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​How to Connect the Learning Bone to the Selling Bone

The toe bone connected to the heel bone,

The heel bone connected to the foot bone,

The foot bone connected to the leg bone,

The leg bone connected to the knee bone,


While this old childhood favorite, “Dry Bones,” doesn’t mention the learning and selling bones, here’s how to make that vital connection.


For sales reps in the life science industry, the learning bone definitely needs to be connected to the selling bone because reps are often required to understand the anatomy of the hip, shoulder and knee. This understanding is critical to their ability to position and sell a company’s products. Unfortunately, most existing training materials tend to be complicated and time-consuming and may leave representatives frustrated, overwhelmed and improperly prepared for success in the field.


Traditional training methods are increasingly out of sync with a work style that finds more and more employees working remotely. Sales organizations are recognizing that an effective eLearning solution will solve the issues of inconsistent preparation, scheduling challenges, outdated materials and compliance uncertainties—all problems with more traditional methods.


When approached by a leading player in the orthopedics area, we leveraged our medical device expertise and collective healthcare horsepower to partner with the manufacturer. Together, the companies explored the best way to plan and create impactful but basic anatomy training modules.


The collaboration produced highly focused learning modules for the shoulder, hip, knee, elbow, hand, wrist, foot, ankle and spine. Equipped with these tools, sales people can quickly understand the anatomy of these areas and relate them to company products. The courses meet representatives where they were and bring them along, preparing them for more advanced training and, ultimately, success in the field.


These anatomy training materials have been well received and give representatives exactly what they need to understand the basics of anatomy and apply them to the sales process. The eLearning modules put all participants on the same page, making instructor-led training more effective and efficient.


As a result of this groundbreaking partnership, other companies can now tap into the efficient and effective anatomy training created in the joint venture. A series of packaged modules is available to companies with the same needs. Companies that apply Maestro’s anatomy eLearning courses can expect to see measurable gains in areas such as cost reduction, productivity and sales volume.


Specific anatomy training modules for the shoulder, hip, knee, elbow, hand, wrist, foot, ankle and spine. They’re Maestro’s way of connecting the learning bone to the sales bone.

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