Healthcare Sales Training Programs

Our Healthcare Sales Training Services

At Richardson, our healthcare sales training programs help sales teams across healthcare disciplines boost their performance and increase revenue.

We offer customized training solutions tailored to the unique challenges sellers face with healthcare stakeholders. These strategies are grounded in behavioral science and taught using our leading-edge training methodology. This combination ensures not only immediate results but also the continual improvement of sales skills.

Our Expertise

With a diverse background within the healthcare sector, Richardson has a deep understanding of the unique needs of each discipline and we tailor our training solutions to meet the needs of each sales team we work with.

Understanding the Current Healthcare Sales Landscape

Today’s circumstances within the healthcare industry have intensified the demands placed on healthcare professionals (HCPs), leading to a “rapidly growing imbalance between supply and demand for medical resources in many countries,” according to The New England Journal of Medicine. This problem will likely persist as “diagnostic, therapeutic, and preventive interventions will also be scarce,” continues the research.

Therefore, sales professionals need to rethink their approach in selling to overworked HCPs or HCPs returning to work who need solutions that address immediate challenges.

Richardson's programs are specifically designed to equip sales professionals with the necessary skills and strategies to effectively engage and offer value to overworked healthcare professionals, addressing their immediate challenges.

Current Challenges for Healthcare Professionals

In the current healthcare landscape, healthcare professionals are wrestling with several challenges. Here are the three most significant obstacles we’ve identified, along with how we address these paint points.

• Margin Compression is Creating Budget Concerns: Industry-wide margin compression is increasing cost scrutiny for healthcare buyers. This buyer-side price sensitivity is intensifying negotiation conversations. Richardson's Sprint Negotiations training program helps healthcare reps protect the value of the sale while preserving relationships by teaching reps how to control the conversation, build relationships, convert demands to needs, and make smart trades.
• Physician Burnout is on the Rise: Busy HCPs are more likely to pay attention to reps who demonstrate a clear understanding of their needs and the needs of their patients. This expectation has heightened as HCPs navigate uncharted territories, relying on sales reps for information and guidance to enhance clinical outcomes. The Sprint Sales Dialogues training program directly addresses this challenge, enabling sales professionals to make persuasive connections between the HCP's needs and their solution's value message and the clinical evidence that supports it.
• Limited Access to Decision Makers: The global pandemic has put further strain on the already limited schedules of healthcare professionals, and virtual engagement has become the norm. To gain access to HCPs in this challenging environment, sales professionals need innovative skills. Our Sprint Prospecting and Sprint Selling training programs empower sales professionals with the skills to create demand and pique the interest of physicians, thus earning a call and effectively engaging with HCPs.

Sales Training Solutions for Healthcare Sales Professionals

Richardson’s training solutions can equip sales professionals with the knowledge and skills to understand the unique challenges that healthcare professionals face in today's market.

Comprehensive training is not only about product knowledge but also about learning to identify the most critical benefits that the product or service offers in relation to these challenges. Proper training empowers sales professionals to deliver value through their solutions effectively, ultimately driving business success in the rapidly evolving healthcare landscape.

Watch the video below to learn about Cencora's experience working with the Richardson team.