I wrote the above statement. Could anyone explain to me how all these "colleges" are related? I know its been explained but the sheer volume of fake testimonals makes it impossible to find that information. The CEO, etc. have no business coming on this site in an effort to promote his college to reps. who might be vulnerable because of fear of losing their current jobs.
Orthopaedic and spine hiring managers are constantly searching for aggressive, talented sales people to sell and support surgical implants. Unfortunately, because of the specialized vocabulary and rules regarding the operating room, these hiring managers are forced to hire from within the ranks of existing sales reps.
Or, at least, they used to be.
Medical Sales College changes all of that with a curriculum based on rigorous academic training, coupled with hands-on instrument and implant study, added to interactive, role-play based sales training. All of this combines to create orthopaedic and spine sales reps ready to hit the ground running...immediately.
The Very Beginning
In 2006, Jim R. Rogers, who would go on to found medical sales education, was working as a Vice President of Sales for a large orthopaedic medical device company when he was given a task which is considered by many to be the most difficult assignment in orthopaedics: Jim was charged with building a direct sales force to lay alongside the company's already existing Distributor-based sales force.
The intricacies of this type of change, coupled with the practical need to hire over 120 sales and management personnel "yesterday," led to an 18 month journey that involved reviewing over 12,000 resumes and conducting more than 2,000 personal interviews in cities large and small across America. One outcome of this search was a corporate division that outperformed the existing structure on every measurement criteria.
For Jim, however, the more important outcome was the opportunity to experience first-hand, every day for 18 months, one of the biggest problems in the orthopaedic and spine sales industry – that of hiring great sales representatives. It was the lessons learned during this time and later filtered through the grid of countless hours of research with surgeons, industry executives, and top performing sales reps, that led to the formation of the Medical Sales College.
Problems In Hiring
Medical device sales professionals, unique in the world of sales, are an integral part of the implantation of the products they sell. They stand with a surgical team in surgery, often as the expert-in-the-room who knows better than anyone else the nuances and intricacies of the surgical instruments and implants. So, while the job they are being hired for is sales, to adequately perform that job, they also need to know how to function in an operating room environment, how to converse with medical professionals, and how their devices will impact a patient's anatomy, pathology, biomechanics, and function. This is no small task, and a very difficult combination of skills and knowledge for a hiring manager to assess during the hiring process.
On the other hand, like many businesses, orthopaedic and spine hiring managers are often compelled by business realities to make extremely quick hiring decisions. Given the background information necessary to be able to service the devices in the operating room, it can be impossible for any company to take sales professionals from outside the business and bring them up to speed quickly enough, so the hiring manager is often forced to choose people with previous medical device experience.
As Jim travelled the country hiring hundreds of sales representatives, he often found himself in the position of having to pass on the best sales person in favor of someone who could navigate the operating room environment and the conversational requirements more quickly. Great salesmen and saleswomen were not given the opportunity, simply because they lacked the industry background to be immediately useful. So, while there is always concern when hiring someone with experience – in a commission-based, relationship business, one could question why a sales rep is available if he or she is so strong – it is an unfortunate necessity.
The Medical Sales College is Created
When Jim left his position as Vice President of Sales, leaving behind a strong, vibrant sales organization, he determined to solve this industry-wide hiring challenge. In the fall of 2008, Jim contacted a handful of industry professionals, and together they formed an educational institution dedicated to providing competent sales professionals with the background and training necessary to translate the success they have had in other sales arenas into the world of orthopaedic and medical device sales.
Simultaneously, Jim began what would later be known as AMSR Medical Sales Recruiting to take these highly trained individuals and help them to find opportunities to sell within the medical device arena. These candidates, having already shown their dedication to their own careers by investing in their training at The Medical Sales College, were well received by the industry hungry for new, outside talent.
The training and recruiting services, originally located in Memphis, quickly outgrew the original space due to this industry acceptance. In the Spring of 2009, the medical sales educational platform and AMSR Medical Sales Recruiting moved to beautiful Colorado to open the world-class training facilities in Denver. There, in its elaborate training center located near the base of the Rocky Mountains, the Medical Sales College trains small classes of motivated professionals to be the best medical sales representatives in the business.
The Medical Sales College alleviated the challenge that Jim faced and other hiring managers continue to face trying to hire competent sales professionals but being limited in their selection to people from inside the business. Now, the horizon of potential candidates has been dramatically expanded for medical device hiring managers, giving them access to the countless individuals with sales skills but no industry knowledge, motivated people who have added to their repertoire a practical understanding of how to succeed in this arena.
Using the same rigorous, hands-on, conversation-based training that has made MSC graduates so successful, MSC Corporate Training programs have transformed the way sales representatives and their managers think about the sales process. Built around the proprietary Dynamic Psychological Selling® system, these training programs are tailored to the needs of each individual company and each individual sales representative. Sales reps leave these programs with the practical tools and training to take their territories to much higher levels, both in terms of sales volume and in terms of professionalism in their relationships with surgeons, hospitals, and the health care industry.
