. These are all approved by the major vendor clearing services.

*The content on this site was NOT developed by Globus Medical

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Below is a list of courses available at the time of publishing:
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Additional Anatomy Resources

Under “Assignments” you will find more detailed spine reference information. They are labeled
pre-101 courses and they cover: The Language of Medicine, Anatomical Terminology, Anatomy
Overview, Anatomy Regional, Biomechanics and Degeneration of the Spine. These are NOT
REQUIRED and are simply an additional reference available to you as you prepare for 101
Training.

Assignments to the
training modules will be
found in this area

*The content on this site was NOT developed by Globus Medical

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Orientation Checklist

By the end of your second week ALL of the following items should be completed. Each item is
vital to your success in the field. Compliance courses are mandatory for all direct Globus
employees and distributors.

Net Dimensions http://globusmedical.netdimensions.com

Compliance Courses:

O AdvaMed Code – Read and Sign

O AdvaMed/Anti-Kickback Module

O Anti-Kickback Policy – Read and Sign

O Globus Code of Ethics – Read and Sign

O Globus Compliance Hotline Policy – Read and Sign

O Globus Spending Limits Policy – Read and Sign

O Globus Sunshine Act Policy – Read and Sign

O HIPAA Privacy Policy – Read and Sign

O Insider Trading Policy

O Off-Label Promotion Module

O Off-Label Promotion Policy – Read and Sign

O Responsible Communications Module

*Additional courses may be added – complete all that are assigned to you

Net Dimensions http://globusmedical.netdimensions.com

The following HR courses are mandatory for direct Globus employees only and must be completed
within two weeks of employment.

Human Resources Courses:

O IT Policy and Privacy

O Safety and Bloodborne Pathogens

O Preventing Harassment – Employee Edition

O Please note: Sales Managers are required to complete Preventing Harassment –
Manager Edition (in lieu of Employee Edition) AND Employment Law for Managers

Globus Blackboard Orientation https://globusmedical.blackboard.com

The following courses are mandatory for all field reps only and must be completed within two weeks of
employment.

O Sales Portal & IT Related Issues
O Inventory
O Sales Orders
O Pricing
O Expenses (Direct Reps Only--distributors not required to complete)
O HR/Benefits/Payroll (Direct Reps Only--distributors not required to complete)
O Quality Assurance
O Legal
O Payroll Commissions
O Customs
O Compliance
O Additionally Available Products

Learn Wise (IEP) https://globus.learn-wise.com

O Complete vendor credentialing courses (BBP, HIPAA, OR protocol, etc.)
O Request a copy of background check and drug screen information from HR if required

*Additional courses may be added – complete all that are assigned to you

101 Pre Work and Training

Overview: 101 Training is designed to provide students with a foundation in spine through the
introduction of spinal anatomy, pathology, biomechanics, radiographic imaging and spinal
procedures.
Goal: To provide students with a foundation of working knowledge in spine anatomy,
pathology and procedures in order to have confidence engaging in clinical discussions relating
to spine.
Objectives: By the end of the 101 course students should be able to:

• Identify some general surgical instruments
• Understand and display proper OR etiquette
• Identify and articulate spinal structures, functions and related anatomy
• Identify and distinguish between the different spinal pathologies
• Distinguish between the different imaging modalities
• Identify spinal anatomy and pathology on radiographic images
• Understand how and why the bone healing process takes place
• Have an understanding of spine biomechanics and normal kinematics
• Understand the differences between surgical treatment options of thespine
• Read, interpret and present a scientific journal article to a spine surgeon
• Have an understanding of persuasive excellence, the sales cycle, planning goals, target

surgeons, etc.
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101 Training is a precursor to all other sales training and is required unless eligible for the test-
out option. Spine Specialists with more than three years of previous spine sales experience,
Area Director recommendation and Zone Vice President and Executive Vice President of US
Sales approval, will be required to take a test out exam covering Medical Terminology, Basic
Anatomy of the Spine, Spine Functions, Imaging and Pathology. An overall grade of 86% is
required for full exemption from 101 Training.
More detailed logistical information will be sent to you prior to the start of the online training
session. Please use the link provided to book travel using your personal credit card. Hotel and
ground transportation will be arranged for you.
Pre work for 101 will begin approximately three weeks prior to the course using Globus
Blackboard. Access Globus Blackboard as you previously have:

• Link: https://globusmedical.blackboard.com/
• Login: first initial, last name, for example: Jon Smith, jsmith
• Password: globus123 (unless you changed it)
• Under courses click on the 101 Sales Training Anatomy Pre Work under MyCourses.

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101 Pre Work and Training Checklist

Below is a guideline to act as a preliminary resource and timeline as you prepare for and
complete the online 101 pre work.

O Read chapters 1-5 in the anatomy book

O Complete spinal anatomy learning check # 1 (blue sheet)

O Read chapters 6-10 in the anatomy book

O Complete spinal anatomy learning check #2 (blue sheet)

O Complete pre-101 module 1 on LearnWise for additional reference as needed
(see Orientation tab for more information)

O Read chapters 11-15 in anatomy book

O Complete spinal anatomy learning check #3 (see blue sheet)

O Complete pre-101 module 2 on LearnWise for additional reference as needed
(see Orientation tab for more information)

O Review chapter 16 of the anatomy manual

O Complete pre-101 module 3 on LearnWise for additional reference as needed
(see Orientation tab for more information)

O Sales calls with AD

More information will be sent to you prior to the start of the online training session.

*If you have been approved to take the test out exam, further instructions will be sent to you.
Review the Persuasive Excellence Manual in preparation for 201 training.

Pre 101 Module on Globus Blackboard (review all presentations, complete homework and quiz for each
module)

O Module 1: Introduction and Terminology
O Module 2: Basic Anatomy
O Module 3: Ligaments/Spinal Cord/Blood Vessels
O Module 4: Imaging
O Module 5: Surgical Techniques
O Module 6: Persuasive Excellence

More detailed logistical information regarding travel will be sent to you a few weeks prior to the offsite
training session. Please use the link provided to book travel using your personal credit card. Hotel and
ground transportation will be arranged for you.

Spinal Anatomy Manual

Learning Check #1 (Chapter 1-5)

After reading the chapters you should be able to answer the following questions:

1. Describe where the C4 nerve root exits the vertebralcolumn
2. Describe where the L4 nerve root exits the vertebralcolumn
3. What are the six motions that the spine is capable ofperforming
4. Which type of bone has a high surface area but not a great amount ofmass
5. Why does cortical bone serve as a great attachment point for surgicalhardware
6. Where is the pars interarticularis located
7. How does nutrition cross from the endplate into the intervertebral disc (what process)
8. What travels through the vertebral foramen? The intervertebral foramen?
9. What is the main function(s) of the intervertebraldisc
10. What is the purpose of the nucleus pulposus
11. What happens to the water content of the disc as an individual ages? What effect may this have

on the biomechanics and loading of the spinalcolumn?
12. Which region of the annulus fibrosis is stronger? What is the significance of the location of the

strength and weakness of the annulus fibrosis?
13. What is the benefit of the facet joint being a synovialjoint?
14. Why do facet joints change orientation according to vertebral level?
15. What happens as the axial load is transferred from the anterior column to the posteriorcolumn?
16. Why is the motion segment considered to be considered to be the smallest functional unit of

the spinal column?
17. If the gel from inside of the nucleus pulposus leaks and comes into contact with the PLL or the

dorsal/ventral nerve roots, what may the patientexpect?
18. What is the purpose of the spinalcurvatures?
19. Identify the different structures of a vertebralsegment.
20. Why is the apophyseal ring considered a good base for interbody grafts and fusiondevices?

Spinal Anatomy Manual

Learning Check #2 (Chapters 6-10)

After reading the chapters you should be able to answer the following questions:

1. What two segmental ligaments run from C2 tosacrum?
2. What ligament connects lamina to lamina between two adjacentvertebrae?
3. What level does the spinal cord end?
4. What structure adheres the spinal cord to the sacral/coccygeal region?
5. What portion of the nerve root is sensory?Motor?
6. Where is the cerebral spinal fluid found? Between what layers of themeninges?
7. What is the posterior tension band? What function does it serve? What benefit does it provide if

it is strong? If it is weak?
8. Why are muscles of significance in posterior lumbar surgeries?
9. Where is the psoas muscle located? What complications may arise with the psoas in lateral

approaches to the lumbar spine?
10. What does the term visceral mean?
11. What is retroperitoneal? What organs areretroperitoneal?
12. What are the names of the “great vessels” (vascularstructures)
13. What vessels carry oxygenated blood?Deoxygenated?
14. At what level of the spine do the great vessels bifurcate (split)? What is the name of thevessels

after the split?
15. Describe why the vertebrae of the cervical spine are smaller than the otherregions?
16. What travels through the transverseforamen?
17. What action occurs at the atlanto-occiptal joint? Atlanto-axial joint?
18. How many vertebrae are in the cervicalspine?
19. How many spinal nerves?
20. Which region would have a bifid spinousprocess?
21. What are subaxial vertebrae?
22. How many pairs of ribs do humans have?
23. Why are lumbar vertebrae larger than vertebrae in other regions of the spine?
24. At what level does the greatest risk of disc herniationsexist?
25. The central nervous system is composed ofwhat?

Spinal Anatomy Manual

Learning Check #3 (Chapters 11-15)

After reading the chapters you should be able to answer the following questions:

1. What objects would be more radiopaque?Why?
2. What is the best plain film view to visualize aspondylolisthesis?
3. What curvatures can be visualized in a sagittal plane? Coronal plane?
4. What is the benefit of using fluoroscopy during surgical procedures?
5. What is the major disadvantage of fluoroscopy?
6. What is the advantage of being able to take cross sectional views onimaging?
7. Does fat appear brighter on T1 or T2 MRIimaging?
8. Does water appear brighter on T1 or T2 MRIimaging?
9. What is the best diagnostic value of CTscans?
10. What can be visualized on MRI’s?
11. In a myelogram, where is the injection made into?Why?
12. What can the discogram differentiate?
13. What are the four forces that act upon thespine?
14. What typically happens to range of motions as humansage?
15. Within the spine; how is axial loadingdistributed?
16. What happens when axial load distribution isaltered?
17. What structures make up the anterior column? Posteriorcolumn?
18. Describe Wolff’s law and how it may affect fusion?
19. What are the five (5) phases of bone healing?
20. What are the two most significant variables that determine how bone heals?
21. Distinguish between a radiculopathy, neuropathy, andmyelopathy
22. How does water play a role in the function of thedisc?
23. The disc is considered the primary factor in regards to the start of the degenerative cycle; what

posterior structure is considered to be a secondaryfactor?
24. What happens when part or parts of a motion segment are incapable of normal functioning?
25. What is compensatory posturing? What are somecauses?
26. What are the three phases of the degenerativeprocess?
27. What are some factors or causes of spinal aging/premature spinal aging?
28. List a coronal abnormality of the spine? Sagittal abnormalities?
29. What is spinal stenosis? What are somecauses?
30. List and describe what happens to the annulus and nucleus in reference to discdiseases?
31. Spondylolisthesis is a structural defect of what region of thevertebrae?
32. List and describe the grades ofspondylolisthesis
33. What is the difference between direct and indirectdiffusion?
34. What surgical techniques are used in the lumbar spine? Describe benefits/risks ofeach.

201 Pre Work and Training

Overview: Sales Training 201 focuses on the application and selling of Globus products. This
course features hands on practical exercises and office and OR role play. Attendance is
required by all field sales personnel.
Goal: For students to convert what they have learned into increased sales through superior
product knowledge and persuasive excellence.
Objectives: Students will be competent on and be able to perform the following functions:

• Sell Globus and create general enthusiasm for the company
• Demonstrate persuasive excellence in every sales call
• Demonstrate OR proficiency
• Demonstrate bailout situations in an OR environment
• Handle common objections
• Identify and sell against competitive products
• Be well versed on tips and pearls for each product

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More detailed logistical information regarding travel and the online pre work will be sent to you
prior to the start of the online training session. Please use the link provided to book travel
using your personal credit card. Hotel and ground transportation will be arranged for you.

Access Blackboard and click on the “201 Sales Training Pre Work” under My Courses.

This mandatory online program is divided into time-sensitive modules. You will have one week
to complete each module. Plan to spend approximately 10-12 hours per week. Each module
focuses on Globus products and includes product presentations, study guides, discussions,
quizzes and a module exam.

The Globus training department will be available to help you during normal business hours
Monday through Friday. There may be a delayed response to emails sent at night or on the
weekend.

The following products will be covered (subject to change):

ALTERA™ INDEPENDENCE®
CALIBER® MAGNIFY™-S
COALITION® MONUMENT®
CREO™ RISE®
FORTIFY® SECURE®-C

Be sure to review each technique guide prior to watching the presentation for that product.
Use the Globus literature app on your iPad to access technique guides.

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Access Globus Blackboard as you previously have:
• Link: https://globusmedical.blackboard.com/
• Login: first initial, last name, for example: Jon Smith, jsmith
• Password: globus123 (unless you changed it)
• Under courses click on the 201 course

Go the “Start here” on the left side and navigate through demo module. Look for the 201 Navigation
Tutorial.
Take a moment to review the syllabus and contacts.

Each module features study guides, product presentations, quizzes, discussions and an exam.
All scores (quizzes, assignments, discussions and each module exam) will count toward your cumulative
grade. A cumulative score of 85% is required to attend the 201 training.
Once a module is open the product presentations, study guides and discussions will continue to be
available to you through the end of 201 training.
All assignments in the “Apply” folder are locked at the end of each module.

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201 Pre Work and Training

More information regarding Globus Blackboard will be sent to you prior to the start of the online
training session.

O Review syllabus on Globus Blackboard and check home page for announcements
O Review the surgical technique guides for the products to be covered in the 201 class (all

literature is also available on the iPad)
O Field training (paperwork on Globus Blackboard) if applicable (direct Spine Specialists)

O Complete 201 pre work (view presentations, participate in discussions and take quizzes for
each weekly module)

O Read the persuasive excellence manual (201 Pre Work and Training Tab Appendix A)

O Follow instructions to book travel which will be sent to you via email

O If you haven’t already observed the below kinds of cases, please try to see cases AND sales
calls BEFORE coming to 201 Training:

o ACDF/ COALTION®/ COALTION®-AGX
o Disc Arthroplasty/ SECURE®-C
o Posterior (PLIF/TLIF)/CREO®/ REVERE® with Interbody(Expandables)
o ALIF/INDEPENDENCE®
o Tumor/Trauma FORTIFY®

More detailed logistical information regarding travel will be sent to you a few weeks prior to the training
session. Please use the link provided to book travel using your personal credit card. Hotel and ground
transportation will be arranged for you.

201 Training
Appendix A
Persuasive Excellence

Please use the following Study Guide as you review
Persuasive Excellence and the 10 Techniques to Sales Success

1. Persuasive Excellence involves ten to guide the sales presentation.
2. Persuasive Excellence involves and rather than coercion.

Create Enthusiasm:

1. sells.
2. Enthusiasm should be exhibited in what parts of the sales presentation?

3. List 3 ways to create a favorable climate at the start of a sales presentation:
a.
b.
c.

Probe:

1. Begin every presentation with a probe to identify your prospects and
.

2. Good probes elicit responses creating .

3. Good probes help the direction of your prospects thoughts.

4. probes guild on one another to develop a thorough understanding
of the physician’s decision process.

Listen:

1. Listening will provide the , , and needed to
efficiently and effectively guide the physician through the sales presentation.

2. Listening is effective only when pursued .

3. Active listening requires and .

Control: .

1. Control is required in order to move the physician through the stages of
2. List 3 ways to maintain control during a sales presentation?

a.
b.
c.

You Appeal:

1. The must be central to all we do.

2. “You Appeal” should begin when and end when in your territory? .

Benefits:

1. Sell Benefits not !

2. Benefits provide .

3. Physicians are interested in what makes your product .

Reasons Why:

1. Follow benefits with “reasons why”. Reasons why make benefits and
.

2. Reasons why are often preceded with the words… .

3. Remember prospects are naturally skeptical. Always use “reasons why” to the
and maximize the impact of your sales presentation.

4. How can you ensure that the “reason why” resonates with the physician and has the impact
desired?

Objections and Indifference:

1. Objections represent and from the physician.
approach.
2. When you hear an objection you must respond with a
.
3. Why is it important to verify?

4. Tackle indifference with

Images and Stories:

1. Images and stories bring the sales presentation to . .
2. Prepare a story for within the customer.
3. Images and stories are intended to leverage the

Closing:

1. True or False: The close comes only at the end of a sales process?

2. The close should be the of the sales presentation.

3. Don’t expect prospects to close themselves, you must ?

4. If you cannot seal the deal or schedule the case, on something!

5. The goal of Persuasive Excellence is to versus close the sale.

PERSUASIVE EXCELLENCE

This sales training material is designed for instructional purposes.
It is to be used for Globus Medical Sales Training only. It is not to be
shown to or left with physicians or other healthcare professionals.

Index 7
9
Ten Techniques of Persuasive Excellence 15
18
Technique 1: Exude Enthusiasm 20
Technique 2: Probe 22
Technique 3: Listen Actively 26
Technique 4: Control 27
Technique 5: You Appeal 32
Technique 6: Benefits 33
Technique 7: Reasons Why
Technique 8: Objections and Indifference
Technique 9: Images and Stories
Technique 10: Closing

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GLOBUS PERSPECTIVE

Our vision at Globus Medical is to become the world’s preeminent spine company.
Our success and our existence require that we adopt the long-term perspective of
selling. We want to build long-term relationships with spine surgeons throughout the world.
The competitive advantage that a Globus sales representative offers is that you
sell SOLUTIONS (products combined with service). At Globus, we focus on GIVING (we bring
solutions: products backed by service and ongoing collaboration). Weare in the business of
serving the spine surgeon, and only the spine surgeon.
At Globus, you will be challenged to build relationships (partnerships) with the busiest
surgeons inyourterritory,notjusttheonesyoufindeasytorelateto.Itisonethingtosellto
your friends, but real sales ability is demonstrated by the sales representative who can sell to a
variety of physicians in a variety of circumstances.
As with the rest of the company, the Globus sales organization was formed by
gathering the brightest andbest from the spine industry. Each of you was hired for
youruniqueabilities,skills,andexperiences,whichhaveledyoutosuccessin school,athletics,
the arts, and your career. The task before us is to create a team, a culture, the Globus sales
culture that will deliver a consistent message and excellent service indicative of the world’s
preeminent spine company. You are Globus in the eyes of your customers. You are
the preeminent spine company in the world. Our products must be consistently
presented in every territory.

PERSUASIVE EXCELLENCE 3

PERSUASIVE EXCELLENCE

The Journey of Persuasion

Show me a successful person, and I’ll show you a person adept in both the science and art of
selling. Whether you realize it or not, we all sell continuously. Nothing happens without some
form of persuasion. At times overt, often subtle, it does not matter whetherwe areworking with
products, services, or ideas, or just trying to makea point in casual conversation. Ourobjective
is often to convince someone to think or act in a specific way,to persuade another person, or
to make a sale. The key to effective selling is guiding your prospect through a “journey of
persuasion.”

“PersuasiveExcellence”istheGlobus brandofselling. Itisthestructurethatprovides
the solid foundation from which the artistry can be created. It provides consistency across the
country to ensure the Globus product message is clearly delivered. The Globus approach is to
sell versus tell. While many media can deliver the product message, only the skilled sales
representativecandeliver themessage ina customized manner, ensuring that it has the
desired impact. Only the sales representative can engage in dialogue with a prospect,
assess agreement, and carefully move through the journey of persuasion with
optimal timing toaGlobusproduct solution. The structure is enhancedandbrought
to life by the unique talents and skills of each Globus representative.

Persuasive Excellence is a 10-technique selling process that will guide you, the sales
representative, in delivering a successful call on a physician. Unlike other sales models,
Persuasive Excellence uses techniques rather than steps. This is a critical difference.
Unlike steps that lay out what to do first, second, third, etc, the 10 techniques can (and should)
be used throughout the sales presentation. You cannot address Persuasive Excellence with a
“check-the-box” mentality. For example, you cannot say, “I opened with enthusiasm, now I can
putthatawayandreturn tomyoldseriousself.”Enthusiasmmustbedemonstratedthroughout
the call. So should probing, listening, control, you appeal, benefits, reasons why,objections
addressed, and images and stories. Even closing should be demonstrated throughout the call, as
the close represents the desired destination and should guide all that is said and done during
the call. Persuasive Excellence may be similar to other sales programs or models that you used
in the past. The “magic” is not in the model but in the execution, where the science and artistry
come together.

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Persuasive Excellence will help build a consistent Globus brand throughout the sales
organization. The techniques included in Persuasive Excellence are based on proven
formulas, techniques, and methods. You will be expected to use the structure provided,
yet encouraged and challenged to employ your unique talents and skills to deliver
maximum sales.

Wikipedia says, “Persuasion is a form of influence. It is the process of guiding people toward
theadoptionof anidea, product, attitude, or actionby rational and symbolic means. It is the
strategy of problem-solving relying on ‘appeals’ rather than coercion.” “Excellence is the
state or quality of excelling. Something that is eminently good or characterized by first class!”

Persuasion demands the long-term perspective. It requires that you engage the prospect
and join in a journey. It involves guiding the customer to discover the best solution. It is the
opposite of coercion — backing customers into a corner, outwitting them intellectually, or tricking
or trapping them. Throughout this selling guide, we will use the metaphor of a river as wediscuss
selling. The river is constantly moving toward an intended destination. The river is constantly
changing.Throughoutthejourney,theriverhasperiodsof calm,rapids,undercurrent,straight
areas, and twists and turns. At times, it is clear and pure; other times, it is murky and polluted.
As a sales representative, you serve your physicians as the banks of the river. Yourjob is to guide
them on their journey as they search for the ideal devices for their patients. At times, you provide
structure and control to keep them moving forward; at other times, you provide perspective
and support whenthey face therapids. Youalso provide education and trainingwhenthey
face unexpected twists and turns and cannot see around the bend. If you don’t help them
navigate the journey down the river, they will likely take wrong turns where the river forks or
be commandeered by a competitor. The 10 Techniques will help you facilitate the journey for
your physicians in an effective and efficient manner.

Persuasive Excellence turns most people’s sales paradigm upside down. It is not telling
all you know about your product with the hope that something will resonate with the prospect.
Instead, Persuasive Excellence requires that you be deliberate and strategic as you provide
information about your product waiting for the optimal moment to share in order to
maximize impact.

PERSUASIVE EXCELLENCE 5

Globus Sales Management is committed to your success. You will be taught the science
(structure) of Persuasive Excellence. The art will be coached and developed in the field through-
out your career with Globus. Your sales management team never stops coaching and providing
perspective — similar to that given to professional athletes, musicians, and writers. Perspective is
required to develop a skill, and to achieve and maintain excellence. The “Three-Day Field Ride”
is a critical Globus resource and investment provided to each representative. Sales Management’s
goal is to coach for maximum performance.
The Globus expectation is that each sales representative learn, know, and use the structure of
Persuasive Excellence on every sales call. A uniform structure will help to embed the Globus
sales culture and the Globus brand throughout the spine surgery community across the country.

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Technique 1: Exude Enthusiasm

“Enthusiasm I rate…even ahead of professional skill,” remarked Sir Edward Victor Norton,
a Nobel Prize winner for Physics. Who would think enthusiasm is important in the world of
physics? The world famous inventor Charles Kettering said, “The opportunities will go to those
who have enthusiasm.”

Yes, enthusiasm sells! You can have the greatest idea in the world, but if you don’t get people’s
attention so that they listen and understand it, your idea is lost in the “noise of the world”
and worthless. Without enthusiasm, you simply cannot break through the noise, clutter, and
distractions of life. This fact is compounded when you enter the world of the surgeon who is
dealing with stress, precision, life/death, OR schedules, full waiting rooms, insurance problems,
continuing medical education, etc.

Before every physician call, you must ask yourself, “Why does the physician want to take time
away from patients to spend time speaking with me? How can I ensure that this call is
a wise investment for the physician?” Leverage your unique talents, skills, and customer
insight to present your message enthusiastically in a way that will break through the noise for
each physician, and in ways and using language that areappropriate for that specific person.

Emotion dictates a person’s initial reaction to almost every situation. In this respect, a surgeon is
nodifferentfroma salesperson,a clericalworker,ora purchasingagent.Everyonerespondsfirst
totheirown feelingsandemotions.Therefore,alwaysstarta conversation bycreatinga favorable
climate and a feeling of enthusiasm. Put your prospect in a good mood — you want your prospect
smiling, or at least comfortable, before you discuss anything of substance.

Keep in mind the following 3 basic skills that will be beneficial with a prospect:

1. Smile!Most physicians aredealingwithpeople withproblems all day long, patients
who have little to smile about. Brighten the doctor’s day with a smile. As a Globus sales
representative, consistently wear a smile. As you stand at the trunk of your car getting
drenched in thepouring rain,gathering your demo kits andequipment,SMILE! Younever
know who is looking out the window. A smile is contagious. Everyone wants to know what
you are smiling about — especially when it’s raining!

PERSUASIVE EXCELLENCE 7



Technique 2: Probe

A sale based on a “customer-centered” approach will result in both short-term and
long-term value for both the customer and the sales organization. It will enhance the Globus-
physician relationship! In order to develop and maintain a “customer-centered approach,” you
must know your customer. Effective probing skills are the key. Asking questions (probing) itself is
simple;anyonecan doit.SkillfulprobingisCOMPLEX.

Every call must be preceded by research and investigation. There is no need for “cold calling”
on physicians! If you do your backgroundwork andcomplete your due diligence, you will make
only educated and insightful sales calls. Probes unlock the door. Properly used, they tell you
everything you have to know about your prospect’s needs and interests before you start your
sales presentation. Good probes elicit responses, creating a 2-way dialogue. Your questions and
probes begin long before you come face to face with the physician. Yourquestions and probes
started as you began completing the territory analysis and physician profile (provided at the
end of this section) soon after your hire date with Globus.

The probes you use as a new sales representative are focused on logistics, physician policies
and procedures, habits and routines, and expectations. Below are some examples of common
probesto beused on yourfirstcallsasa new Globussales representative,workingtocomplete
the physician profile for each targeted physician in your territory.

Front Office

• What are Dr. Jones’ procedures for scheduling appointments with sales representatives?
• What the best times to catch Dr. Jones in the office?
• When doesDr.Jonesschedulehersurgeries?Whathospitalsdoessheuse?

Face to Face With the Physician

Probes take many forms, but their underlying purpose is always the same — to get as much
informationaspossiblebeforeyou starttosell.Alwaysremember,thepurposeofa probeisto
gain understanding and insight from the customer. You want to gain information to quickly
establish the relationship with your physician and help to build a long-term relationship.
With each probecomestheresponsibilitytocapturetheresponseandusetheinformation
appropriately in all subsequentdiscussions.

You can ask the question only once — capture the response and build on it!

PERSUASIVE EXCELLENCE 9

The goal is not just to ask a question! Therefore, if you don’t immediately get an answer
that provides the information you need, keep probing; continue asking questions until you gain
the insight and understanding needed to move the customer down through the journey of
persuasion. Questions must be targeted and purposeful. They must be delivered with skill and
finesse. Most physicians will not engage or tolerate the “1001-Question Interview.” The probes
must be delivered naturally in the course of a conversation as you guide the physician through
the journey of persuasion. Targeted probes tell you who your prospects are, what they are
thinking, what their predisposition is, and many other essential factors.
Your sales paradigm must be turned upside down. The sales presentation is not about
you and your product. The focus must always be on the surgeons and their unique practices and
needs. Youmust approach the presentation from their perspective. The reality is clear; very few
surgeons are eagerly waiting to hear what you have to tell them about your products. You must
EARN their INTEREST and ATTENTION. The secret to getting the physician’s attention is to
arouse curiosity.
The key to maintaining interest is the skillful use of probes and questions to identify
the prospect’s needs and interests. Only when your investigation is complete and you have a
thorough understanding of the physician’s current situation are you ready to discuss your product.
Without probes and questions, most sales representatives appear as the “Energizer Bunny.”
Once they finally get in front of the physician, they are so tightly wound that they begin their
canned/generic sales presentation and spew all they know about their product with little regard
for the physician’s unique practice concerns. They can deliver the science (structure) of the
sales call flawlessly, yet without artistry their message is not heard by the physician. It does not
resonate or come to life for the physician. Why? The physician is not engaged and does not see
the impact or value of the information on their practice.

10 PERSUASIVE EXCELLENCE