January 30, 2024
106 I True Story: Navigating Medical Device Sales with Peter Herrera
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Join Liz as she hears true stories from the field with seasoned professional Peter Herrera. In this podcast, they explore real-life stories from the organizations he's worked with, shedding light on the intricate dynamics between sales reps and physicians.
Peter shares invaluable insights on the importance of efficient training programs, adaptability in sales strategies, and the significance of building personal connections with both internal and external stakeholders as they gear up for the National Sales quarter this month.
January 24, 2024
105 I Case Study: Learning Beyond the NSM
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The National Sales Meeting is a great place to learn - but the learning shouldn't stop there! In this episode, Liz and Rachel discuss a workshop they designed and led at a National Sales Meeting.
In the workshop, participants filled out a worksheet (yes, a worksheet!) to help prepare them for an upcoming conversation with an account. By empowering managers to discuss the worksheets with the reps post-NSM, the conversation was able to travel beyond the room, bringing the learning back to each rep's territory.
January 16, 2024
104 I Executive Insight: Know, Measure, & Reinforce Your Goals
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Executives, as you and your teams prepare for the National Sales Meeting, we want to share our top tips for success: 1) know your goals, 2) measure your goals, and 3) reinforce your goals.
Listen as we discuss how and why these tips are key for ensuring the success of your National Sales Meeting lasts all year long.
January 9, 2024
103 I Research & Reflect: Ebbinghaus’s Forgetting Curve
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German psychologist, Hermann Ebbinghaus, created the Forgetting Curve based on his research in the late 1800s, but it was replicated and confirmed in 2015.
Ebbinhaus's research showed that there is an exponential loss of information that one has learned over time. The sharpest decline occurs in the first hour and the decay is significant through the first day. The curve levels off after about one week.
This means that when it comes to newly learned information, if you don’t use it you lose it! In this episode, we discuss more about this research and what it means for National Sales Meetings.
January 3, 2024
102 I Capitalizing on the NSM Investment: A Conversation with Jill Canada
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This week we’re joined by Jill Canada, Vice President of Sales. Jill gives us an executive’s perspective on rep training and how to ensure your team capitalizes on the investment of your national sales meeting. As Jill says, it’s important to have clear objectives - both for learning and fun!
December 6, 2023
101 I Looking into the New Year: 2024 Trends Unveiled
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Tune in to Liz and Rachel's insightful conversation as they dive into the notable trends they've spotted in 2023 and forecast what's on the horizon for 2024. They'll explore topics like the booming realm of AI and the power of personalized learning. Plus, they'll share practical strategies for achieving greater efficiency amidst financial limitations. Don't miss this engaging discussion and the last podcast of the year.
November 28, 2023
100 I Q&A: “When is the right time for advanced training?”
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When developing a training strategy for physicians or reps, we're often asked "when is the right time to offer advanced training?" In this episode, we discuss our recommendations for offering advanced training sessions for physicians and reps in order to ensure retention and engagement, ultimately driving product adoption.
November 21, 2023
99 I Case Study: Continuing Education Product Launch
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Cumby Consulting recently partnered with a company who was launching a product (similar to those already in its bag) to a new call point. The sales force was comprised of both experienced and inexperienced reps, but the company wanted to offer a single, unified training, regardless of experience level. Listen in to hear how we collaborated with their team to develop eLearning, virtual classrooms, and quick reference guides while taking into account the varied experience of the sales force.
November 14, 2023
98 I TrainSmart Tip: Add Continuing Ed Content to Intial Training
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As we partner with companies, we see a lot of really great continuing education programs. From new product indications to new key learnings, continuing education programs distribute important information to physicians and reps. But what about the rep who gets hired on next month? Will they receive this important information? In this episode, we discuss the importance of adding continuing education content to the inital training content.
November 7, 2023
97 I Executive Insight: Invest in Long-Term Growth
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It's easy to invest in the initial training of physicians and reps, but if you want continued commercial success the investment should not stop there. Executives, invest in continuing education for your physicians and reps to see long-term growth, product adoption, and the results you expect from your product. In this episode, we discuss more about why this investment in continuing ed is worth it!
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