Who Needs A Training Continuum Anyway?

Training Continuum

Sales’ mission is to create new revenue and preserve existing customers. When a sales position is filled it is very important to get the new hire up and running as quickly as possible so they can go out and make an impact! Bogging down a new hire with a long training program can get in the way of this mission. Just test the new hires and let’s all move on… Training is an essential piece of the new hire’s on-boarding experience to ensure product knowledge is solid before making presentations to customers. So, how can sales training work with the sales department to create a win-win? One way is to weave field mentoring activities into the on-boarding experience. This helps give the representative the customer perspective while they are learning the core aspects of marketing your product. It also helps them become field-ready faster. It’s important to note though that training …

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Could The New DOL Overtime Rule Cost You Your Job?

DOL Overtime Rule

While the financial world continues to acquaint itself with the Department Of Labor’s (DOL) Fiduciary rule, and the impact it will have on the industry, another DOL ruling is looming just around the corner.  Effective December 1, 2016 an estimated 4.2 million employees will become eligible for overtime compensation.  The new DOL overtime regulation will raise the current overtime rate for employees from $455 a week, to $913. That means employers will have to pay overtime compensation to any employee making less than $47,476 annually ($913 weekly). To account for wage growth, these numbers will be updated every 3 years.  For many this is welcome news. Since the Fair Labor Standards Act in 1975, 60% of salaried workers in the U.S. were eligible for overtime. Over the years inflation and regulatory changes have weakened the rules in place, and today only about 7% of salaried workers receive overtime compensation. According to DOL Secretary, Tom Perez, this new …

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Should Medical Education Report To Marketing?

Medical Education

You typically see it more in Med Tech and Med Device than you do in Pharma. As a company grows from start-up to mid-size, the need for a training and medical education department arises. Due to the pressures of controlling human resources’ spending, this position usually begins with a management-level role that combines both training and medical education. Further, it may be given to an employee from sales who has a strong clinical and training foundation but may not be adept at forming new departments riddled with regulatory complexities. As the company continues to gain momentum, it becomes increasingly more obvious that the sales training and medical education roles should be separated. At last, there is a position created for a Director of Medical Education who now reports to a VP of Marketing. The evolution of this role continues as the organization struggles with the fact that you can track …

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How Telemedicine Talks To Your Smartphone

How Telemedicine Talks To Your Smartphone

Telemedicine has arrived. Telecommunications is connecting doctors to patients in a whole new way. The latest smartphones are making “visiting” the doctor from remote locations possible all over the world. Today’s smartphone are equipped with sensors that can be used as blood pressure monitors and microscope attachments that can detect ear infections. Telemedicine includes a growing variety of applications and services using two-way video, email, smartphones, wireless tools and other forms of telecommunications technology. And while most examinations still require face-to-face interactions, advances in technology means the gap is closing. These methods of telecommunications are now accessible to most people globally. According to Statista, by 2017, there will be an estimated 2.6 billion smartphone users in the world. Google and Facebook have announced plans to bring internet access to remote regions of the world via satellites and drones. The world is more connected than ever before and accessibility to critical communications is no longer limited to people living …

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Sales Training Gets Sent To The Back Of The Line

What Every Employer Needs to Know About Unpaid Internships

Sales Training programs for new hires can run the gamut from simply reading a few marketing brochures to twelve weeks or more of on-going online exams and verbal assessments.  All too many times the sales and marketing departments are asked to moonlight as part of the sales training program without having the proper knowledge of basic adult learning principles that will drive the learner’s engagement and retention of the material over time. When the sales training department asks for additional resources, they may get moved to the back of the line because it appears that their needs can be addressed through internal cross-functional efforts.  Additionally, tracking your training’s success to gain additional resources can be subjective depending on who is observing and the metrics you use.  In sales training, as with any department, you get what you pay for. Have you ever wondered why there are so many vendors in …

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