All Episodes

April 5, 2023

66 I Designing Learning Plans with Marc Vosler

with

Liz speaks with Marc Vosler about his career path within the medical device arena. Using his extensive industry experience of over 30 years, Marc explores the foundations of course structure, building assessments, using application exercises rather than traditional lectures, and developing learning plans that work for adult learners. As the founder of Vosler Consulting, Marc Vosler shares his insight based on the combination of his experiences in sales, marketing, and training.

March 29, 2023

65 I Q&A: “How do I keep my FSTs on track?”

with

Even if you have a standardized field training program, it can be hard to keep your field sales trainers (FSTs) on track. In this episode, Liz and Rachel provide best practices for guiding your FSTs back to your messaging and agenda as they support your training program.

March 22, 2023

64 I Case Study: A Standardized Field Training Program

with

Field training creates confident and informed sales reps, while building company culture. Listen in to this month's case study to hear how Cumby Consulting helped one company ensure consistent messaging and eliminate confusion as new reps move between the classroom and real-world experiences.

March 15, 2023

63 I TrainSmart Tip: Use a Printable Field Training Checklist

with

YES, print it out! Printable checklists keep field trainers on task and in line with company messaging.

March 8, 2023

62 I Executive Insight: Field Trainer Incentive Programs are NOT Career Development Tools

with

Not every great rep makes a great field trainer. It's easy to poise field trainer incentive programs as the next step in a rep's career, but it's so much more than that!

March 1, 2023

61 I Creating a Lasting Field Sales Training Program: Insights from Tim Lew

with

Liz is joined by Tim Lew to discuss the crucial topic of building a successful and lasting field sales training program. Throughout the interview, Tim shares his insights on collaborating with all stakeholders to create a consistent and engaging training program that follows adult learning principles. He emphasizes the importance of selecting the right leaders to run these programs and delves into why it matters for the success of the initiative.

February 22, 2023

60 I Q&A: “Trained but no case for two months… How do I address the first case gap?”

with

The topic of this month's question is the gap between training and the first case. What happens to retention during this gap? Our discussion revolves around refresher training and memory retention using adult learning principles.

February 15, 2023

59 I Case Study: Saving Time, Energy, & Resources on Physician Training

with

In this month’s case study, we discuss how scaling a training program begins with understanding the training need and the goal of the program itself.

February 8, 2023

58 I Executive Insight: Don’t Invite Every Physician to Your Training

with Liz & Rachel

In this month's "Executive Insight," we discuss finding the right target audience and qualifying them before they attend company-sponsored events. During the discussion, we also discuss how physician learning curves affect product adoption at the individual level.

February 1, 2023

57 I Developing an Athletic Mindset for Physician Training: A Conversation with Dr. Natalia Callaway

with Dr. Natalia Callaway

Dr. Natalia Callaway joins Liz in today's episode for a lively discussion on physician training. Dr. Callaway shares her insights on using case studies in physician training and the benefits of sharing the things that didn't work in the procedure as a way to communicate procedural rationale.