America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Make Compliance Training a Pleasure Instead of a Chore

Without compliance training, your employees may not understand critical new regulations and industry rules, and if they violate these rules, your company could face fines and penalties. There’s not much to gain by skipping compliance training altogether, and you really don’t want to have to lure your employees to participate; this should be a mandatory process, and your employees should consider attendance and retention a fundamental part of their jobs. 

Compliance training isn’t about providing entertainment, it’s about protecting the company from legal vulnerability. Your teams should attend, end of statement. But at the same time, there’s no harm in making the process enjoyable and memorable. Here are a few things to keep in mind. 

Emphasize the importance. 
Your sales teams should come to your session with two motivations in mind: First, they should want to protect the company from vulnerability. But second, they should have an active interest in relaying the benefits of your product in a regulated industry. Your compliance training can help them stay aboveboard, but also help them drive home key messages to your target audience. Compliance training can improve sales, not just prevent mistakes. 

Focus on retention.
Engaging, interactive training sessions are more fun for employees and kindergarteners alike. Everybody learns more and remembers a lesson longer if it’s taught in a way that’s fun. And while “fun” lies in the eye of the beholder, there are some elements that most education experts agree on. Get your learners out of their chairs, have them speak as much as they listen, and try to incorporate games and memorable tricks and devices into your session. 

Keep things moving. 
Before any training or lecture session, it’s a good idea to clarify the timeline for the activity. If you plan to keep your employees from other activities for one hour, three hours, or two full workdays, make this clear from the beginning. Provide an agenda that includes every topic, every guest speaker, and every break. Make an effort to circulate your agenda beforehand so employees know exactly what to expect. 

Divide into groups if possible. 
You may not want to immerse your entire sales staff in a single session that lasts for hours; this can dilute the engagement and interactive learning process, and it can prevent important tasks from being accomplished outside the room. Instead, break your training into multiple sessions scheduled at different times and on different days. Reduce the ratio of trainers to audience members and your teams will be less likely to lose focus. 

Test or measure retention at the end. 
Talk to your teams after the session or circulate a survey of some kind to measure the effectiveness of the process. Use the results to make constant improvements. 

Partner With a Top Medical Sales Recruiter.
For more on how to keep your teams compliant and your compliance training efficient and successful, turn to the medical sales recruiters at Buckman Enochs Coss and Associates.