Medical Implants Sales Training
Comprehensive training solution for Zimmer Biomet sales reps
The focus of this project was onboarding sales reps who might be new to the company as well as the foot and ankle implant sector. The sales reps would be expected to frequently demonstrate expertise with surgeons and specialists, so they had to know not just the products and their benefits, but also anatomy and medical procedures.
First, I created eLearning courses and quizzes for each of the featured products in Articulate Rise. The sales reps completed the courses as pre-requisites to the instructor-led training. The curriculum for the weeklong classroom portion provided more in-depth instruction of the products and their related anatomy and surgical procedures. Assessments were completed at the beginning and end of the week, in order to measure learning and success. I designed scenarios and scoring rubrics to ensure the assessments would be consistent.
For performance support, sales scripts were also provided for each of the core products. The scripts walked through a typical conversation between a rep and a surgeon, and showed how to overcome common objections and sell the value of the product. These scripts set up the next phase of training that focused on selling the different products.
Unfortunately, the training materials for this project cannot be shared.
What I Did
- Designed and developed product eLearnings in Articulate Rise
- Created instructor-led materials for weeklong course
- Designed performance support materials for sales reps