Healthcare and Medical Sales Training
Sales training programs that teach healthcare, pharmaceutical, and medical device sellers to communicate value and build partnerships.
Sales Challenges in the Healthcare and Medical Industry
The healthcare, pharmaceutical, and medical device market is rapidly changing. In this increasingly complex, regulated environment, your salespeople need the sales skills to stay ahead of the competition. These skills enable your team to establish strategic relationships with clinical staff, procurement, C-suite executives, and others involved in the decision-making process.
Medical and pharmaceutical sales reps must stay up to date with changes in the medical field, pharmaceutical industry, and healthcare industry, while at the same time, understanding the wants, needs, and priorities of a wide range of decision-makers. In addition to understanding, they need to know how to communicate value in a way that is meaningful to these decision-makers. This type of communication requires agility in navigating buying committees and effectively facilitating both clinical and business-focused conversations.
How Medical and Pharmaceutical Sales Training from The Brooks Group Can Help
Healthcare and pharmaceutical sales training programs from The Brooks Group teach medical and pharma sales reps how to access the right decision makers, understand their unique buying motivations, and build value based on their needs.
Your medical sales reps will receive hands-on training in how to combine their product and industry knowledge with effective selling techniques. They’ll learn to use a structured, consultative sales process—allowing them to align themselves with the right individuals, the organization’s buying process, and identify their position in the sales process with all opportunities at any given time.
Each medical sales representative will master the selling skills needed to navigate the complex set of rules and regulations that are present when selling to medical professionals. The training will establish a consistent language across the sales force—making sales coaching much more effective and increasing sales forecast accuracy.
These industry-leading healthcare and medical companies trust The Brooks Group:
Client Testimonials
“The quality of the content and the professionalism/enthusiasm of every consultant was outstanding! The best sales training that I’ve attended in 25 years.”
—Tim Rubert,
VP of Sales, BoundTree Medical
“The Health Care Organizations team is killing it in sales. Even with the recent transitions in our company, they still beat Q1 goals. It was the best Q1 for HCO ever! Looks like the training paid off.”
—James Cousin,
Chief Financial Officer and Vice President
3 Steps to Improve Sales Effectiveness in Healthcare and Medical Sales:
Step 1: Assess Your Team
The first step in a successful sales training initiative is making sure the right people are in place to grow your business. Brooks Talent Index assessments identify your teams’ strengths and weaknesses, and give sales leadership a guide for effective coaching.
Step 2: Customized Sales Training
IMPACT Selling is a straightforward, effective sales process that is proven to improve sales performance. We’ll customize the training program to address your company’s needs and goals and gives sellers the sales skills needed to prospect effectively, communicate value, build trust, and sell more at higher margins.
Step 3: Training Reinforcement
To maximize the training program’s effectiveness, we recommend consistent coaching and reinforcement from sales management so sellers achieve proficiency with the new skills they learned. Our reinforcement solutions solidify the training, and ensure that reps don’t revert back to old habits.
With Customized Healthcare and Pharmaceutical Sales Training your team will learn to:
Become a Respected Partner and Advisor
Your organization’s sales performance depends on how well your salespeople can position themselves as expert advisors. A consultative sales process helps reps establish trust and credibility and enhance your company’s reputation as a service provider.
Navigate Larger Buying Committees
Today’s complex selling environment involves multiple decision makers and different levels of user participants. Your reps will learn to identify unique behavior styles, sharpen interpersonal skills, and adapt their approach to sell the way the buyer wants to buy.
Build Value in the Eyes of Your Prospects
Selling intangible solutions requires expert value-building skills and the ability to convince buyers of an immediate need for your service. A buyer-focused sales process allows your reps to identify wants and needs and present undeniable value to your prospects and customers.
With Healthcare and Pharmaceutical Sales Training from The Brooks Group your team will learn to:
Become a Respected Partner and Advisor
Your organization’s sales performance depends on how well your salespeople can position themselves as expert advisors. A consultative sales process helps reps establish trust and credibility and enhance your company’s reputation as a service provider.
Navigate Larger Buying Committees
Today’s complex selling environment involves multiple decision makers and different levels of user participants. Your reps will learn to identify unique behavior styles, sharpen interpersonal skills, and adapt their approach to sell the way the buyer wants to buy.
Build Value in the Eyes of Your Prospects
Selling intangible solutions requires expert value-building skills and the ability to convince buyers of an immediate need for your service. A buyer-focused sales process allows your reps to identify wants and needs and present undeniable value to your prospects and customers.
Medical professionals have more knowledge today than ever before. Your sales force must take advantage of opportunities to differentiate your product or service from the competition and communicate undeniable value.
Leading Long-Term Care Provider Implements IMPACT Selling and Brooks Talent Index Assessments to Generate an Additional $1,240,650 in Revenue
HCR ManorCare, a leading provider of short-term, post-hospital services and long-term care was able to establish a common language throughout the entire organization and optimize talent management efforts after partnering with The Brooks Group.
