Students of the Sales Training Institute will learn to:

• Generate increased top line sales training revenue through sales skills development
• Learn to close more sales in a sales consultative approach by becoming business consultants
• Create better margins for sales training efforts while learning effective probing, supporting and closing skills
• Lower sales operating costs by increasing effective sales interviewing skills by quickly following up on sales leads
• Develop stronger telephone and face to face selling skills through high impact sales training seminars based on extensive in class practice
• Strengthen company’s identification of their strategic sales opportunities
• Design and optimize sales strategies for selling and winning business
• Become more productive at their sales jobs through pre-call planning and better handling
• Implement more effective sales communication skills through effective and efficient time usage in our sales training seminars
• Generate and practice more powerful customer sales presentations training
• Increase sales force training skills and become immediately more productive on their sales jobs
• Be more effective in their sales communications with their internal and external customers
• Apply the skills learned in our sales training seminars while energizing their fellow sales force members  

From afar, pharmaceutical and medical device sales jobs look-alike. Both targeting almost the same customers and going through the same process. Having been involved with both jobs for more than a decade combined, there are a few major differences which put them apart that I have observed. Understanding them will greatly help in delivering better performance.

The first difference to note is heavy emphasis on service. I observed that, like pharmaceutical selling, the salesperson job starts when customers buy the products. But for pharmaceutical reps, the scope is somewhat limited to organizing talks and continuous medical education to maintain the awareness of the product.

Medical devices on the other hand, need to continue servicing as part of the job requirement. The most visible aspect of device that needs attention is maintenance. Some customers are aware of the need but some just take it for granted, and somehow, the responsibility falls on the shoulder of the reps.

The challenge is when servicing takes over actual selling. Such thing could not happen to pharmaceutical industry but is very common in medical device sales.

The second difference to note is the sales cycle period.
A chemistry analyzer for a big hospital, for example, will take about 3 to 5 years as stipulated in contract. Within those years, if another company is thinking of going in, the only thing it can do is to keep contacting and offering continuous education related to their portfolio until the contract if expired.

Then, if the customers see the need to make a change, they might consider the new analyzer brand after making a fair comparison with the others. That is the reason why it is important to keep the communication channel opens even though there is no solid guarantee that customers will choose you later.

The third major difference to note is the amount of remuneration.
Right until now, I am amazed at the amount of remuneration offered by medical devices companies compared to pharmaceutical companies. With the amount of tasks and efforts needed to maintain sales for a medical device, I expect that devices sales reps would be paid better.
But that does not happen.

All I can say after those years are joining pharmaceutical companies will put a salesperson on a better road to better financial situation. Plus, with less selling effort required, one can enjoy better quality of life without worrying a breakdown that could happen anytime; always without warning.

Source: Nezrul Hisyam Abdul Ghani link

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