5 Sales Training Lessons Learned from Adult Coloring Books

by Ellen Simes, Guest Contributor on 10/17/16 8:45 AM

I was waiting in line at the pharmacy to pick up a prescription the other day and at there was a rotating book display within reach. I took it for a spin and was surprised that of the majority of the books on the rack were adult...

Get Improved Learning Outcomes with Gamification

by Mary Hiers, Guest Contributor on 10/10/16 3:32 PM

Games and gamification aren't the same. With games, you have rules, competitive play, and a determination of skill. Gamification, on the other hand, takes game-like mechanics and applies them to things that aren't games (like sales...

Personalized Versus Adaptive Learning

by Ellen Simes, Guest Contributor on 10/5/16 7:58 AM

Adaptive learning isn’t new, in fact, it’s been around for quite a while. Though it hasn’t been widely used in the pharmaceutical industry, its time may have come. Let’s start with a look at what adaptive learning is and what it...

Sales Training and Emotional Intelligence

by Mary Hiers, Guest Contributor on 10/4/16 1:30 PM

Emotional intelligence, or EI, is a person's ability to identify and manage their own emotions effectively. It is made up of three main components:

5 Thoughts on Training Needs Assessments (TNAs)

by Ellen Simes, Guest Contributor on 9/29/16 9:55 AM

I’m sure that every time you have a training request the first thing you do is a training needs assessment (or analysis). Ok – stop laughing! I get it, that doesn’t often happen in the real world. There are a lot of reasons you may...

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...

Keep it Real and Keep it Mobile

by Mary Hiers, Guest Contributor on 9/7/16 4:06 PM

Many of us have already used mobile incentive technology, even if we didn't know that was what it's called. If you have ever used a mobile app that gives you digital reward points for completing some action, you've used mobile...

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...