Online Medical Sales eTraining

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Sales Pilot was borne out of necessity as a sales performance improvement organization specializing in healthcare sales.

With over 28 years of sales, management, and consulting in the medical device industry, Mace Horoff, the company's founder, recognized that the sales training programs available to the Medical Device and Healthcare industry were too generic and inadequate. Physicians and other decision-makers thought differently, behaved differently, and made buying decisions differently. There needed to be specific training to address these differences.

Mace' s own experience of going through various sales training programs was that regardless of whether the information received during the training was good or not, the challenge was to implement the material following the training. This is very difficult in the medical sales environment because sales reps are usually dealing with crisis management situations and immediate sales opportunities that must be addressed. The binder, books and other materials from the training session often end up on a shelf somewhere, never to be seen again.

Mace learned that for any training to be effective, three things need to happen. First, the training interaction must be specifically tailored for the product or service being sold and the customer. Second, the information must be presented in a highly-interactive way that facilitates learning during the training session. Third, there must be methods to reinforce the learning through continuous practice.

The Sales Pilot Medical Sales Training process was designed similar to aviation training programs. Pilots must learn each skill and demonstrate a level of competency before moving on to the next. As an avid pilot and aircraft owner, Mace realized that this approach to training makes sense to healthcare sales. Just as in aviation, almost every step of the sales process is mission-critical and should be addressed as such. Lives are on the line as well as the reputations of healthcare institutions, providers and manufacturers.

The training process is straightforward and aligned with what medical sales representatives do every day. Learn from a company that understands your world, your customer, and your challenges.

To discuss what Sales Pilot can do for your organization, call us at 561.333.8080 or email us .

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