Mary Hiers, Guest Contributor

Recent Posts

Things Pharma Rep Trainers Could Learn From Training Programs at Large Corporations

by Mary Hiers, Guest Contributor on 6/18/15 2:44 PM

Pharmaceutical sales training is essential to the success of any sales professional. The problem is that too many pharmaceutical organizations have a static training program that does not deliver everything a sales professional...

3 Ways to Improve the Usability of Your eLearning Training

by Mary Hiers, Guest Contributor on 6/10/15 7:00 AM

When companies choose their form of training, some decisions are made out of necessity. For example, online training is often chosen as a way to train new employees when classroom learning is either not available or financially...

Pharma Sales Training: How to Effectively Navigate Various Pharmacy Settings

by Mary Hiers, Guest Contributor on 4/29/15 8:30 AM

Today's sales representative must be able to function effectively in a variety of settings, including hospitals, doctor's offices, clinics, and pharmacies. As there are with healthcare provider facilities, there are multiple types...

Coaching to Build Confidence & Business Success

by Mary Hiers, Guest Contributor on 4/10/15 8:00 AM

Successful managers in today's knowledge-based economy understand that their team members aren't just "assets" or "resources" but are three-dimensional people who have the most value when they are allowed to realize their...

Pharmaceutical Sales Training: Problem-Solving With Gamification

by Mary Hiers, Guest Contributor on 4/7/15 7:30 AM

Gamification is a growing trend in corporate training, including pharmaceutical sales training. Around half of organizational innovation processes are expected to use gamification this year, and the technique will become a primary...

Preparing Pharma Reps for Questions, Concerns & Objections

by Mary Hiers, Guest Contributor on 4/2/15 7:00 AM

Successful pharmaceutical reps face concerns and objections in the field, but their pharmaceutical sales training and experience have taught them how to effectively prepare for and deal with objections. Nobody likes handling...

Pharmaceutical Sales Training and REMS

by Mary Hiers, Guest Contributor on 3/20/15 8:00 PM

REMS stands for Risk Evaluation and Mitigation Strategy, and it is a concept that comes from a 2007 law giving the US Food and Drug Administration (FDA) new authorities and responsibilities. The purpose of REMS is to ensure that a...

7 Things Medical Device Sales Training Should Include

by Mary Hiers, Guest Contributor on 3/5/15 2:00 PM

Medical device sales and related training objectives are unique and can be complex. Ideally, every medical device sales rep would have the opportunity to be immersed in multiple aspects of the business they work for and every...

Pharmaceutical Sales Training: Preparing for Institutional Selling

by Mary Hiers, Guest Contributor on 3/3/15 8:30 AM

Institutional selling is becoming a more prominent part of the pharmaceutical sales rep's job, and pharmaceutical sales training has to reflect this new reality. While today's rep must still possess strong business and...