Courses

Oasis Coaching

January 29, 2019 By christina ferry

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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Executing for Results Pre-training

November 7, 2017 By Jim

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.

Business Planning Pre-training

September 22, 2017 By Jim

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

Healthcare Market Trends Pre-training

September 22, 2017 By christina ferry

Within the Healthcare Market Trends Training Module, we cover the costs of healthcare in the United States, healthcare reform, purchasing processes, pricing models, and today’s markets.

BRIDGE Selling Post-Training

May 23, 2017 By christina ferry

The BRIDGE Selling post-training module should be completed in the two weeks following the in-person classroom training. It will take about 45 minutes to complete.

Reinforcing the knowledge and skill covered in the classroom training, the post-training module covers each of the components of the BRIDGE Selling process in detail and asks participants to rebuild their pre-call plans for their existing customer target.

Within the post-training module, learners will generate another pre-call plan. Your responses will be used to generate a PDF that should be saved to your computer as your second “pre-call plan”. Again, learners are asked to send a copy of their pre-call plan to their managers to serve as the basis for a follow up conversation/role play and “after” measure of confidence and acumen.

Click the lesson link below to go to the module.

BRIDGE Selling Pre-Training

May 23, 2017 By christina ferry

The BRIDGE Selling pre-training module should be completed in the two weeks leading up to the in-person classroom training. It will take about 45 minutes to complete.

This module walks the learner through an interactive series of exercises outlining the different phases of Pangea’s BRIDGE Selling process:

Business Planning
Relationship Building
Investigating Needs
Delivering Solutions
Getting Past Objections
Expecting Obstacles

Over the course of the module, learners are asked to define an existing customer target and build a pre-call plan in preparation for their next interaction with that customer. Your responses will be used to generate a PDF that should be saved to your computer as your “pre-call plan”. Learners are asked to forward a copy of the pre-call plan to their manager to facilitate a follow up conversation/role play and serve as a “before” measure of confidence and acumen.