“I think the more that we can put online to do self-paced learning, the better. I think the more that we can provide micro-learning environments, the better. People are wise enough and disciplined enough and have the technology now to train at their own pace. And we should be doing things that ascribe to that belief… And it should be fun and entertaining.”– Bob Milani, Principal Consultant at REM Consulting Pro

What goes into a great training strategy?
Bob explains that a well-trained sales team can lead to very large returns for a company. He identifies the value in a micro-learning environment and reveals that people base their buying decisions on trust and believability. Sales training is a competitive advantage with the caliber of the salesperson being the most important factor that influences any prospect’s decision to buy. Bob discusses the value in a direct feedback, field-based component to sales training.

“you should be really looking deeply at who you are as a company and maybe what your value proposition is. Do you really understand why people would buy from you versus a competitor? Do you have a sales process in mind or one that you’re ascribing to? Is it working for you? What key measures are you using to track your sales effectiveness? Are you increasing your sales funnel or increasing your close ratio? If not, what are you doing about it? And then do you have the right compensation model in mind to drive behavior.”

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Today’s Podcast Topics:

  • Bob informs our audience why Sales Training is critical to a Company’s Success.
  • What method is the best performer for training new sales people.
  • When a sales rep doesn’t achieve sales quota, how did you ensure they reach their next quota.
  • How does Bob suggest an individual prepare for a presentation?
  • Finally, Bob’s perspective to people who are newly entering the Med Tech Industry?

Links and Resources Mentioned in this Podcast:


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About the Host:

Jon has more than 25 years of experience in the medical device industry with progressive senior level experience with both public and private medical device companies.  Prior to Spineway USA, Inc., he was EVP of Prosidyan, Inc., focused on synthetic bone graft materials for optimal healing, exclusive rights were acquired by DePuy Synthes, part of the Johnson & Johnson Medical Devices Companies in June, 2018.  Jon has successful commercialization and revenue generation with Zimmer Spine, Centinel Spine and Wenzel Spine.  Jon received a BS from Ball State University and is an active Board Member (Advisory) at ZygoFix, Ltd.

Connect with me directly on LinkedIn or subscribe to “Avenu Podcast” via our Website News Letter.