Advanced Training for Tenured Sales Representatives

Advanced Training for Tenured Sales Representatives

This is NOT training on initial selling skills or sales methodology. Customized to your product(s), business drivers, call points and competition, Advanced Training for Tenured Sales Representatives benefits experienced sales representatives, helping them drive deeper into territory business development and sales process best practices.

At the conclusion of our Advanced Training program, tenured sales representatives are put through a rigorous practical examination that closely simulates their selling environment. Results of this practical exam helps sales representatives (and their managers) identify their individual strengths and areas of need. This subsequently can be used as a developmental roadmap. Our training involves:

Business Development:

  • Territory Knowledge
  • Territory Strategy
  • Business Drivers
    1. − Relationships
    2. − Conversion
    3. − Physician Training
    4. − Healthcare Economics
    5. − Cross-Selling
    6. − Account Penetration
    7. − Referral Physician Education

Sales Processes:

  • Qualifying & Targeting
  • Fact Finding
    1. − Front Door to Back Door
    2. − Bio-Sketch
  • Access
  • Pre-Call Plan
    1. − Pre-Call Checklist
  • Call
    1. − MLPQs − Overcoming Objections
    2. − Follow On Probe
    3. − Evidence-Based Selling
    4. − Paint the Patient Picture
    5. − Selling Against Competition
  • Advance to Close
  • Pull-Through
    1. − Building Advocacy
    2. − A Practical Examination
“… Perceptum conducted a workshop instructing our sales management and marketing team … (the workshop application exercises) were fast paced, interactive and required our entire sales team to be actively engaged… was extremely effective, creating such a buzz around the NSM that executives from other Aesculap sales divisions were dropping into our sessions …”
Vice President Spine Sales
Aesculap Implant Systems