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training programs for healthcare sales professionals

Healthcare Sales Training Programs

Richardson empowers healthcare sales teams with practical, results-driven training solutions.

Our Clients in This Industry

  • Cardinal Health grayscale logo
  • McKesson grayscale logo
  • Perkin Elmer grayscale logo
  • Shire grayscale logo
  • Biogen grayscale logo
  • Philips grayscale logo
  • Baxter grayscale logo
  • Becton Dickinson grayscale logo
  • Blue Cross Blue Shield grayscale logo
  • Abbott grayscale logo
  • sophia genetics logo
  • Lilly grayscale logo
  • Sanofi grayscale logo
  • Waters grayscale logo
  • Pfizer grayscale logo
  • Medco grayscale logo
  • Bausch + Lomb grayscale logo
  • illumina grayscale logo

Healthcare Industry Segments

sales training programs for pharmaceutical sales training representatives

Pharmaceutical Sales Training Programs

Our programs help your team navigate the intricacies of pharmaceutical sales, including gaining access and building strong relationships in a rapidly evolving healthcare world.

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MedTech Sales Training Programs

Richardson offers custom training programs designed to support the initiation and cultivation of connections within the MedTech industry.

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Life Sciences Sales Training Programs

Richardson’s customized sales training programs for life sciences focus on delivering and communicating value effectively, enabling your team to connect more deeply with clients and stakeholders.

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.

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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.

Brief: How Healthcare Reps Can Succeed as Industry Challenges Emerge

Download the brief to learn three skills that help sales professionals adapt to emerging changes in the healthcare industry.


Sales Training Solutions for Healthcare Sales Professionals

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Our Impact

  • 12%5-12% Increase in Revenue

  • 24%Improvement in skill efficiency

  • 35%Increase in knowledge proficiency

  • 900Global Clients

  • 3.5M+Individuals Trained

Related Resources for Healthcare Sales Professionals

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Brief: Three Changes Healthcare Sales Professionals Can Make Today to Succeed Tomorrow

Discover three ways in which healthcare sales teams can use existing resources in a different way to drive sales.


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Brief: Three Ways to Improve Virtual Selling Access in Healthcare with Better Prospecting

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Brief: Engaging Healthcare Professionals with Agile Messaging

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Brief: The Six Buyer Personas of the Healthcare Sale

In the brief, The Six Buyer Personas of the Healthcare Sale, we explore the different value propositions that resonate with each stakeholder.


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Brief: Gaining Virtual Access to Healthcare Professionals

Download the brief to learn how healthcare sales professionals can front-load their efforts so their first outreach sparks interest.


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Brief: Understanding “Path-Dependence” When Selling to Healthcare Professionals

Discover three ways sales teams can overcome path dependence when selling to physicians and healthcare professionals.