Why You Need to Start Sales Training in Medical Sales
Are you serious about improving the performance of your sales team? When was the last time you looked at your sales team and administered the same level of judgment that you would other departments and other teams with your organisation? If performance is a result of the skillful actions of your staff, which means, the sharper the skills the better the performance, what is the real skill level of your sales teams? All sales people and all sales managers are looking to increase the numbers of customers and the value of their sales.
Getting breakthrough results in our organization is a goal shared by all of us.
But how many people look at sales training? For many departments in a company, on-going professional development is a regular and sought after opportunity.
Now I think I've got a reason why sales development in the medical industry is not the norm for small to medium size businesses.
Many years ago when I started selling in the medical industry, sales training was a little bit ho-hum, neither here nor there and that was because what we were doing was getting results.
That was simply turning up, knowing your stuff and being a nice person, that's pretty much all it took.
But these days things are much, much more complex.
The medical market has changed immensely, different decision makers, pricing pressures, regulation, competition, innovation have all meant that things have got tougher in business.
So what is it about sales training that makes it so important? With these rapid changes in business conditions comes an imperative to get better at sales, to get better at the skills, the knowledge, the capability, the psychological mindset behind it all.
And if you're not improving the skills and ability of your sales team and as a sales person yourself, are not continually improving, you are going to be left behind.
There is a quote I like to use from someone much smarter than me, that says: "The world doesn't pay you for what you know, it pays you for what you can do".
This really ties into your professional development program and your sales training, what can you and your team actually do out there today? Therefore, the question remains, what are you doing to improve the training, the knowledge and the skill base of your sales team or yourself? If you are interested in improving the results that you currently have, should you consider what your team can actually "do" as opposed to what your team "knows"? The complexity of the medical sales market has changed, so should your approach to professional development for your sales team.
Getting breakthrough results in our organization is a goal shared by all of us.
But how many people look at sales training? For many departments in a company, on-going professional development is a regular and sought after opportunity.
Now I think I've got a reason why sales development in the medical industry is not the norm for small to medium size businesses.
Many years ago when I started selling in the medical industry, sales training was a little bit ho-hum, neither here nor there and that was because what we were doing was getting results.
That was simply turning up, knowing your stuff and being a nice person, that's pretty much all it took.
But these days things are much, much more complex.
The medical market has changed immensely, different decision makers, pricing pressures, regulation, competition, innovation have all meant that things have got tougher in business.
So what is it about sales training that makes it so important? With these rapid changes in business conditions comes an imperative to get better at sales, to get better at the skills, the knowledge, the capability, the psychological mindset behind it all.
And if you're not improving the skills and ability of your sales team and as a sales person yourself, are not continually improving, you are going to be left behind.
There is a quote I like to use from someone much smarter than me, that says: "The world doesn't pay you for what you know, it pays you for what you can do".
This really ties into your professional development program and your sales training, what can you and your team actually do out there today? Therefore, the question remains, what are you doing to improve the training, the knowledge and the skill base of your sales team or yourself? If you are interested in improving the results that you currently have, should you consider what your team can actually "do" as opposed to what your team "knows"? The complexity of the medical sales market has changed, so should your approach to professional development for your sales team.
