Medical Sales Training That Installs a System, Not Just Skills
Most medical sales training delivers knowledge that fades within days. The Medical Sales Operating System™ installs a repeatable process your reps execute consistently — from the very first call.
Medical Sales Training Workshops & Keynotes
Please see our SERVICES PAGE for the array of training options we offer to meet your company’s needs.
Check Out Our New “Medical Sales Training A.I. Workshop.”
Modern healthcare sales demands relevance, precision, and speed.
Medical Sales AI™ equips your team with the skills and knowledge to win.
Onsite Live Medical Sales
Meeting face-to-face, in-person with HCPs and other stakeholders is more valuable than ever. Can each member of your sales team schedule in-person meetings as needed? Are there fully prepared to make each encounter maximally effective?
Virtual Medical Sales
Virtual medical selling is here to stay. It’s a required skills set for all medical reps. It demands different skills and awareness compared to selling in-person. Can your sales team use this powerful technology to increase opportunities and enhance in-person selling?
Empower your sales representatives to adapt and win in a constantly shifting healthcare sales environment.
Mace Horoff
President, Sales Pilot Medical Sales Performance / Medical Sales Academy
40+ YEARS OF COMBINED HEALTHCARE SALES, MANAGEMENT, & SALES ENABLEMENT (19 YEARS SPEAKING, TRAINING, & AUTHORING BOOKS AND CONTENT ABOUT MEDICAL SALES)
Author of “Mastering Medical Sales—The Evolution
The Modern Playbook for Medical Sales Professionals”
Published January 2025, Healthcare Business Books
ENABLE YOUR MEDTECH SALES TEAM WITH REAL-TIME RELEVANCE-BASED SELLING™ & THE MEDICAL SALES OPERATING SYSTEM™
The Sales Pilot Solution
Access. Engage. Distinguish.
Medical sales training shouldn’t just teach medical sales professionals how to sell, it teach them how to think like healthcare buyers.
Selling to healthcare is different because healthcare decision-makers think differently. Selling becomes much easier when you understand the customer’s thought processes.
Access: We teach a blended sales approach to optimize access. Doctors and others have become more comfortable with salespeople making virtual calls. As a result, they’re here to stay. Virtual sales competency must be an integral part of the medical rep’s skills set.
Engage: Engagement is based on a salesperson’s ability to identify and discuss issues that are real-time relevant for each stakeholder in the sales process. Teaching our Real-time Relevance-based Sales™ (RTRBS™) methodology in both lecture and interactive workshops ensures medical reps can gain and retain a prospect’s attention throughout a sales conversation.
Distinguish: Distinction is when HCPs and other stakeholders recognize your product/service as the best option for them and their patients. Attendees in our live and on-demand training programs learn to avoid product commoditization by distinguishing their product, themselves, and their companies in a sea of sameness. The ability to create distinction in medical sales is a multifaceted skill that relatively few salespeople have mastered.
If you sell medical devices, biotechnology, pharmaceuticals, DME, medical software, healthcare services or anything else to HCPs and healthcare facilities, we can help you create more sales opportunities and sell more!
Maximize Sales With A Blended Sales Approach
Combining on-site and virtual engagement more than doubles opportunities for engagement. Reps must be competent in both types and able to strategically combine them.
Help Your Salespeople Distinguish Themselves In A Sea of Sameness
Times of crisis and overwhelm increases the commoditization of products and services by HCPs and others. Never has the need to create distinction and relevance been greater for healthcare sales professionals.
Everything You Need to Know
Questions about medical sales training, the Medical Sales Operating System™, and how Sales Pilot works with your team.
The Medical Sales Operating System™ is a complete sales performance framework developed by Sales Pilot Medical Sales Performance. Unlike traditional medical sales training that fades within days, the OS installs a repeatable process that reps can execute consistently from day one. It combines three components: the Relevance Framework™, the Medical Sales Simulator™, and the Unignorable Prep App™.
Traditional medical sales training fails because it delivers knowledge without installing a system. Skills learned in a workshop fade within days without a repeatable process to reinforce them. Rep performance ends up depending on individual memory rather than consistent execution. The Medical Sales Operating System™ solves this by installing a process rather than just delivering content.
Real-time Relevance-based Selling™ (RTRBS™) is a proprietary sales methodology developed by Mace Horoff at Sales Pilot. It teaches medical sales representatives to identify and engage with what is most relevant to each HCP at every call — in real time — rather than delivering a scripted pitch. This approach dramatically improves HCP engagement and conversion rates. Learn more on our Services page.
The Medical Sales Simulator™ is an online training tool that allows medical sales representatives to practice real scenarios before they happen in the field. Reps build confidence and competency on demand, without risking a live sales call. It is available as a standalone online self-paced program or as part of a blended training deployment. Learn more about the Simulator.
The Unignorable Prep Act™ is a pre-call preparation system that ensures every sales encounter — virtual or in-person — is maximally prepared, purposeful, and positioned to convert. It is one of the three core components of the Medical Sales Operating System™ and one of the most immediately impactful tools in the system.
Mace Horoff is the President of Sales Pilot Medical Sales Performance and one of the most experienced medical sales trainers in the industry. With over 40 years in healthcare sales and management and 19 years training medical sales teams globally, he is the creator of the Medical Sales Operating System™ and the author of Mastering Medical Sales — The Evolution, published January 2025. Learn more about Mace.
Sales Pilot provides medical sales training for teams across medical devices, biotechnology, pharmaceuticals, dental, and durable medical equipment (DME). Programs are designed for sales representatives, sales managers, and sales leadership who sell to physicians, dentists, nurses, hospital administrators, and other healthcare professionals (HCPs).
Sales Pilot delivers medical sales training through four formats: onsite workshops and keynotes at client locations, live virtual workshops via video conferencing, online self-paced programs featuring the Medical Sales Simulator™, and a content licensing program for organizations that want to deliver training in-house. View all delivery options.
The Medical Sales AI Workshop™ is a training program that equips medical sales teams with the skills to leverage artificial intelligence tools for modern healthcare selling. It addresses how AI is changing the way HCPs make purchasing decisions and how reps can use AI to improve relevance, preparation, and performance. Learn more at MedicalSalesAI.com.
You can reach Sales Pilot by phone at +1.561.333.8080 or through the contact form on our Contact page. Sales Pilot is based in Boynton Beach, Florida and serves medical sales organizations across the United States and globally.
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