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. Available training topics include:
- Selling skills
- Account and territory management
- Selling through distributors
- Leveraging manufacturer partnerships
- Field coaching for sales managers
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.
Selected workshop descriptions are included below but additional topics are available.
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
- Time and territory management
- Prospecting for new business
- Probing and listening
- Closing the sale
Profit Through Distributors
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
Win-Win Negotiations
This workshop teaches the techniques that set great negotiators apart.
- Gain intelligence to understand what your customer wants most
- Communicate long-term value over lowest price
- Understand the “powers” you can negotiate with
- Negotiate profitable deals while maintaining and strengthening beneficial client relationships
InSight™ Field Sales Coaching Clinic
Give your field sales managers the tools they need to lead their sales teams to outstanding performance. The sales improvement coaching model managers learn in this workshop encourages managers 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
“The workshop was well facilitated, relevant and very interactive. Key benefits included an increased
understanding of the value distribution brings to our mutual customers and work with our distributor counterparts more effectively. Feedback
from our sales team was very positive. I would recommend it to any manufacturer who sells through distribution.”
Laura Bailey, Vice President, SCA Personal Care
(on the “Profit through Distributors” workshop)
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