For emerging medical device companies

automate your sales training process
to get to market faster

Once your medical device is cleared for market, rapid sales growth becomes your main goal. This requires building an army of highly qualified sales people capable of representing and selling your device. You seek out and hire the best sales managers and sign the top distributors and independent representatives in each market. However, once you’ve found the right people and agents, they need to be thoroughly trained to sell your products. They may have years of experience selling medical devices, or even experience selling your type of device, but now they need to be trained to sell YOUR device.

Momentum is key. It’s important to get new sales representatives and distributors into training quickly with comprehensive e-Learning courses covering all aspects of selling your products including features, benefits, value proposition, specifications, pricing structure, ROI analysis, case studies, white papers, physician referrals, reimbursement guidelines, shipping and delivery guidelines, customization options, service, support, maintenance, and so forth.

Focus on the Winners, Weed Out the Duds. Once your sales teams begin taking courses and tests and you start seeing test scores, you can begin to rank your people by knowledge level. In the beginning, all distributors and sales representatives look great. But not all of them will work out and you have to quickly determine who the winners are, and focus all your attention on them. Just as important, you have to replace the laggards with more qualified people. An early and accurate indicator of a new sales representative’s commitment to your product line is how well they perform on your e-Learning courses. Top performers will spend time learning your material, and passing tests with high scores, proving they are qualified to sell your products.

Once the web-based training has been completed and tests passed at 90-100%; begin LIVE training: Live training is where you teach and communicate high level, nuanced information, and where you develop an ongoing relationship with the people who represent your company. However, you should never conduct face-to-face training until after your new sales representatives and distributors have passed their eLearning curriculum. Holding live training sessions every time you hire a new sales rep is simply too inefficient and cost prohibitive to be successful. You should not spend time, money or energy traveling and training new sales reps until they have demonstrated online mastery of the basic information and sales pitch needed to sell your products.

Why wait? Start automating your training today.