Mary Hiers, Guest Contributor

Recent Posts

5 Things to Look for When Selecting a Training Vendor

by Mary Hiers, Guest Contributor on 2/18/16 10:22 AM

Selecting the best training vendor is essential to engaging learners and ensuring you maximize your training return on investment. It may take some time to evaluate the choices, but it is time well spent. Here are 5 things to look...

If Good Training Matters, It Needs to Stick

by Mary Hiers, Guest Contributor on 2/1/16 1:30 PM

Training represents a major investment at most companies, and in some industries, like in pharma sales training, the investment is even greater due to the highly specialized nature of what learners must take in, and the strict...

Improve Engagement & Learning: Offer Nuggets of Training

by Mary Hiers, Guest Contributor on 12/23/15 12:25 PM

The work of the pharma sales trainer has never been easy, but modernity is adding to the challenges inherent in the pharma sales training process. People's attention spans are shrinking, and distractions abound. Trainers are...

Strengthen Training Effectiveness: Gamification Increases Knowledge Retention

by Mary Hiers, Guest Contributor on 12/11/15 5:00 AM

 Training is necessary for any job, and in an industry as technical and regulation-heavy as pharmaceuticals and biotech, high quality training is indispensable. In pharmaceutical and biotech sales, team members have to take in and...

Is On the Go Learning Effective?

by Mary Hiers, Guest Contributor on 11/18/15 1:57 PM

Technical savvy isn't something that's "nice to have" in today's corporate training environment. Today, showing that your organization embraces technology for learning is table stakes. Your employees generally have at least one...

Why It's Important to Measure Training Outcomes

by Mary Hiers, Guest Contributor on 11/17/15 12:17 PM

Businesses, particularly in technically intensive industries like pharmaceuticals, may spend significant sums training sales people. Companies strive to improve sales effectiveness through ongoing sales coaching and mentoring,...

Be a Better Coach: Share Ideas & Lead

by Mary Hiers, Guest Contributor on 11/12/15 3:30 PM

Without development and reinforcement, skills and knowledge rapidly drop in effectiveness. One study about coaching and reinforcement activities found that if these critical activities don't take place, around 87% of training...

Active Learning: Putting Emphasis on Learners

by Mary Hiers, Guest Contributor on 10/22/15 3:21 PM

Any coach, athletic or otherwise, will tell you that mentally learning a skill or technique doesn't mean much if you don't actually put it into practice to get better at it. Effective learning is much more than passively absorbing...

Could Pharma Learn From Jiffy Lube's Training Strategies?

by Mary Hiers, Guest Contributor on 9/20/15 11:52 AM

Jiffy Lube is a car maintenance and auto service center chain that has had eight consecutive years of increasing average revenue per customer as well as increasing customer service scores. The company chalks this up to excellent...

Aberdeen Research Overview: 5 Ways to Shorten the Sales Cycle

by Mary Hiers, Guest Contributor on 7/7/15 8:30 AM

About a year ago, B2B research firm Aberdeen Group published a report titled "It's a Marathon, Not a Sprint: Best-in-Class B2B Sales Training for an Ever-Changing Market." The overall theme of the report was that making the sales...