AcademyMed Sales Fundamentals Program

A career in Medical Sales may seem out of reach for candidates lacking either clinical or sales experience; however, the medical device industry is always seeking new talent. AcademyMed will help you identify transferable skills and develop knowledge to help you confidently land your first role. This brand-new program allows you to discover and develop fundamental skills to set you up for success in medical sales

Comprehensive Curriculum

Access a range of materials designed to support your development and performance in sales, marketing, and clinical roles within the medical device industry.

Tailored Learning Experience

Learn the fundamentals required to succeed in the industry with individualized development plans for both individuals and teams.

Coaching & Mentoring Sessions

Join sessions covering essential topics covered in the AcademyMed Sales Programme

The syllabus

13 Chapters · 87 Lessons

  1. 1

    LIVE COACHING SESSION I: COURSE INTRODUCTION

    1. (Included in full purchase)

      Live Session Information

  2. 2

    Introduction to AcademyMed Sales Fundamentals

    1. AcademyMed - Developing the Next Generation of Medical Sales Talent Free preview
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      Introduction to AcademyMed Sales Fundamentals

  3. 3

    PURPOSE

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      1.1 Overview of Module: PURPOSE

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      1.2 Pre Module Questionnaire: How confident are you in your ability as a sales person? Rate your current competencies against the core competencies required of an effective sales person on the following scale.

    3. (Included in full purchase)

      1.3 How do you perceive 'Sales' or 'Selling?

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      1.4 Perceptions of Sales

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      1.5 Developing a Sales Mindset

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      1.6 Finding your Purpose

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      1.7 Discovering the Power of Why: Simon Sinek

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      1.8 Defining Your Purpose

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      Quiz: Purpose

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      Assignment: Your Purpose Statement

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      Assignment: Perception of Sales

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      Module 1: Post Module Questionnaire

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      Suggested Reading

  4. 4

    PREPARATION

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      2.1 Overview of Module: PREPARATION

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      2.2 Pre Module Questionnaire: How confident are you in your ability to prepare? Rate your current competencies against the core competencies required of an effective sales person on the following scale.

    3. (Included in full purchase)

      2.3 Introduction to Consultative Selling

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      2.4 The Five Rights

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      2.5 Controlling the Controllables

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      2.6 Mastering Accountability

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      2.7 Attitude is a Choice

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      Quiz: Preparation

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      Assignment Case Study: Controlling the Controllables

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      Assignment: Controlling the Controllables

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      Module 2 Questionnaire

  5. 5

    LIVE COACHING SESSION II: PURPOSE & PREPARATION

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      Live Session Information

  6. 6

    PLANNING

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      3.1 Overview of Module: PLANNING

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      3.2 Pre Module Questionnaire: How would you rate the effectiveness of your planning skills?

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      3.3 Plan, Do, Review and Assess

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      3.4 Time Management

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      3.4.1 Time Management Assessment

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      3.5 Time Management (cont'd)

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      3.6 Customer Segmentation

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      3.7 Stakeholder Mapping

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      3.8 Developing a Sales Pipeline

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      3.9 Pre-Call Planning

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      Quiz: PLANNING

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      Case Study: Prioritising Accounts - Segmentation

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      Assignment: Segmentation

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      Resource: SMART Objectives Guide

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      Resource: Weekly Plan Guide

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      Module 3 Questionnaire

  7. 7

    CONNECTION

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      4.1 Overview of Module: CONNECTION

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      4.2 Pre Module Questionnaire: How would you rate the effectiveness of your ability to identify and connect with different personality types?

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      4.3 Personality Types

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      4.4 Building Rapport

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      4.5 The VAK Model

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      4.6 Body Language

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      Further Insights: A sales is a love affair: Jack Vincent at TEDxLugano

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      Assignment: Stakeholder Mapping & Personality Case Study

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      Assignment: Stakeholder Mapping & Personality

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      Assignment Answer: Westbridge University Hospital

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      Assignment Answer: Riverside Community Hospital

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      Assignment Answer: Northmoor District Hospital

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      Assignment Answer: St Cuthbert's Regional Medical Centre

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      Quiz: CONNECTION

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      Module 4 Questionnaire

  8. 8

    LIVE COACHING SESSION III: PLANNING & CONNECTION

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      Live Session Information

  9. 9

    COLLABORATION

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      5.1 Overview of COLLABORATION

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      5.2 Pre Module Questionnaire: How confident are you on your ability to uncover customer needs with powerful questioning?

    3. (Included in full purchase)

      5.3 Power Statements

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      5.4 Questioning Techniques

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      5.5 Features vs Benefits

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      5.6 High Impact Questions

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      Quiz: Collaboration

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      Assignment: Power Statement Case Study

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      Assignment: Your Company Power Statement

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      Assignment: Your Product Power Statement

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      Module 5: Questionnaire

  10. 10

    COMMITMENT

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      6.1 Overview of COMMITMENT

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      6.2 Pre Module Questionnaire: How confident are you in your ability to clarify customer needs, handle objections, and close an opportunity effectively?

    3. (Included in full purchase)

      6.3 Clarifying Customer Needs

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      6.4 Price vs Value

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      6.5 Closing Techniques

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      6.6 Closing Technique Examples

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      6.7 Closing using DISC Personality Types

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      6.8 Handling Objections

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      Quiz: COMMITMENT

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      Assignment: Closing Case Study

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      Assignment: Closing Techniques

    12. (Included in full purchase)

      Module 6 Questionnaire

  11. 11

    LIVE COACHING SESSION IV: COLLABORATION & COMMITMENT

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      Live Session Information

  12. 12

    TRUSTED ADVISOR IN MEDICAL SALES

    1. (Included in full purchase)

      Becoming a Trusted Advisor: 3 Principles to Master

    2. (Included in full purchase)

      How to Succeed in Sales: Become a Trusted Advisor

  13. 13

    Course Certificate

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      Download Course Certificate

Ready to Excel in Medical Device Sales?

Enroll now to unlock your potential and take your career to new heights.

£995.00

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Testimonials

Your course lead Rob Latimore has extensive sales and marketing experience, in role ranging from sales representative, regional sales manager, national sales manager, business unit direct to General Manager.

”
Rob was a serial budget achiever as in individual and replicated this is Sales Leadership roles. He excelled in identifying and nurturing new talent. His passion for medical device sales, deep technical knowledge, together with his ability to develop individuals strengths enabled him to build a great Sales Teams
Dave Smith

Former Sales Director, Stryker UK

”
Rob has a gift for making the complex appear simple and without being simplistic. He is a pleasure to work with and always delivers to an exceptionally high standard. His extensive experience in Medical Devices and understanding of organisational needs enable him to provide insightful commercial ideas and solutions to the table
Paul Gibbons

Managing Director, Corin UK

”
Rob has a history of delivering exceptional sales results and building great teams. His unique skills are bringing focussed thinking to any challenge he is given. He is both persuasive and inclusive in his approach and seamlessly adapts to different styles that ensure everyone involved in any given project has clear alignment.
Andrew Jones

VP Business Development, Enovis

”
Rob will challenge your thinking, provide you with alternative perspectives and, where appropriate, actively coach/mentor/advise you to generate deliverable solutions. He is an excellent facilitator with the ability to manage multiple perspectives.
Alex Arch

Founder, Arch Med-Tech Ltd

”
Rob was my first sales manager in the medical device industry, always willing to share his deep technical knowledge and sales experience. He took time to understand me, my personal strengths, and always went the extra mile to provide support, ensuring I had clear goals and milestones to drive my performance and subsequent results. 
Paul Broadberry

Clinical Commercial Director, Sharpsmart

”
As a mentor Rob took time to identify my strengths to ensure my ambition to succeed, never hesitating to share his technical and sales experience to help me throughout my career. 
Alan Pitcher

Commercial Director UKI, EssilorLuxottica