Are Your Training Initiatives Predisposed to Failure?

by Mark Currier on 8/16/16 3:00 PM

Even when a training initiative isn't considered an outright failure, companies worry about whether their investment in training produces a positive return. Getting a positive ROI on training requires several building blocks. For...

Is Your Training Color Blind?

by Ellen Simes, Guest Contributor on 8/4/16 8:00 AM

Color blindness (color vision deficiency or CVD) is not actually blindness, rather it is a deficiency in the way some people percieve color. According to colourblindawareness.org, 1 in 12 men and 1 in 200 women are colorblind....

Multi-Sensory Learning for Pharmaceutical Reps

by Mark Currier on 7/27/16 8:00 AM

Learning may be thought of as a progressive, upward spiral, with each turn of the spiral encompassing several different steps. Learners gather information, reflect upon it, use it in some way, and are typically tested on it. Each...

Competition, Gratification, and Gamification: Pokemon GO in the Training Industry

by Joan Hudak on 7/15/16 8:30 AM

With all the hype surrounding one of the most downloaded games in history, we can’t help but wonder if and how Pokémon GO will affect the training industry. Or rather, is there anything that we as trainers can take away from this...

Discover Why Great Sales Trainers Are Excellent Coaches

by Mary Hiers, Guest Contributor on 7/14/16 8:30 AM

In order to be a great sales trainer, you have to understand the mechanics behind creating great sales professionals. A great trainer knows that sales coaching is incredibly important to the success of any sales training program,...

The Value of a Patient-Focused Approach to Sales Training

by Mark Currier on 7/11/16 8:00 AM

One of the many reasons pharma sales differs from sales in other industries is that the "customer" can be thought of in two ways. Although the US allows direct-to-patient advertising, the pharmaceutical rep is more likely to...

Shining the Spotlight on Stereotyping in Sales Force Training and Its Negative Impacts

by Mark Currier on 7/6/16 8:00 AM

People seem to have an innate proclivity to classifying people: by age, gender, race, and even career choice. While nearly 100% of people would state that judging others based on preconceptions is wrong, many still tend to...

Scrap Learning and Predictive Learning Analytics

by Mark Currier on 6/28/16 8:00 AM

Scrap learning is learning that is metaphorically thrown out once it's learned. In other words, it's learning that is delivered, but is not applied on the job - there is a failure of learning transfer. Because the learning is not...

How To Increase Knowledge Retention of Sales Training

by Mary Hiers, Guest Contributor on 6/22/16 2:55 PM

The psychology of learning has revealed that many traditional views of how we learn are wrong. This can have major repercussions when you think about intensive learning situations like medical school. And not only are teaching...

Provide Customized Sales Training Designed for Your Sales Force

by Mark Currier on 6/15/16 3:30 PM

Sales training can be an empty exercise if it's not customized to your sales force and designed in the context of your company culture. This is especially true in the pharmaceutical industry, where branding is as important as in...