Kevin Glover Presents:Maximizing Sales Force Effectiveness With a (Simulation-based) Mastery Training Methodology

The ever changing marketplace in which medtech companies promote their products has become increasingly demanding in recent years. Increased competition, eroding customer access and enhanced scrutiny regarding sales representative professionalism (and ethics) offers training leaders a significant opportunity to promote, develop and execute meaningful programs that can lead to differentiated, elite sales performance. This presentation will focus on how a (simulation-based) mastery training methodology, which includes blended curriculums, deliberate difficult practice, and performance assessments, can minimize competition and increase customer access with sales representatives who are considered valued partners.

Track

Hot Topics

Time and Location

Tuesday, 1:45pm - 3:15pm, St. John's 30 - 31

Learning Objectives

Participants will learn to:

• Understand the neuroscience behind selective attention and explain why curiosity, relevance and effort need to be infused into all training programs.
• Explain how deliberate, difficult practice can lead to elite sales performance.
• Describe how a blended training curriculum enhances learner retention and recall.
• Review how the use of performance assessment rubrics can facilitate objective debriefing for correction of errors.