Sales leader shaking hands with a new life sciences sales rep during onboarding.

Sales Enablement & Readiness in Life Sciences: Empowering Onboarding Success

Written By: Ed Gutshall

August 23, 2023 – 7 min read

Effective sales enablement and sales readiness are two key factors in driving onboarding success. They involve equipping sales teams with the knowledge, tools, and resources they need to engage with prospects, close deals, and ultimately drive revenue growth. In this article, we explore the role of sales enablement and readiness in the onboarding process for Life Sciences.

Understanding Sales Enablement

Sales Enablement is a holistic approach that empowers sales teams with the right content, knowledge, and technology to improve their productivity and enhance the buying experience. It goes beyond simple product knowledge and incorporates various elements such as competitive intelligence, customer insights, and sales process optimization. In Life Sciences where products often involve intricate clinical concepts and regulatory compliance, sales enablement becomes even more critical.

empowering onboarding

Sales enablement has seen a 343% increase in adoption over the last 5 years, resulting in a 49% win rate on forecasted deals.


Components of Sales Enablement in Life Sciences

  • Product and Industry Education: Life Sciences sales representatives must possess in-depth knowledge about the products they sell. This includes understanding their features and being well-versed in the underlying scientific, clinical, and therapeutic principles and industry regulations. Sales enablement ensures that the sales force participates in ongoing education and coaching sessions that keep them up-to-date with the latest developments in the industry.
  • Content Development: Engaging content that resonates with the target audience and is key to differentiation. This content includes educational materials, case studies, whitepapers, and success stories that highlight the practical applications of products. Content should be tailored to address specific pain points of HCPs and other decision-makers.
  • Technology and Tools: Sales enablement leverages technology to streamline sales processes and improve efficiencies. This could include Customer Relationship Management (CRM) systems, content management platforms, and data analytics tools. For instance, a CRM system helps sales reps track customer interactions, monitor sales progress, and identify potential opportunities for cross-selling or upselling.

Understanding Sales Readiness

Sales Readiness is the culmination of effective sales enablement strategies. It is the state in which the sales team is fully prepared and equipped to handle any sales situation effectively. A well-prepared sales team can confidently engage with prospects, communicate the value of their products, and overcome objections, ultimately leading to successful deal closures.

Components of Sales Readiness in Life Sciences

  • Product Knowledge and Application: In Life Sciences, where products are often complex and technical, having a deep understanding of the offerings is essential. Sales readiness ensures that every sales team member can articulate the benefits and differentiators of the products with ease and clarity.
  • Market and Competitor Awareness: Being “ready” also means being aware of the market dynamics and the competitive landscape. Sales reps should know how their products compare to competitors and how to position them as superior choices. Sales enablement provides the necessary market intelligence and competitor analysis to facilitate this awareness.
  • Customer Insights and Empathy: Life Sciences sales reps routinely interact with healthcare professionals, and understanding their needs, pain points, and challenges is crucial to successful engagement. Sales enablement equips sales reps with customer insights and data to foster empathy and build engagement, allowing them to offer solutions that align with their customers’ needs and goals.
  • Selling Model: Insights into the current selling model, which creates common parlance and empowers reps to feel ready to interact with customers who may have questions, objections, etc.
66% of customers feel treated like a number

66% of customers expect companies to understand their unique needs and expectations, yet 66% say they’re generally treated like numbers.

How Life Sciences Sales Leaders Can Ensure Sales Readiness

Sales leaders play a pivotal role in ensuring their teams are well-prepared to share product knowledge and engage customers. They can take several proactive measures to check for and ensure sales readiness within their teams.

  1. Conduct comprehensive assessments and evaluations of their sales representatives’ product knowledge, market awareness, and understanding of the specific needs of healthcare providers. These assessments can take the form of quizzes, role-playing exercises, or mock sales scenarios to gauge their readiness and identify any areas for improvement.
  2. Implement ongoing development programs to keep the sales team updated with the latest research, regulatory changes, and market trends. The Life Sciences industry is continually evolving, and sales reps must be equipped with the most current information to engage customers effectively.
  3. Foster a culture of continuous learning and encourage sales representatives to seek opportunities for self-improvement. This could involve providing access to relevant educational resources, leadership development, certifications, and workshops that enhance their knowledge and expertise.
  4. Open communication and feedback is critical to establishing trust and loyalty. Sales leaders should actively listen to their team members, providing individual support to address concerns or skill gaps.
  5. Regular sales meetings and one-on-one coaching sessions offer valuable opportunities for reinforcing sales readiness and discussing specific strategies for navigating the industry’s complexities. By investing in continuous development and readiness assessment, sales leaders can ensure their sales teams remain well-prepared and capable of driving success in the highly specialized and ever-changing landscape of the Life Sciences industry.

The Significance of Sales Enablement and Readiness in the Onboarding Process

An effective onboarding process sets the foundation for sales success. It is the initial period when new sales hires learn about the company, products, and sales strategies. Sales onboarding is a critical stage because it shapes the new sales rep’s future performance and contribution to the organization.

Incorporating robust, comprehensive sales enablement and sales readiness programs into the sales onboarding process is vital for several reasons:

  • Reduced Ramp-up Time: Sales enablement and readiness provide new hires with comprehensive training and resources, helping them get up to speed faster. This reduces the ramp-up time, so they can get in the field quicker and contribute to revenue generation sooner.
  • Consistency in Messaging: In a regulated industry like Life Sciences, where compliance and accuracy are paramount, having a consistent messaging approach is crucial. Sales Enablement and Readiness ensure that all sales reps are on the same page when presenting information to customers, reducing the risk of miscommunication or misinformation.
  • Increased Sales Effectiveness: With the right tools and resources, sales reps can be more effective in their engagements with prospects. They can address customer concerns more confidently and position the products effectively, leading to higher conversion rates and deal closures.
  • Adaptation to Industry Changes: The Life Sciences industry is constantly changing, with new research findings, regulations, and market trends emerging regularly. Sales enablement ensures that the sales team stays updated with these changes, allowing them to adapt their sales strategies accordingly.
  • Creates a Continuous Learning Culture: A robust sales enablement and readiness program in the onboarding process fosters a culture of continuous learning within the sales team. This commitment to ongoing education and development keeps the sales force engaged and invested in their professional growth.
  • Improved Sales Rep Retention: When new sales reps feel supported and empowered to succeed, they are more likely to feel valued and motivated, leading to higher job satisfaction and increased retention rates.
onboarding infographic


The synergy between sales enablement and readiness is pivotal in the Life Sciences sales onboarding process. By empowering new sales representatives with the right knowledge, content, and tools, they become well-prepared to navigate the challenges of this dynamic market. This strategic approach lays a robust foundation for immediate success and paves the way for sustained growth and achievement for both individual sales representatives and the overall organization.

Discover How PDG’s Sales Onboarding Programs Create Competitive Advantage

Interested in more on this topic?

Check out these titles

how onboarding drives employee engagement

How Onboarding Drives Employee Engagement

how onboarding attracts the best millennial talent

How Onboarding Attracts the Best Millennial Talent

5 Ways to Build a Successful Sales Onboarding Plan for Virtual Teams

Never Miss an Article from PDG