About Sales Pilot

Medical Sales Training Specifically
Designed for the Medical Device Industry

Industry Experience and a Proven Approach to Learning

Sales Pilot was born out of necessity. After 22 years of sales experience in the medical device industry, Mace Horoff, the company's founder and Lead Trainer, recognized that the sales training programs available to the Medical Device Industry were too generic and somewhat inadequate. Mace summarizes his experience as an attendee of other sales training programs during his sales career:

"Several times a year, I would take one to five days out of my territory to attend company-sponsored sales training programs. While some of the content was good, and might have been useful if it had been presented in a format that could have been incorporated into my day-to-day routine, I always felt like it was a waste of time. First - the presenters usually didn't have a clue what it was like to sell in the highly competitive medical environment. Second - it was always "the presenter talks, you listen, hope you had a good time and good luck with your life! Third - the next day back in the territory it was business as usual - nothing changed! Most of the useful information I learned at these seminars was from networking with the other reps during breaks and at the end of the day!"

A superior method of training that Mace experienced was in the aviation world when he studied and trained to become a pilot.

"The aviation approach to medical device training makes sense. In aviation, it's not good enough to "hopefully learn something" in the training process; it's mandatory! You either master the required skills or you don't fly - period! Medical device sales people are frequently involved in the clinical environment. Lives are on the line. Relationships and credibilities are on the line. Crashing and burning is not an option! Yet medical device companies employ training programs that give credit for just showing up or for passing an online exam. It just doesn't cut it. Sales people need to train like their lives and the lives of their companies depend on it - because they do!"

The Sales Pilot approach to medical device sales training is unique and effective. It teaches precise planning and flawless execution in a training environment that mimics airline pilot training. When the need arises, the training automatically kicks in so every situation is properly addressed.

Sales Pilot shortens the learning curve! Your medical device representatives will obtain instantly usable information in a few days that normally takes 10 to 20 years in the field to acquire.

Our programs are not "happy camps" for sales people, but one to three day intensive training sessions that properly equip your sales force for success. The training is challenging, yet fun. They will return to their territories with "The Right Stuff."

Sales Pilot is about turning out professional sales people for the Medical Device Industry.