Medical Sales Training | Case Study

“The training is so good, I don’t want any of our competitors doing this course!”  Adam Senior, National Sales Manager, Summit Medical

The Symptoms

Summit Medical manufactures surgical, sports medicine and infection control products in the UK. The group prides itself on healthcare innovation and recently launched a brand new product.

When we met Summit, their challenge was clear. They needed to create significant long-term impact in the marketplace but the priority was to get some quick wins on the board.

The General Manager wanted the sales team to be fully aligned to drive the business forward. As you would expect, exceptional selling skills were high on the training agenda and this is where Tenacity stepped in.

The Diagnosis

Based on Summit’s need for a clear pathway to success, we recommended our Elite Medical Sales Training Programme, designed to make sales teams STAND OUT as winners in their field.

Using bespoke content tailored to Summit Medical’s therapy area, we delivered the 12 interactive modules to a team of 11 Summit sales reps over three months.

The team engaged fully throughout and started using the sales tools and techniques straight away.

The results

Sales increased immediately and 2 reps closed deals the very next day.

“Working with Tenacity has been a real eye opener and the training and techniques really work. I would 100% recommend Tenacity, it’s been a massive gamechanger!”  Jayson Mahendrarajah, Territory Sales Manager

As well as learning the proven i-X-SELL sales system, the Summit Medical Sales Team reported a huge increase in confidence across the board.

This combination of sales skills and winning mindset resulted in continued success for the entire team, taking Summit Medical sales to the next level.

“Fantastic training for the entire team. Sessions were high energy with engaging content. We have had contract wins as a direct result and it has even opened up a new market for us; training was invaluable!”  Adam Senior, National Manager


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