Sales Training Articles

Read or listen to laboratory sales training articles by Peter T. Francis.

Peter Francis is known for his insightful articles on selling lab services. He has numerous published papers in industry magazines such as MLO, ADVANCE for Administrators of the Laboratory, and ADVANCE for Medical Laboratory Professionals.

Hiring a Lab Rep

Getting to Know Someone
February 2024
When It’s Time to Hire a Lab Sales Rep
June 2013

Insight Selling

Habits: Understanding Their Role in the Sales Process
April 2025
Prospects: Not Looking vs. Looking
December 2016
Shrouded Sales Factors
March 2017
Solution Selling Isn’t Enough When Promoting Lab Services
August 2022
The A-B-Cs of Change
June 2017

Sales Compliance

Compliance Sales Training
January 2022

Sales Effectiveness

Supercharging Your Sales Force Effectiveness
July 2025
Balancing Efficiency and Effectiveness
August 2013
Listen
Client Relationship Management: Before, During and After the Sale
October 2009
Listen
Five Critical Selling Skills for the Lab Sales Rep
June 2009
Listen
If Socrates Sold Lab Services Part 1
July 2024
If Socrates Sold Lab Services Part 2
July 2024
If Socrates Sold Lab Services Part 3
July 2024
Improving Performance for the Lab Salesperson: Is It Possible?
November 2009
Listen
Sales Principles to Grow Revenues Part 1
May 2012
Sales Principles to Grow Revenues Part 2
July 2012
Ten Common Mistakes Lab Sales Reps Make
November 2008
Listen
The Ultimate Lab Sales Machine
November 2019

Strategy

Using Strategy in an Office Call
August 2023
Action Commitment
October 2021
Back Tracking Into Basic Differences
August 2015
Do I Have the Right Client Relationships?
February 2015
Listen
On Lab Sales Strategy
October 2014
Personalize Your Selling Strategy
August 2011
Listen
Social Norms: A Sales Rep’s Best Friend
May 2016
Take a Heuristic Approach to Marketing a Lab
September 2018
The Fabian Strategy
November 2018

Tactics

Back Tracking Into Basic Differences
August 2015
Decisions, Decisions
March 2022

Training

Instituting Higher Standards for Laboratory Customer-Touch Departments
August 2009
Listen
Managing Your Laboratory Sales Staff
July 2008
Listen
Optimizing Your Lab’s Sales Performance Part 1: Developmental Sales Coaching
June 2009
Listen
Optimizing Your Lab’s Sales Performance Part 2: In-The-Field Sales Coaching
June 2009
Listen
Sales Training in the Lab Industry
July 2024
Situational Fluency
January 2025
Stuck Between Complexity and Commoditization
March 2025
Laboratory Sales: Managing and Coaching
September 2025