Sales Training — A Topic Nobody Really Wants to Address

And why your team can’t grow without it

Written by Sergio Armani, Founder of ACG-Clinical

Let’s talk about the uncomfortable truth no one wants to say out loud:
Sales training in startup and growth-stage clinical research companies is almost always overlooked — or worse, ignored entirely.

Most reps are thrown into the field with no playbook, no coaching, and no real shot at success.
And it’s not their fault.

Founders and CEOs often tell me:

“We hired a rep, but they just didn’t work out.”

But when I ask what kind of onboarding, coaching, or structured development that rep got — the answer is usually:

“They shadowed me for a week.”
Or worse — “They followed another rep around and picked things up as they went.”

That’s not training — that’s how you inherit bad habits and shallow knowledge.

And in a trust-driven, relationship-based industry like ours, that gamble can cost you millions in missed pipeline, disqualified opportunities, and relationships that never convert.

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Disclaimer
The information in this publication is for general informational purposes only and should not be construed as legal, financial, or regulatory advice. Armani Consulting Group, LLC, doing business as ACG-Clinical, disclaims any liability for errors, omissions, or actions taken in reliance on this content. Please consult qualified professionals for advice specific to your situation.