Medical Device Sales Training – Time for a face-lift

Medical device sales reps are considered to be amongst the most sophisticated reps globally, as they require strong intellect, skills, and qualification to stay competitive in this industry. With the advent of Internet of Medical Things (IoMT) and disruptive technologies, there is tremendous focus on the way medical device sales training is delivered. Traditional digital learning methods are unable to match pace and requirements of the modern day sales reps and hence it’s time to relook at this training.

Let’s look at some interesting ways to give a face-lift to medical device sales training.

  1. Modernizing legacy courses

The modern day medical sales reps work in an extremely competitive and dynamic market which demands them to have requisite product knowledge at their fingertips. Online training modules developed in legacy tools kills the overall purpose of effective, on-demand sales training. The need is to convert these legacy courses into new, mobile-friendly formats, which the sales reps can access anywhere and anytime.

  1. Creating relevant micro-learning chunks

Medical device sales trainers are increasingly looking at converting lengthy eLearning modules into meaningful micro-learning chunks which can capture key learning objectives. These chunks can be easily pushed via mobile apps to keep the sales reps updated. For e.g. If there are any changes in FDA 21 CFR, specific updates can be easily pushed via mobile app to sales reps.  Another example of this could be delivering key product information chunks to sales reps. These micro-nuggets can come in handy while pitching to their prospects.

  1. Converting ILTs, webcasts, and podcasts to self-paced digital learning products

Medical device sales training can be in multiple forms including ILTs, webcasts, and podcasts. These formats are effective but it’s really difficult to assess the sales reps’ knowledge once they complete them. It’s also challenging for the reps to recall everything they watched or listened to, after a certain span of time. The solution is to convert such ILTs, webcasts, and podcasts into self-paced digital learning products which have assessments. These products can then be delivered to the sales reps as refresher courses at frequent intervals, which could help in content reinforcement.

  1. Converting the courses to meet modern compliance needs

Traditional digital training may deem ineffective if it doesn’t comply with the latest industry regulations. Modern-day medical device sales training is expected to meet different compliance needs like 508, WCAG 2.0 AA, LTI, and xAPI. So, ensure that the training you develop for your sales reps complies with the industry regulations, and is also flexible enough to accommodate any future updates.

Since knowledge is the foundation of medical device sales and practitioners around the world rely on it, it is critical to present it in the most convenient and effective form. I hope the above approaches come in handy when you strategize your medical device sales training.