Discover Why Great Sales Trainers Are Excellent Coaches

by Mary Hiers, Guest Contributor on 7/14/16 8:30 AM

In order to be a great sales trainer, you have to understand the mechanics behind creating great sales professionals. A great trainer knows that sales coaching is incredibly important to the success of any sales training program,...

The Value of a Patient-Focused Approach to Sales Training

by Mark Currier on 7/11/16 8:00 AM

One of the many reasons pharma sales differs from sales in other industries is that the "customer" can be thought of in two ways. Although the US allows direct-to-patient advertising, the pharmaceutical rep is more likely to...

Shining the Spotlight on Stereotyping in Sales Force Training and Its Negative Impacts

by Mark Currier on 7/6/16 8:00 AM

People seem to have an innate proclivity to classifying people: by age, gender, race, and even career choice. While nearly 100% of people would state that judging others based on preconceptions is wrong, many still tend to...

Scrap Learning and Predictive Learning Analytics

by Mark Currier on 6/28/16 8:00 AM

Scrap learning is learning that is metaphorically thrown out once it's learned. In other words, it's learning that is delivered, but is not applied on the job - there is a failure of learning transfer. Because the learning is not...

How To Increase Knowledge Retention of Sales Training

by Mary Hiers, Guest Contributor on 6/22/16 2:55 PM

The psychology of learning has revealed that many traditional views of how we learn are wrong. This can have major repercussions when you think about intensive learning situations like medical school. And not only are teaching...

Provide Customized Sales Training Designed for Your Sales Force

by Mark Currier on 6/15/16 3:30 PM

Sales training can be an empty exercise if it's not customized to your sales force and designed in the context of your company culture. This is especially true in the pharmaceutical industry, where branding is as important as in...

Dr. Shea's Takeaways from ASCO 2016

by John Shea, M.D., Ph.D. on 6/6/16 2:37 PM

CLD's Medical Director, Dr. John Shea, recently attended the American Society of Clinical Oncology (ASCO) Annual Meeting in Chicago. The Annual Meeting brings together 30,000 oncology professionals from around the world and...

ATD 2016 Thoughts and Takeaways

by Mark Currier on 6/1/16 8:30 PM

ATD 2016 came to a close last week.  After having the long Memorial Day weekend to reflect, here are thoughts and takeaways by three CLD staffers who were at the show.

How to Use a Story Framework to Reach Training Program Objectives

by Mark Currier on 5/20/16 2:37 PM

Humans love stories. It doesn't matter if a great story comes in the form of a novel, a film, a television episode, a song, or simply a narrative related by a friend: we love to tell and listen to stories. The human mind simply...

The Value of Being a Fish Out of Water

by Andrea Pagnozzi on 5/9/16 11:09 AM

Being comfortable with your surroundings is safe. You know how things operate, understand the lay of the land, and you feel a sense of normalcy. However comfortable you may be, you may also be becoming complacent. You begin to...