• 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

    with

    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

    with

    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

    with

    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!

    TrainSmart Podcast with Liz Cumby cover art. Liz in white shirt, blue background overlaying brain image
  • February 6, 2024

    107 I ONE Launch Plan: A Conversation with Amanda DePalma

    with

    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.

    TrainSmart Podcast Cover Episode 107: ONE Launch Plan - graphic of podcast playing controls and image of Liz Cumby and Amanda DePalma
  • January 30, 2024

    106 I True Story: Navigating Medical Device Sales with Peter Herrera

    with

    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.

    TrainSmart Podcast Cover Episode 106: Navigating MedDevice Sales with Peter Herrera - graphic of podcast playing controls and image of Liz Cumby
  • January 24, 2024

    105 I Case Study: Learning Beyond the NSM

    with

    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.

    TrainSmart Podcast Cover Episode 105: Learning Beyond the NSM - graphic of podcast playing controls and image of Liz Cumby
  • January 16, 2024

    104 I Executive Insight: Know, Measure, & Reinforce Your Goals

    with

    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.

    TrainSmart Podcast Cover Episode 146: Know, Measure, and Reinforce your goals - graphic of podcast playing controls and image of Liz Cumby
  • January 9, 2024

    103 I Research & Reflect: Ebbinghaus’s Forgetting Curve

    with

    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.

    TrainSmart Podcast Cover Episode 103: Ebbinghaus's forgetting curve - graphic of podcast playing controls and image of Liz Cumby