Guest Contributor

Recent Posts

Medical Device Sales Reps Need Sales Managers Skilled in Coaching

by Guest Contributor on 6/15/15 8:00 AM

In order to be effective, medical device sales training needs to be ongoing and reinforced by a strong instructor. In a complex industry such as medical devices, sales managers need to be coaches instead of just managers. Even the...

Blended Learning in Biotech Sales Training

by Guest Contributor on 2/27/15 11:25 AM

The pharmaceutical industry is knowledge-based and heavily influenced by science and technology. And that means that practices and products must change frequently to keep up. Continued training can be beneficial in any type of...

REMS Compliance: What Sales Reps Need to Know

by Guest Contributor on 2/24/15 4:00 PM

REMS stands for Risk Evaluation and Mitigation Strategy. Developed by the US Food and Drug Administration (FDA), REMS is a strategy to manage a known or potential serious risk associated with a pharmaceutical or biological...

Medical Sales Training: Moving From Detailing to e-Detailing

by Guest Contributor on 2/19/15 9:00 AM

e-Detailing came to prominence in medical sales training around the same time the pharmaceutical industry was feeling the effects of the 2008 economic downturn. Pharmaceutical companies were under increasing pressure to keep a lid...

Why the Work of Pharma Sales Reps Must Be Customer-Driven

by Guest Contributor on 2/17/15 4:18 PM

Customer influence has been redistributed in the pharmaceutical industry over the last decade, with a shift away from individual physicians and toward payers (including patients). That means the role of the pharmaceutical sales rep...

Pharmaceutical Sales: Regional Managers or Account Managers?

by Guest Contributor on 2/13/15 8:00 AM

The healthcare landscape in the US is changing, and these changes present considerable challenges to traditional pharmaceutical sales. Today it's about more than demonstrating value to the customer, and that means that...

Bracing for a Digital Transformation: 3 Things Sales Trainers Need to Know

by Guest Contributor on 2/10/15 8:00 AM

It's not news that the pharmaceutical industry is undergoing a digital transformation - pretty much every industry is. This is expected to be a positive change, since research has consistently shown that companies that achieve...

The Impact of CMS Open Payments Systems on Pharmaceutical Sales Training

by Guest Contributor on 1/28/15 10:50 AM

Starting September 30, 2014, the Centers for Medicare and Medicaid Services (CMS) made available to the public a  database  containing information about financial ties between doctors and hospitals and healthcare companies that...

Redefining Corporate Learning: Customization is Key

by Guest Contributor on 1/24/15 2:30 PM

 In 2013, spending on corporate training in the US grew by 15%, the fastest growth rate in seven years. Corporate spending on training slowed down during the 2008-2010 recession, but in 2011 it started picking back up again. The...

Get Serious About Training: Play Some Games!

by Guest Contributor on 1/14/15 3:46 PM

Traditional sales training can take sales representatives away from actual selling for extended periods and represents a major investment. But training is necessary for the sales force that delivers great results, and when...