March 12, 2024
112 I Research & Reflect: The OSF Ratio
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In the 1980s, researchers at the Center for Creative Leadership created the 70-20-10 model for learning, saying that 70% of managerial learning should come from hand-on experience, 20% from others, and 10% from formal training. But more recent research from the Training Industry, shows that a variable OSF (On-the-Job, Social, Formal) ratio is better suited.
In this episode, we discuss this research and what we think is the ideal OSF ratio for rep and physician training.
March 5, 2024
111 I The Critical Importance of Field Training: A Conversation with Paul Praino
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As a seasoned MedTech sales leader and former teacher, Paul Praino gets what it takes to sell a med device product and to educate on it. In this interview, Liz speaks with Paul about field training.
They discuss the importance of training the field trainer, creating a strong relationship between the training team and the field sales trainers, and the critical role the field trainer plays in the success of a new hire.
February 27, 2024
110 I Case Study: Patient Selection Webinar
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We recently worked with a company to develop a physician-to-physician webinar focusing on patient selection for a complex capital product.
Tune in to hear how we developed slides to guide a physician through sharing his personal experiences with the technology and why our key learning was the need for a strong company representative, even in a physician-to-physician webinar.
February 20, 2024
109 I Executive Insights: Training – Your Company’s 1st Impression
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You have one chance at a first impression with your physicians - are you capitalizing on it? In this episode, we explain how training is your company's chance to make a great first impression with your physician users.
From company culture to clinical competency and from developing credibility to creating a strong community, your training program can make a break your relationship with your physicians.
February 13, 2024
108 I Research & Reflect: Physician Adoption of Technology
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An AMA Digital Health Study (2022) studied what physicians want before they adopt a new technology.
In this episode, we discuss these top four drivers and how Cumby Consulting intentionally weaves them into their physician training programs. Listen in to ensure you're giving physicians the information they need to adopt your technology!
February 6, 2024
107 I ONE Launch Plan: A Conversation with Amanda DePalma
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Amanda DePalma is a Senior Vice President of Marketing who has led the charge of many product launches.
In this episode, she and Liz discuss her key to product launch success: having ONE singular plan between marketing, sales, and training. By having one plan, everyone in the organization knows what to strive for, and can drive toward that plan.
January 30, 2024
106 I True Story: Navigating Medical Device Sales with Peter Herrera
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Join Liz as she hears true stories from the field with seasoned professional Peter Herrera. In this podcast, they explore real-life stories from the organizations he's worked with, shedding light on the intricate dynamics between sales reps and physicians.
Peter shares invaluable insights on the importance of efficient training programs, adaptability in sales strategies, and the significance of building personal connections with both internal and external stakeholders as they gear up for the National Sales quarter this month.
January 24, 2024
105 I Case Study: Learning Beyond the NSM
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The National Sales Meeting is a great place to learn - but the learning shouldn't stop there! In this episode, Liz and Rachel discuss a workshop they designed and led at a National Sales Meeting.
In the workshop, participants filled out a worksheet (yes, a worksheet!) to help prepare them for an upcoming conversation with an account. By empowering managers to discuss the worksheets with the reps post-NSM, the conversation was able to travel beyond the room, bringing the learning back to each rep's territory.
January 16, 2024
104 I Executive Insight: Know, Measure, & Reinforce Your Goals
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Executives, as you and your teams prepare for the National Sales Meeting, we want to share our top tips for success: 1) know your goals, 2) measure your goals, and 3) reinforce your goals.
Listen as we discuss how and why these tips are key for ensuring the success of your National Sales Meeting lasts all year long.
January 9, 2024
103 I Research & Reflect: Ebbinghaus’s Forgetting Curve
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German psychologist, Hermann Ebbinghaus, created the Forgetting Curve based on his research in the late 1800s, but it was replicated and confirmed in 2015.
Ebbinhaus's research showed that there is an exponential loss of information that one has learned over time. The sharpest decline occurs in the first hour and the decay is significant through the first day. The curve levels off after about one week.
This means that when it comes to newly learned information, if you don’t use it you lose it! In this episode, we discuss more about this research and what it means for National Sales Meetings.