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...

Do Humor and Sales Training Go Together?

by Mark Currier on 7/15/15 11:41 AM

The idea of using humor in a medical setting may seem risky to some people. And indeed, the wrong kind of humor for the situation can be destructive to professional relationships. But that doesn't mean there's no place for...

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...

The 4 C's of Sales Training: Content, Coaching, Confidence, and Correlation to Performance

by Mark Currier on 7/2/15 1:28 PM

Sales training represents an important investment of time and resources, and every biotech company wants to maximize the return on this investment. The 44th Annual Life Sciences Trainers & Educators Network (LTEN) Conference in...

Training Millennials: What You Need to Know About Their Learning Styles

by Mark Currier on 5/27/15 3:21 PM

As the Baby Boomers retire, the corporate sales forces of the world are starting to be turned over to the new generation of Millennials. The problem that sales trainers are having is that this generation communicates and utilizes...

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...

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...

3 Tools Sales Trainers Should Be Using

by Mark Currier on 7/21/14 12:28 PM

Sales trainers in the pharmaceutical, biotech and medical device space all have apps or content they want to share to make their next training initiative easier, more engaging and impactful. The problem is, these "quick"...