3 Reasons Your New Sales Process Could Fail

3 Reasons Your New Sales Process Could Fail

Picture it.  You’re a trainer who has never been so sure about implementing a sales process for the sales organization.  In fact, it makes perfect sense.  The representatives can now have a consistent go-to-market approach and messaging with their customers that aligns with today’s current marketplace conditions. Additionally, all your training plans can be designed to carry this sales process within the at-home study and the in-person training programs.  Figuring out how to launch the sales process might just be the hardest part.  You talk to upper management and explain how a sales process works, the reason for having a sales process and of course the benefit to the organization.  The leaders nod in agreement and you have the go-ahead to proceed.  All you have to do now is launch it…sounds easy right? Here are 3 things to keep in mind to prevent your new sales process from failing before …

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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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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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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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