Medical Device Sales Training

Displace the competition by giving your sales team the skills to communicate value to healthcare providers.

Medical Equipment and Supplies Sales Training

It used to be that establishing a relationship with a physician was enough for medical device sales representatives to make a sale. But times have changed and today’s medical device sales reps must be able to navigate more complex buying environments, procurement teams, and large group purchasing organizations (GPOs).

Product training is an important step in the right direction, but your sales reps need more than just the technical knowledge to sell in the competitive medical device landscape. They need the consultative selling skills to convince health care providers and other decision makers that your product’s innovations will bring more value than the competition. 

In addition, your sales managers must be equipped with the coaching skills to reinforce best practices with their team members. A quality sales enablement strategy should include skill development as well as a knowledge reinforcement plan.

Learn How Ryan Stevens, District Manager at Kerr transformed his selling approach from transactional to value-based.

Ryan Stevens, District Manager at Kerr
91% of participants reported performing at 75-110% of sales quota after training and coaching
that the training allowed them to make additional sales to existing accounts
80% of participants reported winning up to 10 new accounts after applying new skills from training
their sales cycle shortened by up to 10% as a result of training and coaching
97% of participants reported using what they learned in their day-to-day activities after the training occurred
winning up to 10 new accounts after applying new skills from training
86% of participants reported the training improved their sales performance in a quantifiable way
improvement in their manager’s coaching

With a medical device sales training program from The Brooks Group, your team will learn to:

Medical Device Sales Training

Build Value in the Eyes of Your Prospects

A buyer-focused sales process allows your salespeople to uncover the needs of customers and present a solution in the most effective way

Navigate a Complex Buying Environment

Navigate a Complex Buying Environment

Your team will learn to map the purchasing committee and develop an approach to call on important decision makers

Become a Respected Partner and Advisor

Become a Respected Partner and Advisor

A consultative selling approach combined with technical product knowledge will allow your salespeople to build credibility and trust

Communicate with Decision Makers

Communicate with Decision Makers

Your sales reps will learn to identify a physician or decision maker’s behavior style and adapt their approach to sell the way the buyer wants to buy

Your salespeople must be able to navigate the complex medical sales marketplace and approach buying committees with confidence.

"Prior to IMPACT Selling® I was a transactional based seller. I would try and conduct the sale right there on the spot. IMPACT has allowed me take a step back and look at the whole selling process from a larger perspective and take more time to narrow my focus on who a good customer is and what's necessary to take that customer from a prospect to a long-term customer. The IMPACT process has enhanced what I do on a daily basis and can enhance anyone in any kind of selling industry."

- Ryan Steven,

District Manager, Kerr

Trusted By These Industry Leaders

Trusted By These Industry Leaders

Kerr Corporation is a manufacturer of premier dental consumables sold worldwide. Hear from Kerr's Global Training Manager, Matt Ehrenstrom about the company's experience with IMPACT, and how it helps sales professionals bring value to their customers.

 

Industry leading pharmacy automation company fully integrates world-class selling methodology.

Parata had the industry’s most complete product line, but no unified sales team to leverage it. The company was able to increase deal quality, forecast accuracy, and new hire performance after partnering with The Brooks Group and deploying a customized sales training initiative.

Parata case study
READ THE CASE STUDY

Ready for your team to confidently approach medical device buyers and gain the trust of decision makers? Let's start a conversation.