Online Academy Program – 10 Weeks

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Thank you for your interest in one of our Medical Sales Educational Programs. Keep in mind, each defined curriculum required review from a group of unaffiliated surgeons and medical device employers as a prerequisite of approval from the Colorado Department of Higher Education, Private Occupational School Board.

Online Academy Program – 244 Hours

1. Professional Certification Representation
2. MDRepTrack – Module One
3. Biologics
4. Curriculum
5. Dynamic Consultative Selling
6. MDRepTrack – Module Two
7. Business Development
8. Placement Services

Week One  ( Call #1 )

Professional Certification Representation (PRC) – 
As a requirement, all medical sales representatives must complete industry credentialing prior to entering an operating room.  Knowing hospital protocol and operating room etiquette is a must. Most company sponsored training programs spend less than a day covering this subject matter. At the Medical Sales College, we offer the best-trained professional representatives for the benefit of the employer, hospital and patient safety. In addition, as a selling representative, you work with several departments at the hospital. In our PRC certification, a student of the Medical Sales College takes it a step further. A typical representative learns by trial and error. At the Medical Sales College we want to give you every advantage to succeed. We take no chances. Outside of hospital protocol and operating room etiquette, we also cover industry regulations. The following is a complete list of requirements and education during your first week at home.

  • Introduction to the Operating Room
  • Fire Safety; Laser; Radiation; Electrical Biomedical
  • National Patient Safety Goals
  • How the FDA Regulates Medical Device Manufactures
  • Regulations of Adverse Events & Complaint Handling
  • Required Credentialing
  • Patient Confidentiality
  • HIPAA
  • Blood Borne Pathogens
  • Infection Control
  • Turning Over the O.R. Room
  • Aseptic Principals & Techniques
  • Rules & Law RE: Presenting Clinicals & Brochures to HCP’s
  • AdvaMed
  • Code of Ethics
  • O.R Conduct for the Sales Rep
  • SPD, Decontamination & Instrument Processing
  • Compliance & the Sunshine Act
  • Off Label Awareness
  • General Surgical Instrumentation
  • Introduction to Radiology; X-Rays, CT & MRI
  • Medical Imaging
  • PRC Certification Test

Week One – (Call #2)

Biologics
One of the fast growing segments in medical sales is biologics. With the introduction of new technologies such as: stem cells, amniotic tissue membrane, synthetics and newer allografts are changing the landscape. Most representatives in the field have a low-degree of understanding in this area. Like PRC, most company sponsored training programs spend less than one day on biologics (some as little as a couple of hours).  At the Medical Sales College, we understand that an expert in biologics is high in demand. We spend the time necessary to get you more than just acquainted with biologics. The following is a complete list of requirements and education during biologics.

  • Bone Formation
  • Bone Healing
  • Biologics Introduction
  • Demineralized Bone Matrix
  • Carrier & Properties
  • Stem Cell Therapy
  • Amniotic Membranes
  • Human Dermal
  • Allografts
  • Autografts
  • Synthetic Biologics
  • Biologics Certification Test

Week Two – (Call #3 & Call #4)

Industry Information – MDRepTrack Introduction
In 2016, the Medical Sales College launched its affiliation with MDRepTrack (MDRT). MDRT was designed as a game-changing software system specifically built for the medical device industry.  The software will assist the Medical Sales College student in three distinct ways. First, it works as an electronic textbook for our graduates to maintain all of the information learned at the Medical Sales College. Second, it makes the graduates of the Medical Sales College more prepared for an interview as a highly differentiated candidate.  Lastly, it is a fully functioning CRM system that will assist in the success of a representative while in the field. The graduates of the Medical Sales College are getting access to this software before the commercial launch to device manufactures. The following is a complete list of requirements and education of MDRepTrack. In total you will complete 7 modules. The first five are below. The last two are in week six.

Part One: The Industry

  • Overview – Industry of Medical Sales
  • Full-Line Versus ASR Representative
  • Distributors
  • Direct Representative
  • Rep-Less Models
  • Physician Owned Distributorships
  • Becoming an Surgeon

Part Two: Professional Selling Introduction

  • History of Professional Selling
  • Selling Methodologies
  • Introduction to Dynamic Consultative Selling

Part Three: MDRepTrack

  • History of MDRepTrack
  • Competitive CRM Systems
  • Introduction of MDRepTrack
  • Registration
  • MDRepTrack Privacy
  • Representative Expectations

Part Four: MDRepTrack – Medical Textbook

  • How to Enter Course Vocabulary
  • How to Enter Course Procedures
  • How to Enter Course Products
  • How to Enter Publications and Educational Videos

Part Five: MDRepTrack – CRM

  • How to Define Your Territory
  • Surgeon Targeting
  • Surgeon Profiling
  • Hospital Profiling
  • MDRepTrack Workshop

Week Three – Week Nine (One Conference Call Per Week – 20 Hours of Homework at Your Own Pace)
Call Night – TBD 

Specialty Curriculum – Clinical Focus on Orthopedics:
The following is a complete list of requirements and education during the 15-day curriculum:

The MSC Online Academy Program is a comprehensive orthopaedics program offered in a 10-week online format. This course is ideal for professionals looking for entry into medical devices with no pre-decided specialization. Students will cover material in the following specialties: Orthopaedic Reconstruction & Trauma, Orthopaedic Extremities and Sports Medicine (No Spine).

This course is designed to provide an overview of many different orthopaedic specializations. The following is a complete list of our expected training and education during the curriculum:

KNEE
• Knee Anatomy (Bone and soft tissue)
• Biomechanics – anatomical relationships
• Orthopedic terminology – TKA’s
• History of Knee Technologies
• Understanding Knee Pathologies and Indications
• Biologic factors associated with the Knee
• Procedure: Total Knee Arthroplasty
• TKA Revisions
• Radiologic / X-RAY analysis of the knee
• Implant designs
• Factors influencing implant designs and Concepts
• Factors influencing function and longevity
• Knee Product Analysis
• Knee Technology Competitive Analysis
• Clinical Study Research concerning Knee technologies
• Role Play Prep
———-
HIP
• Hip Anatomy (Bone and soft tissue)
• Biomechanics – anatomical relationships
• History of Hip Device Technologies
• Understanding Hip Pathologies and Indications
• Biologic factors associated with the Hip
• Procedure: Total Hip Arthroplasty
• THA Revisions
• Radiologic / X-RAY analysis of the Hip
• Implant designs
• Factors influencing implant designs and Concepts
• Factors influencing function and longevity
• Hip Product Analysis
• Hip Technology Competitive Analysis
• Clinical Study Research concerning Hip technologies
———
TRAUMA – FRACTURE REAPIR
• Long Bone Anatomy (Bone and soft tissue)
• Biomechanics – anatomical relationships
• History of Fracture Fixation Technologies
• History of Fracture Treatments
• History of Locked Plating
• History of Hip Arthroplasty
• Understanding Fracture Pathologies and Indications
• Biologic factors associated with Long Bones
• Imaging – X-RAY
• Ankle Fracture replacement options
• Intra Medullary Femur Fracture options
• Hip Implant fracture options and Surgical Techniques
• Tibia Fracture Nailing
• Tibial Fracture Options
• Tibial Plateau
• Implant designs
• Factors influencing implant design
• Factors influencing function and longevity
• Trauma Technologies Product Analysis
• Trauma Technologies Competitive Analysis
• Clinical Study Research concerning Trauma technologies
———
INTRO TO SPORTS MEDICINE
• Understanding Soft Tissue Repair
• Knee Anatomy Review
• Biomechanics Review
• ACL (Anterior Cruciate Ligament) Terminology
• Pathologies: ACL Tears and Injuries
• Soft Tissue Injuries of the Knee
• Pathologies: Meniscal Tears and Injuries
• Surgical Techniques – step by step
• ACL reconstruction
• PCL reconstruction
• Osteochondral lesions
• Meniscal Tears Terminology
• Radiologic / X-RAY analysis of the knee
• Implant designs
• Factors influencing implant designs and Concepts
• Factors influencing function and longevity
• Knee Product Analysis
• Knee Technology Competitive Analysis
• Clinical Study Research concerning ACL/Meniscal technologies
———-
LABRAL and ROTATOR CUFF INJURIES
• Shoulder Anatomy (Tendons, Muscles, Ligaments)
• Biomechanics Review
• History of Shoulder Repair
• Shoulder Injuries Options
• Pathologies: Shoulder Instability
• Rotator Cuff Tears
• Rotator Cuff Injuries
• SLAP Injuries
• Superior Labral Injuries
• Imaging Analysis – Soft Tissue Analysis
• Understanding Arthroscopic surgery
• Labral repair
• RCT Surgical Options and Surgical Techniques
• Factors influencing Anchor implant designs and Concepts
• Factors influencing Anchor function and longevity
• Shoulder Anchoring Product Analysis
• Shoulder Technology Competitive Analysis
• Clinical Study Research concerning ACL/Meniscal technologies
———-
UPPER EXTREMITIES
• Anatomy of the Hand, Wrist, Humerus, Ulna, Radius – Elbow
• Biomechanics and anatomical relationships
• History of Extremity Repair
• Locking Plate Concepts
• Avoiding complications with Volar plating
• Extremity Fixation Options
• Understanding distal radius pathologies
• Radiologic / X-RAY analysis
• Radial Head fractures
• Scaphoid Fractures
• Elbow Fractures
• Wrist Fractures
• Surgical Treatment Options:
• SNAC and SLAP Wrist diagnostics
• Volar Plating
• Perc. Pinning
• ORIF Plating
• External Fixation
• Closed reduction casting
• Arthroplasty
• Factors influencing Plating, Pinning implant designs and Concepts
• Factors influencing Plating, Pinning function and longevity
• Pinning and Plating Product Analysis
• Pinning and Plating Technology Competitive Analysis
• Clinical Study Research concerning Upper Extremity technologies
———-
LOWER EXTREMITITES
• Anatomy of the Foot and Ankle
• Biomechanics and anatomical relationships
• History of Lower Extremity Repair
• Pathologies: Lower Extremity Instability
• Lisfranc Fracture dislocations
• Flat foot
• Arthritis
• Understanding degeneration
• Understanding biologic factors
• Radiologic / X-RAY analysis of Lower Extremities
• Surgical Treatment Options
• ORIF
• External Fixation
• Tibula and Fibular Plating Concepts
• Percutaneous Pinning
• Understanding Corrective osteotomies
• Calcaneus Fracture
• Factors influencing implant design
• Factors influencing function and longevity
• X-ray Identification
• Hip fractures
• Factors influencing Plating, Pinning implant designs and Concepts
• Factors influencing Plating, Pinning function and longevity
• Pinning and Plating Product Analysis for Lower Extremities
• Pinning and Plating Technology Competitive Analysis for Lower Extremities
• Clinical Study Research concerning Plating or Pinning technologies for Lower Extremities

Week Ten – (5-Days On Campus)
Wednesday – Sunday

Dynamic Consultative Selling – DCS
In early 2011, the Medical Sales College through Jim Rogers introduced the first-ever industry selling platform – DCS. This selling methodology was built using input of several orthopedic surgeons. DCS was built for medical device sales not general selling.

Dynamic – High Activity, Energy, Effective Action
Consultative – Consultant, Expert, Professional Advice
Selling – Product, Yourself

The demand of DCS was immediate. Over 20 leading medical device companies participated in corporate sponsored training for their existing selling representatives. With more than 2,000 representatives trained on DCS, it is now the largest and most popular selling platform available for the medical sales industry.

Part Six: Dynamic Consultative Selling – DCS

  • Relationship Selling
  • Relationship Selling Workshop
  • Relationship Selling Role Plays
  • Product Selling
  • Product Value Selling Workshop
  • Validation Selling
  • Product Selling Role Plays
  • Keyword Selling
  • Keyword Selling Workshop
  • Keyword Selling Role Plays

Part Seven: MDRepTrack Business Plan

  • Activity Expectations
  • Gaining Surgeon Access
  • Targeting Plan
  • Brochure Selling
  • Surgeon Practice Marketing
  • Facility Selling
  • 30-60-90 Day Business Plan

Networking – Job Placement
After successfully completing the necessary requirements and education, the student of the Medical Sales College is ready for placement. The last two-days of education is focused on student placement. With the vast amount of industry connections, along with the launch of ZeroFee recruiting, this is the difference maker for our students. The following are the specifics of our placement activity. Our goal is for students to be interviewing the week post their graduation.

Networking Expert

  • ZeroFee Recruiting
  • Networking Plan
  • Hiring Manager Target Sheet
  • LinkedIn InMail Campaign
  • Distributor In-Person Visits
  • Interview Follow-Up

 

Week Ten – (4-Days On Campus)
Wednesday – Saturday

  • Lab Day
  • Cadaveric or Sawbone Lab

10-Week Online Academy is comprised of: Nine weeks at-home study and four days on-campus