Why bother pre-call planning?

by Ellen Simes, Guest Contributor on 9/12/16 8:00 AM

Everyone has heard the expression if you fail to plan you plan to fail, but let’s be honest, that isn’t enough motivation for everyone to do pre-call planning. Many sales reps still fall into the trap of grabbing their materials...

Using Augmented Reality to Empower Your Sales Reps

by Mary Hiers, Guest Contributor on 9/7/16 5:40 PM

Augmented reality (AR) is when digital information is integrated with the user's environment in real time. It's not a totally artificial environment, but overlays new information on top of the information in the existing...

The Science of Active Learning: Getting Off the Bench

by Mark Currier on 9/1/16 12:07 PM

Learning is a process, and not a passive endeavor. It's not something that can be "topically applied" and expected to really sink in and stick with people. Suppose you were to walk into a lecture on a topic about which you know...

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...