Continuing Commercial Education (CCE)
Comprehensive commercial engineering certification addressing the dual challenge: hospital innovation gaps and ASC pricing inflection. Builds commercial fluency through integrated methodology.
Program Overview
The Continuing Commercial Education program is a 14-session, 50-hour certification that transforms how commercial teams articulate value, engage stakeholders, and drive pipeline velocity in both hospital and ambulatory surgery center environments.
Who This Is For
- Medical device sales representatives transitioning to value-based selling
- Regional and district sales managers building coaching capability
- Commercial operations leaders implementing pipeline velocity methodology
Methodology
This program integrates three proven frameworks:
Gain Game Science (GGS)
The ABC model -- Awareness, Behavior, Circumstantial -- provides the foundation for understanding how commercial gains compound across 55 identified gain mechanisms.
COF Outcomes Framework
Every value conversation maps to Clinical, Operational, and Financial outcomes. Participants learn to build multi-dimensional value cases that resonate with diverse hospital stakeholders.
Pipeline Velocity Equation
Pipeline Velocity = (Opportunity Generation x Deal Size x Win Rate) / Cycle Time. Each session connects directly to at least one velocity lever.
Program Structure
The 14 sessions are organized into four phases:
- Foundation (Sessions 1-3): Commercial engineering principles, pipeline velocity diagnostics, COF framework introduction
- Tool Mastery (Sessions 4-7): Excel-based economic models, value articulation frameworks, stakeholder mapping
- Application (Sessions 8-11): Live deal workshops, role-based scenarios, competitive positioning
- Integration (Sessions 12-14): Capstone presentations, coaching certification, 90-day action planning
Assessment and Certification
Participants are assessed through three mechanisms:
- Phase-gate checkpoints (70%+ proficiency standard)
- Tool proficiency evaluations (accuracy, speed, independence)
- Capstone presentation with integrated model-building and stakeholder Q&A
Post-Training Support
Every participant receives a personalized coaching plan based on assessment scores:
- Intensive (weekly): Core methodology reinforcement
- Advanced (biweekly): Application and territory optimization
- Leadership (monthly): Coaching capability and team development
Ready to transform your team?
Schedule a 30-minute diagnostic to discuss this program.
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