Category Archives: New Hire Sales Training

Sales coaching and the high potential sales rep

Knowing what successful people do provides a sales coach with information that can be used to help high potential sales reps achieve the success they are capable of obtaining. Could they get there on their own? Sure, some would, but some might not. Plus, sales coaching can help them get there quicker with fewer mishaps along the way. This blog describes 5 behaviors for achieving sales coaching success. Continue reading

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Training new medical device sales reps – getting it right

When designing a training curriculum for new medical device sales people, clinical knowledge is first and foremost. But on its own, it’s not enough for sales success. Adding traditional sales skills training also is important, but insufficient for sales success. New medical device sales people need something more from sales training. Continue reading

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On-boarding sales people – it’s not your father’s Oldsmobile

How sales people are on-boarded is a significant factor for building sales success. Unfortunately, it is historically one of the most underemphasized aspects of sales performance development. Great on-boarding programs for sales people are still the exception. Continue reading

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Who are the new sales reps?

Companies traditionally look to hire sales reps from multiple sources. Some look to college new hires to fill a series of lower level inside sales and sales support positions prior to becoming “full fledged” account execs. Others seek out competitive hires providing them with totally different territories and/or tasks until non-compete agreements have matured. Increasingly, in major accounts selling, companies are looking to consultants who bring problem solving skills to the sales process – believing that it’s easier to provide that audience with sales training.
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Today’s sales conversations present new challenges

As sales conversations move from transactional to consultative the skill set of the sales team must change. This means that the way we train sales reps – and especially new hires -must change, too. Continue reading

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The business acumen challenge for new sales reps

Many companies offer training programs for new sales reps that focus on products with some competitive information and sales skills added. Often, they are accompanied by various levels of testing – spanning the rigorous scale from minimal to washing new hires out of the program. Continue reading

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Medical devices – the changing market and implications for sales

The medical device market is changing – from the traditional physician preference model to the increased importance of economic influence and the role of profitability. In addition, the medical device market is no longer homogeneous, leaving opportunity for companies to resegment the market place – and re-focus how they train their sales force. Continue reading

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Creating value – top sales managers share 5 ideas for new sales reps

What would you tell new sales reps about how they can learn to provide superior value to their customers? Here are 5 ideas from top sales managers. Continue reading

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New sales reps – top performers provide advice on building credibility

Top sales performers give new sales reps advice on building credibility. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, New Hire Sales Training, Sales Best Practices, Sales Call Execution, Sales Training, Sales Training Best Practices | Tagged , , , , ,

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Knowing what you know now, what do you wish you knew when you started selling?

Knowing what you know now, what do you you wish you knew when you started selling? It’s an intriguing question. So, we asked five successful sales reps and managers: “What is one piece of advice you wish you had when you started selling?” We found seven nuggets to pass along.

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