Healthcare, Medical, and Pharmaceutical Sales Rep Training
Give your team the sales skills to communicate value and build partnerships with healthcare physicians and administrators
Challenges in the Healthcare and Pharmaceutical Sales 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 and establish strategic relationships with clinical staff, procurement, C-suite executives, and others involved in the decision-making process.
Medical and pharma sales reps must stay up to date with changes in the medical field, pharmaceutical industry, and healthcare industry, but also understand the wants, needs, and priorities of a wide range of decision-makers—and communicate value in a way that is meaningful to the decision-makers. This requires agility in navigating buying committees and effectively facilitating both clinical and business-focused conversations.
How Healthcare and Pharmaceutical Sales Training from The Brooks Group Can Help
Healthcare and pharmaceutical sales training programs from The Brooks Group teach medical and pharma 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 to combine their product 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 know at any given time where they are with opportunities.
Each sales rep will master the selling skills needed to navigate the complex set of rules and regulations that occur when selling to medical professionals. The training will establish a consistent language across the sales force—making deal coaching much more effective and increasing sales forecast accuracy.
The Brooks Group has partnered with these industry-leading companies and more
“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.”
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.”
Chief Financial Officer and Vice President,
Business Strategy Association of periOperative Registered Nurses (AORN)
Increased Performance in Healthcare and Pharmaceutical Sales Depends on 3 Key Anchors:
The first step in a successful healthcare or pharmaceutical sales training initiative is making sure the right people are in place to do the job. Brooks Talent Index assessments identify talent matched for the sales role, and give sales managers a guide for coaching in the most effective way.
IMPACT Selling is a straightforward, memorable sales process that can be applied to a wide range of products and services. Training is customized to incorporate industry challenges and terminology and both entry-level and senior sellers the skills needed to build value and sell more at higher margins.
A healthcare or pharmaceutical sales training program must be combined with consistent coaching and reinforcement in order for the results to stick and produce long-term success. Our reinforcement programs solidify the training, and ensure that no sales rep reverts back to old habits.
With Healthcare and Pharmaceutical Sales Training from The Brooks Group your team will learn to:
Become a Partner and Advisor
Gaining access to medical professionals who make purchasing decisions is challenging. Your medical and pharma reps will learn to navigate the complex clinical selling environment and communicate their knowledge and expertise to potential clients in a way that gets through to them. A consultative selling approach combined with product knowledge builds credibility and trust.
Communicate with Multiple Levels of Decision Makers
With multiple levels of decision makers from physicians, clinicians, nurse practitioners, physician assistants, and more, your reps will learn to identify each decision maker’s behavior style and adapt their approach to sell the way the buyer wants to buy.
Build Value in the Eyes of Your Prospects
Instead of product feature dumps, a buyer-focused sales process allows your salespeople to uncover the needs of health care providers and consumers and present a solution in the most effective way. A value-based selling approach will differentiate your organization from other pharmaceutical companies and healthcare providers.