5 Things I Wish I Knew Before Becoming a Sales Trainer

by Andrea Pagnozzi on 1/19/16 7:30 AM

I didn’t want to be a trainer. I had no desire to leave the field. I was a salesperson; competitive by nature; and I enjoyed the accolades and recognition that came with achieving goals. From a career standpoint, I just wanted to...

5 New Year's Resolutions for Sales Trainers

by Andrea Pagnozzi on 1/6/16 1:28 PM

The beginning of a new year is a great time to reflect on what training executed really well during the previous year, and what things needs to be fine-tuned for the coming year. Now is the time to get really laser-focused on brand...

Can Neuroscience of Influence & Persuasion Increase Sales for Pharma Reps?

by Mark Currier on 12/16/15 12:00 PM

We like to think that we and others make decisions completely rationally, based on positives versus negatives and logical conclusions. If that were so, then pharmaceutical sales would be much simpler. The fact is, social influence...

3 Things a Pharma Sales Coach Can Learn From Dean Smith

by Mark Currier on 10/2/15 12:30 PM

When you learn about Dean Smith, you quickly realize that most people could learn from his life and work. Smith, who died at age 83 in February of this year, was head coach of the men's basketball team at the University of North...

Can Social Media Tools Be Effective in Pharma Sales Training?

by Mark Currier on 8/26/15 1:43 PM

The concept of "social learning" has been around for a long time. The often-referenced social learning theory was put forth by Albert Bandura and states that learning is a cognitive process, but it takes place within a social...

Creating Pharmaceutical Sales Training Material that Passes the Scrutiny of the MLR Review Process

by Mark Currier on 8/14/15 11:50 AM

Because pharmaceutical sales reps work in a highly technical, regulated industry, the training materials they use have to pass a stringent review process first. This process is called the Medical Legal Regulatory (MLR) review. It...

Modern Pharma Sales Training Deserves a Personal Touch

by Mark Currier on 8/12/15 12:30 PM

Is it any wonder that in an age where unimaginable amounts of information are available at our fingertips 24/7 that white boards, paper workbooks, and traditional lectures are losing relevance in corporate training? With...

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...

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...

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...