Clinical Training Difference
One may ask, "What makes this course different from other sales training programs?" Let's look at some of the basics:
- The curriculum contains a balanced approach of lab-specific sales strategies and tactics. In addition, the client may choose selected tests and disease topics for up-selling opportunities
- Field management experiences within the lab industry form the basis of the sales modules. This program does not use an off-the-shelf text book
- The president, Peter Francis, has spent his entire 37-year career in lab sales. He understands laboratory lingo, connectivity, courier logistics, PSC/phlebotomy issues, common objections, compliance, billing, etc.
- Many training companies establish their fees on a per person principle; however, CLST charges a reasonable daily rate (often less than a per person charge from other firms). In addition, training companies typically rent a hotel conference room, requiring participant travel and associated costs. For CLST training, the client provides the learning center at their own location
- Besides strategies and tactics associated with selling a lab service, the curriculum includes non-traditional subjects such as compliance, billing/medical necessity and up-selling test strategies by physician specialty
- The program remains flexible.
- The client may choose topics they feel most important for their situation
- The client may request additional subject matter not previously developed
- As an alternative to on-site training, the client may request a conference call for abbreviated training needs
- The program is individualized, creating a one-on-one experience as opposed to a crowded classroom of strangers
- Mr. Francis makes himself available to spend time in the field with the representatives (or on the phone)—offering a method to fine-tune specific needs and enhance account-specific strategies. Coaching provides a way for newer people to add skills, and it challenges the more senior reps to stay on top of their game
- Mr. Francis has authored numerous published articles pertaining to marketing lab services. In addition, the company publishes a free bi-monthly newsletter, Lab Backgrounder. Mr. Francis provided sections to Washington G2's 2009 Guide to Laboratory Sales and Marketing
- Mr. Francis is a member of the Washington G2 Editorial Advisory Board to which he supplies on-going articles. He attends industry meetings throughout the year, allowing him to stay current with market trends
- Mr. Francis is a highly sought after guest faculty speaker at industry trade shows and webinars.
In summary, Clinical Laboratory Sales Training, LLC transcends the typical sales training course by instructing with proven lab-specific principles, conceived after many years of training and coaching sales people within the reference lab industry. It focuses on delivering results, rather than simply creating an event.