Tag Archives: health care sales training articles

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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Emerging trends in medical device sales – podcast

In this interview with Dr. Richard Ruff, co-founder of Sales Horizons, we learn more about current medical device sales trends and what it takes to become a dominate medical device player in today’s economic environment. Continue reading

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

Sales performance – addressing accelerated clockspeed

Hospitals are changing what they buy, how the buy and how much they are willing to pay for it. This accelerated rate of change will be particularly telling for some suppliers who are accustomed to changes taking place at a slower pace. These suppliers will need to adopt a new set of strategies or be replaced by more agile competitors. This post focuses on the implications for sales training. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Call Execution, Sales Training | Tagged , , , , , , , , , , , | Leave a comment

Medical sales – impact of hospital mergers and acquisitions on sales strategy

With an increased number of hospital mergers and acquisitions in 2012, new opportunities open for medical sales, including: explore using the national account model, improve the sales teams skills to have business conversations, hep physicians translate clinical value into economic value. It also means that medical sales training must customized to address the challenges posed by consolidation, team-based, and experiential – such as sales simulations. Continue reading

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Medical sales – blog round-up – Fall 2011

If you missed some of our medical sales and medical device blogs posts in the salestrainingconnection.com, here’s a chance to look at our most popular posts appear during the Summer 2011 – in the Medical Sales – Blog Round-up. Continue reading

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Medical device sales – Investing in sales training 2.0

Running the sales force for a medical device company has never been for the faint of heart – and it isn’t getting easier. The medical device market is in the midst of a transformational shift. Hospitals are being pushed to provide higher quality at a lower cost per patient – yet deliver solid financial results. Reimbursements are declining, metrics are changing, competition is expanding, physician alignment is growing, and the demand for services is increasing. Sales people need to be able to sell successfully in this new environment. Read how in this article. Continue reading

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Medical device sales – 8 questioning traps hindering sales success

Medical device sales people are often coached to “talk a little bit less and get better at asking questions.” In most cases this is a solid piece of coaching advice. Most sales people talk too much, listen too little and don’t ask enough questions.

The problem is “doing a better job at asking questions”, is easy to say, but not so easy to do. There are many traps on the road to getting better – this article shares eight of them.
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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 Call Execution, Sales Training | Tagged , , , , , , , , , , | 1 Comment

Medical device sales – the sales process is changing

The medical device industry faces several issues – pricing concerns, health care reform, reimbursement pressures, and increasingly regularly involvement. Given this picture, what are the implications for medical device sales people? Continue reading

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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

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Best Practices, Sales Training, Sales Training Best Practices, Uncategorized | Tagged , , , , , , , , , | 1 Comment