If you have already hired a sales representative and your revenues are not growing to your satisfaction you have one of two problems, either sales management or sales training.
We will cover sales training on this page. There is another web page for sales management. The pathology laboratory segment of the industry has a paltry record in providing adequate professional sales training for their representatives. Every company I ever worked for had training programs that were a disgrace to the name. Most are too short or too long, spend most of the time on technical issues that rarely come up, or spend all their time on selling techniques. Your choices are to provide training with your current staff or outsource that task to professionals.
The argument for internal staff sales training is that it supposedly does not cost anything to you. You also get what you pay for. The objectivity of an outside 3rd party to train and evaluate your sales representative(s) is lost. No sales representative with any sense of pride is going to ask potentially embarrassing questions with their boss conducting the training. I have seen it happen over and over again. Your sales manager brings to the sessions their own professional bias for each representative. Training turns into a harsh critique of the representatives current performance rather than learning something new to help them succeed. How much money have you really saved (or is it lost)? Besides, how well has your sales manager been trained? Maybe they need our sales management training course ("the blind leading the blind")!
When you outsource training there are many "sales training" firms willing to take tens of thousands of your hard earned dollars. The problem is that most of them, if not all of them, are "generalists". They could train your representative(s) to sell any commodity item. Unfortunately, anatomic pathology sales is quite unique so your representaives spend several days practicing how to sell things they will never sell on your behalf. Talk about a waste of time and money!
We pride ourselves on having the "gold standard" for quality pathology sales training honed over the past 32 years. My background was originally in education. I have taught students scientific subject matter. I also sold anatomic pathology services for many years and have consulted with pathology laboratories for the past 15 years. I have taken junior military officers with no sales experience, and no scientific education and turned them into the finest pathology sales representatives in the country for DIANON. I can do the same for you at a fraction of the cost of others. Contact me and we can discuss these costs at 800.280.3785.
The main question you should ask yourself is "Does my sales force bring 10 X their annual salary in new business each year? If not, they need to be trained or replaced ASAP. You cannot afford not to do either in these turbulent changing market times for pathology. With pathology in-sourcing, TCPC billing schemes and in-office pathology laboratories your sales people need professional sales training more than ever!
Internet Special Discounted Offer
Now for the 1st time you can have access to the gold standard in sales training. You can purchase the renowned "Sales Academy Manual for Anatomic Pathology Sales" for only $150/digital copy. This 75 page manual is the most comprehensive sales training information in the industry. It covers everything from an analysis of the market, in-depth competitive review, pathology in-sourcing, and 30+ years of pathology sales management experience including DIANON Systems. Email your order below. We accept PayPal (www.PayPal.com)..
Sales management training manual is also available for $299/digital copy (normally $500). Buy both and get a 20% discount for the digital copies only.
