Category Archives: Pharmaceutical Sales Training

Medical sales – blog round-up – Summer 2011

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during this summer. Continue reading

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Medical sales: Wimbledon’s big-serving boom is over – what does that teach us about sales?

Historically, companies focused on hiring the best sales force available and then provided them with good initial training. While still a good idea, a problem has emerged. Recruitment + initial training alone no longer carry the day because sales people don’t sell into static buying environments. This means that the initial training they receive, like the big serve, over time often yields skills parity, not a competitive edge. Today, success requires companies to not only build the best sales force, but also to maintain it. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Best Practices, Sales Training, Sales Training Best Practices, Uncategorized | Tagged , , , , , , , , , , , , , ,

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Pharmaceutical sales training – a new point of view

Pharmaceutical companies are reducing the size of their sales force and introducing digital tools – where physicians can ask questions about drugs, order free samples, and find out which insurers cover certain treatments by using, for example, an iPad app. This will require a new and different type of sales training for some new and different players. Some companies have acknowledged this reality and modified their sales training programs to include everyone in sales training who has interaction with the customer – from sales and technical support to customer service. More companies will need to get on board.
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Posted in Health Care Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Training, Sales Training Best Practices | Tagged , , , , , , , , , , ,

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