Help Your Sales Team Improve Even More Quickly With HIDA Live Training Workshops
Multiply your sales results with HIDA’s powerful on-site sales training solutions for distributor and manufacturer businesses. HIDA specializes in highly-interactive, skills-focused sales training workshops to improve sales performance and productivity. HIDA will customize the program to meet the specific needs of your sales team.
Fees for live training include trainer costs and workshop materials. Most programs are offered for $7,500 per day for HIDA members and Foundation Associates (non-licensee) and $6,000 per day for AMS licensee companies. The sponsoring company provides the meeting location and also covers travel expenses for two. For a specific price quote based on your company’s training needs, contact Elizabeth Hilla at (703) 838-6130 or hilla@hida.org.
Available topics include:
What Sales Reps Need to Understand about Healthcare Reform
Get the latest from HIDA on key components of the healthcare reform law and how it’s impacting your customers. This session, customized to your market, will cover such topics as:
- How reimbursement structures are changing
- The impact of millions more patients with health insurance on your customers
- The increased focus on outcomes, including infection prevention, and how that impacts decision-making and product needs
- Accountable care organizations – what they are, how they get paid, and what that means for individual healthcare providers
Profit through Distributors (for manufacturers)
Manufacturer sales representatives who work effectively with their distributor partners can multiply their own profitability. But distributor salespeople are constantly bombarded with messages from manufacturers vying for their support. This workshop teaches the manufacturer salesperson how to rise above the noise and get distributor sales reps’ attention—and their sales support!
- Understand how distributors add value
- Learn what excites distributor sales representatives
- Train distributor salespeople to sell your products
- Develop and implement joint marketing plans
Rookie Training Workshop
Develop key sales skills and expertise in your new hires more quickly by allowing them to practice critical skills and develop an understanding of their selling environment.
- Understanding your healthcare customer: reimbursement, pain points, and more
- Managing your time and territory
- Prospecting for new business
- Probing and listening
- Closing the sale
Calling on the “C” Suite
As healthcare providers consolidate, more and more decisions are being made at the top. In this session, reps learn what it takes to get a meeting with C-level executives, and what to talk about – and what not to talk about – when they get there. They’ll learn to effectively communicate and influence high-level decision makers by saying less and listening more. Topics include:
- What the high-level customer really needs
- Why it’s critical to talk about solutions rather than products, and how to do it
- The questioning technique that gets to the heart of executives’ needs
How to Create Ecstatic Customers
HIDA partners with industry favorite Brian Sullivan to teach sales reps the specific skills needed to turn your competitor’s happy customers into your ecstatic customers. This high-energy session is designed to help you increase the number of accounts you sell to, sell more to current customers, and increase sales margins.
- Limit cold calling and increase “super hot” calling
- Use research tools to determine if certain prospects are ripe for equipment sales
- Question your prospects so they tell you exactly what it is going to take to steal their business
- Protect your business from the competition
Field Sales Coaching Clinic (for sales managers)
Give your field sales managers the tools they need to lead their sales teams to outstanding performance. The sales improvement coaching model that managers learn in this workshop encourages them to use every conversation with reps as a training opportunity. Participants will walk away with at least two personal coaching strategies with action plans to address common coaching challenges and a 7-step 60-day action plan to make it happen.
- Use strategic and tactical coaching skills to increase profits
- Reinforce positive selling behaviors
- Address performance issues such as skills, attitude or teamwork
Other available topics:
- Negotiating skills
- Account and territory management
- Social media
- And more
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