The Healthcare Industry involves individuals who sell goods and services to treat patients with preventive, rehabilitative, and curative care. It includes pharmaceutical, medical devices and medical services.
The Healthcare Industry started with selling skills that were generally above the Universe. It appeared that Healthcare salespeople were receiving some level of sales skills training prior to this training initiative. Final Knowledge and Application scores were on a par with the Universe. Since the Healthcare Industry started with higher pre-sales training scores, their gains were somewhat less than the Universe.
Overall Application skill gain was still significant at 75%. Key skills that were enhanced included Sales Call Planning, Presentation Skills and Gaining Commitment. Many of the salespeople in Healthcare do not see themselves as “salespeople” and some resistance was evident. However, the increase in sales performance improvement from the elevation in selling skills was still dramatic with companies showing sales growth rates that increased by 6X the previous average.
Salespeople responded very well to the training and achieved certification levels in the critical selling skills. Their ability to apply the skills was off the charts improved from 46% to 80%. Every skill showed significant gains. This is an industry filled with eager learners.
Since the critical selling skills work together (each skill enhances the other), developing all of them simultaneously provides Healthcare salespeople with a systemic approach to sales situations. Continual sales performance improvement happens while long-term sales relationships are enhanced. The Healthcare Industry is a clear example of the need to develop ALL of the 5 Critical Selling skills.
Sales Training Report Includes: Medical, Pharmaceutical, Preventative Care, Rehabilitation, Curative Care, Medical Device, Medical Services, etc.
SALES TRAINING REPORT SAMPLE
IMPROVEMENT IN CRITICAL SALES SKILL #2: SALES CALL PLANNING
REMARKABLE FINDINGS ABOUT SALES CALL PLANNING SKILLS IN HEALTHCARE
A dramatic lift in this skill occurred in the Application (95%) of Sales Call Planning.
The improvement in the Application of Sales Call Planning skills alone created an economic justification for the training.