Selling is a skill and like all skills, selling skills need to be practiced and reinforced in order to be embedded as a habit. Once sales professionals are educated on the sales process, it becomes the Manager’s responsibility to practice and reinforce those disciplines and skills with their sellers. OASIS is a management coaching process designed specifically to reinforce BRIDGE Selling. It stands for:

• Observe: In role plays and in live conversations, the Manager must observe their people in selling situations.
• Assess: From their observations, it is the Manager’s role to assess the seller’s current level of development.
• Summarize Feedback: After they have assessed the seller’s current level of development, the Manager must be able to effectively provide feedback.
• Improvement Plan: From there, it is the Manager’s responsibility to offer the seller a pathway forward in the way of a defined and agreed upon Improvement Plan.
• System of Metrics: Define how to track the progress / success of the Improvement Plan by establishing an agreed upon group of metrics.

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In this module, you will learn the three key elements necessary to successfully execute critical functions for your clients. You will also learn about a powerful strategy to differentiate yourself from your competitors in an evolving business landscape.

In the Business Planning Training Module, we prepare you with the skills and knowledge that drive success in the medical device sales industry.

 

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