Week 1 — Foundation & Confidence

Module 1: Welcome + Why • Clarify your personal “why.”

Module 2: SMART Goals • Set measurable targets; build an action plan.

Module 3: Confidence for Lab Reps • Build trust through product mastery + storytelling.

Week 2 — Prospecting & Routing (ROIT)

Module 4: Data-Driven Prospecting • Avoid time-wasters; define high-value prospects; source lists.

Module 5: Route Optimization • A/B/C grading, clustering, dream-week routing, tools.

Week 3 — S.A.L.E.S. Framework + Approach

Module 6: S.A.L.E.S. (Strategize, Approach, Listen, Execute, Service) Pre-Call Planning, Cold Calls, Q&A practice, Closing questions, Service.

Module 7: Strategize — Pre-Call Planning • Power dynamics, prep = confidence.

Module 8: Approach — Cold Call Pitch • Two proven openers; soft ask vs. quick-value.

Week 4 — Listen & Execute: Presentation Styles

Module 9: Sales Presentation • Feedback-Focused, Solution-Focused, and Storytelling approaches.

Week 5 — Total Office & Account Scale

Module 10: Total Office Sale • Win the whole clinic; sell through staff; build momentum.

Module 11: Selling by Account Size • 1–3 providers, mid-size practice, multi-site with execs.