Training sessions are often rehashes of what we already know, but, improving sales strategies should always be on your goals list. You don’t need to spice up training or even make it more complex; you need to focus the message and distill key elements from it. Basically – trim the fat. Here are 10 things all medical device sales training programs need in an easy to access list from ProSellus!
Start With The Basics
#1 and #2: Client Schedules & Mobility
Your first concern when crafting a new training program for medical device sales reps: respect for client schedule. After all, without your client base, your business wouldn’t exist! Listen to your clients’ needs, understand their needs, and be firm, but flexible. Next….you have to consider something mostly everyone takes for granted: mobility. The best part about smartphones is that you literally have a computer with you everywhere you go. You can access email, send texts, Skype people, and even access documents on your phone (and locate the nearest Starbucks). Can your training program work anywhere at any time for anyone – including you?
#3 and #4: Transparency & Snackable Information
Third up on the list is something many companies from “Mom and Pop” shops to massive corporations practice: honesty and transparency. Forbes argues that both of these factors are increasingly important in conducting any client based business. If you want to make sales acceleration techniques work best for you, ProSellus Growth Engineers recommend this path, too. Fourth on the list? Digestibility. And yes – information works just like food. Have you broken information in your training program into bite-sized pieces? Pro-tip: doing so allows trainees to more easily and effectively process information. It also gives you breathing room.
Protocols? Specialties? Vernacu-what?
#5 and #6: Documentation & Word Choice
HR (or human resources) gets the fun job of parsing things like employee handbooks along with administrative duties such as hiring and firing. Of course, if you’re a self-employed sales rep, you are your own HR department, accountant, chauffeur, etc. Adhering to documentation protocols might seem like it comes second fiddle to closing deals, but if you don’t practice good documentation, it could come back to bite you in uncomfortable places. Notice that I didn’t say a more common phrase that starts with “bite you in the…” there. That brings us to our next point: vernacular. That’s just a fancy word for the types of words you use, but it can drastically affect how clients interact with you. Consider the connotations of words and not just the dictionary meanings. Can you tell me the difference between “plot” and “plan”? The difference is probably a sale versus. a fail.
#7 and #8: Strong Sells & Specialization Knowledge
Our seventh piece of advice might seem counter-intuitive, but trust us – it makes sense. You need to avoid strong sells. It’s the 21st century. Everyone has internet access, curiosity, and common sense….or all of the above. No matter how much of a smooth talker you think you are, there will be clients who disagree. Read the room and have your facts handy. Speaking of facts, knowledge of adjacent specialties to a client’s industry and where patient populations come from will impress current and potential clients. It also works hand-in-hand with sales acceleration techniques. If you’re drawing blanks when we say “sales acceleration techniques”, keep reading.
Make Sure The Bow Looks Nice
#9 and #10: Repeat-ability & A Secret Weapon
What’s the last part of any gift you give? The bow! The ninth step to complete any medical device sales reps training package includes a key step: repeat-ability of training. You want complete strangers to be able to understand 100% of your training, but you also don’t want to expend every ounce of energy you have during training all the time, every time. All medical device sales training programs need to be easily repeatable, portable, and wrapped up in an attractive package that has evergreen information. Hint: “evergreen information” is information that never gets old and is always useful – like this list!
That brings us to number 10: ProSellus. Email me at Scottwalle@prosellus.com for more information on how our tool can enhance your business, improve efficiency, and put all that big data to work for you. In the meantime, check out our other blogs like Improving Your Bottom Line in 3 Steps or Learning the Market: A Beginner’s Guide