One of the newsletters I receive and love is from Sims-Wyeth. They are a terrific resource for learning about presenting information to others. Last week we discussed the challenges of applying what we have learned. Here is a great excerpt from today's Sims-Wyeth newsletter (http://www.simswyeth.com/20170207-secret-good-corporate-training/) that hits the nail on the head. It is a [...]
They say that an elephant never forgets. Well, if that is indeed the case, it’s Elephants 1 – Humans 0 when it comes to the Memory Game. In the late 1800's Hermann Ebbinghaus discovered a concept he called the "Forgetting Curve". Ebbinghaus was interested in studying how long individuals remembered information and his findings are fascinating. He found that within 20 minutes of being presented with new information, individuals had forgotten over 50% of that information. Within 24 hours, individuals would typically forget 2/3 of the information, and a month later, these same individuals had forgotten 80% of the information presented just 30 days prior.
Next week in Dallas, Delta Point will hold our second, public, leadership seminar on how to more effectively coaching selling success in the field. We have named this strategically important leadership seminar, “Coaching Catalyst”, because we believe that great coaches need to be a true catalyst for their sales specialists’ selling success. The challenge becomes when we have insufficient expertise to be that catalyst.
Late last year Delta Point had the opportunity to work with a client who was launching a new specialty sales force. Realizing they were bringing together tenured sales representatives from numerous different companies they asked Delta Point to help build a customer engagement model that not only reflected the significant experience of their new sales force but that also set a standard of excellence by which the organization would interact with customers – and we did - successfully. In fact, accolades were very high from both sales leadership as well as the specialty representatives themselves.
Since its inception 67 years ago, only one player has been unanimously selected as MVP of the National Basketball Association (NBA). In a league of athletic superstars where a single name is all that is required for the elite players, only one has achieved such admiration.
It is one of the more challenging aspects of being a consultant. Regardless of whether we are involved in creating and delivering the entire national sales training for our clients or advising which specific skills should be targeted for the greatest impact on sales results, one topic seems to always arise: pull-through.
Well, another Leap Year Day has come and gone. Leap Year is really a funny concept. It suggests that time is imperfect—that’s why we need to modify a calendar year to keep it accurate. Time truly is the great equalizer. Whether we are rich or poor, old or young, male or female, we have only 24 hours in a day. This finiteness of time means there are a limited number of sales interactions that we can have on any given day. These limitations are also felt by our customers, as changes on reimbursement cause them to see more patients with less time devoted to each one. That’s why the need to be incredibly prepared for those calls is so important.
It’s become more and more common to hear healthcare practitioners say, “I’m too busy to talk” when they are approached by sales representatives. This can be understandable if you consider the situation from the practitioner’s point of view—they are under pressure to see more patients in less time than they probably would like. Understanding the origin of this time constraint is a great place to start but the question remains, how can you use this knowledge to better engage them in a meaningful discussion of your product?