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.

Week 6 — Service: Implement Like a Pro

Module 12: Implementation Checklist

• Workflow, training, reporting, billing, supplies, contingencies, follow-ups

Week 7 — Billing & 5-Star Service

Module 13: Billing Questions & High Bills

• Common concerns, prevention scripts, confident responses.

Module 14: 5-Star Customer Service

• Fix issues fast; learn from errors; personalize service; go above & beyond.

Week 8 — Drive Adoption & Tier Service

Module 15: Each Provider = An Account

• Steps to maximize individual provider adoption.

Module 16: Service A/B/C

• Service levels by tier: A, B, C best practices.

Week 9 — Loyalty & Mastery

Module 17: Loyalty & Long-Term Relationships

• Map the journey; proactive vs. reactive; follow-up rhythm.

Module 18: 4 Stages of Competence

• Identify your stage; move up fast.

Week 10 — Integrations & Intelligence

Module 19: EHR ↔ LIMS Integrations

• What it is; who cares; value messaging.

Quiz #3

Module 20: Customer & Competitor Research • Use online tools; gather intel; get contacts and mobile numbers.

Week 11 — Volume & Revenue Math

Module 21: Estimate Monthly Specimen Volume

• From total patients → relevant patients → monthly estimate.

Module 22: Revenue per Specimen (RPS)

• Define “good business;” prioritize RPS in territory strategy

Week 12 — Run the Business & Referrals

Module 23: Know Your Numbers

• Daily averages; why accounts are up/down/flat; KPI-driven decisions.

Module 24: Referrals

• When to ask, how to ask (scripts, variations), handling rejection.

Course Q&A: Review progress and close gaps.