• April 2, 2018
HCMx Radio 82: Cardinal Health’s Cindy Davidson on the Challenges of Training Medical Salesforces

Guest: Cindy Davidson, VP of Sales Operations at Cardinal Health

Host: Rachel Cooke, Chief Operating Officer, Brandon Hall Group

 

Cardinal Health, Inc. (NYSE: CAH) is a global, integrated healthcare services and products company, providing customized solutions for hospitals, health systems, pharmacies, ambulatory surgery centers, clinical laboratories and physician offices worldwide. The company provides clinically-proven medical products and pharmaceuticals and cost-effective solutions that enhance supply chain efficiency from hospital to home. Cardinal Health connects patients, providers, payers, pharmacists and manufacturers for integrated care coordination and better patient management. Backed by nearly 100 years of experience, with approximately 50,000 employees in nearly 60 countries, Cardinal Health ranks among the top 25 on the Fortune 500

In this episode, we discuss the challenges of medical salesforce training. Salespeople can be the most difficult part of the workforce to train and they are usually the face of the company to customers. They need to be knowledgeable about the company’s products and services, while possessing the requisite skills and information to be effective salespeople in a demanding industry.

Topics include:

  • Connecting with busy salespeople
  • Ensuring what they need to know is easily accessed and retained
  • The importance of engaging learning interactions
  • How Cindy’s experience as a sales rep informs her approach to training a large and diverse salesforce
  • The future: Harmonizing training, gamification and blended learning

We also reflect on the recent Excellence Conference as Cindy shares some personal insights and more.

Rachel Cooke

Chief Operating Officer Rachel Cooke Rachel is responsible for business operations including overseeing client services, research events and project management. Prior to joining Brandon Hall Group, Rachel was the Chief Operating Officer Co-founder of AC Growth. Rachel has over 15 years of experience in sales, marketing, business development, and sales performance management. Prior to AC Growth, she held several senior management roles and was on the leadership team at Bersin & Associates, a pioneer analyst firm in e-learning and now industry leading HR and talent Research Company. In her Senior Director role, Rachel developed the strategy and led the commercial execution of the solution provider vertical, and grew the vertical into the company’s largest market segment. In her role as Director of Sales, Rachel developed and led a team of senior account executives focused on acquiring global strategic accounts. Rachel was solely responsible for developing key business relationships with over ninety companies including industry icons, such as: Adidas, Hewlett-Packard, Toyota, Oracle, Starbucks, Avnet, Boeing, Kaiser Permanente, Safeway Inc., Wells Fargo, PricewaterhouseCoopers, Clorox and Affiliated Computer Services. Rachel began her career in the banking, media and hospitality industries. In these industries, Rachel held several key senior management and executive sales positions. Rachel received a BA in social science and interdisciplinary studies with honors from Florida Atlantic University. Rachel continued her postgraduate education by completing a series of executive management education courses from American Management Association.

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