Continuing Commercial Education (CCE)

Program Overview

The Continuing Commercial Education program is a 14-session, 50-hour certification built on Gain Game Science. It develops how commercial teams articulate value and engage buying committees in hospital and ambulatory surgery center environments, and it builds the coaching capability their leaders need to keep those skills in use.

Who This Is For

• Medical device sales representatives transitioning to value-based selling
• Regional and district sales managers building coaching capability
• Sales leaders who want the result measured in operational outcomes such as attainment spread and coaching coverage

Methodology

This program integrates three frameworks, led by Gain Game Science:

Gain Game Science (GGS)

The ABC model of Awareness, Behavior, and Circumstantial gains is the foundation. The catalog holds 55 gains across five mechanisms, built in four stages from Foundation to Sovereignty.

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.

Operational Outcomes

Each cohort names the operational outcome it moves, such as attainment spread, coaching coverage, or decision speed, and measures it against a baseline captured before the first session.

Program Structure

The 14 sessions are organized into four phases:

1. Foundation (Sessions 1-3): Gain Game Science principles, the operational baseline, COF framework introduction
2. Tool Mastery (Sessions 4-7): Excel-based economic models, value articulation frameworks, stakeholder mapping
3. Application (Sessions 8-11): Live deal workshops, role-based scenarios, competitive positioning
4. 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