2023 Workshops below

Team@Work Sales Bootcamp

March 28, 2023 | 8:00 am – 12:00 pm
No fee to attend, advance registration required

Every Sales Professional has the drive and desire to make it to peak performance in sales. The Team@Work Sales BootCamp provides the Sales Professional a course to achieve their goal of reaching their highest possible level. Bootcamp for any recruit is a transformational time and period in their military career. Some would say that we have all experienced our own version of Bootcamp, or that life in general is a Bootcamp of sorts. The Team@Work Sales BootCamp will be a transformational time in the life and career of the Sales Professionals who enlist in this journey.

Introduction to Team@Work Sales BootCamp

In the Sales BootCamp we set a course to change behaviors, thought processes, build a team, instill discipline, and simply make each participant a better sales person and transforming them to a Sales Professional.

There is much to be learned from BootCamp; it is one of the most difficult tests of endurance for a person, and unifies individuals to create an elite team. Together we will navigate the Cadence of Bootcamp and the Transformational Capabilities it holds and learn how to apply them in our Sales Career.

Sales BootCamp Agenda and Goal

The Team@Work Sales BootCamp is like nothing you have experienced. This CoachShop® has been designed with over 30 years of direct Medical Sales Experience. This BootCamp incorporates various aspects of training that engages each participant to take an active role in their destiny.

Participants can expect to have hands on activities that will drive their adoption of the Team@Work Sales Process. Participants will be highly motivated, engaged, and coached through the multiple aspects of the sales process.

Target Audience

If you are a Sales Representative, Sales Leader or Owner in Home Medical Equipment or Complex Rehabilitation Industry, WE WANT YOU.

This CoachShop® speaks to clinicians and non-clinicians; Sales Representatives with years of experience and rookies.

Sales Leaders and Owners are strongly encouraged to attend this CoachShop®. You are one of the most critical pieces to the success of this process being adopted and executed. There will be THREE breakout sessions that will specifically address the Metrics / Cadence, CRM / Market Data, Coaching, Sales Planning / Forecasting, and Meetings that will greatly impact the overarching success of the Team@Work Sales Process.

Team@Work Sales BootCamp Deliverables

Each participant will receive 3 hours of hands-on training, coaching, and engagement. The following is a list of BootCamp Encounters:

  • The Sales Professional and Sales Process
  • Beginning the Journey and the Sales Introduction
  • Knowing the Competition
  • Prospecting with Passion and Purpose
  • Pre and Post Call Planning
  • In-services and Situational Selling
  • Overcoming Objections and Obstacles
  • The Art of the Sales Close

An Introduction to the Certified Durable Medical Equipment Specialist (CDME) 

March 28, 2023 | 9:00 am – 12:00 pm
$49; Separate registration required

A Certified Durable Medical Equipment Specialist (CDME) is a person who demonstrates a broad knowledge of the DME/supply industry, including: prescription verification, intake process, product selection, dispensing and setup, documentation, billing, compliance, and performance management. In this workshop, participants will learn:

  1. The scope of practice for the CDME.
  2. The value of the CDME credential for individuals and facility owners.
  3. How to market the CDME credential to customers, referral sources, and third-party payers.

This workshop serves as instructional preparation for the BOC CDME exam. Learn more about the credential and access exam resources HERE.

Over 75% of BOC CDMEs report that this credential has delivered a positive impact for their career. Imagine what it might do for you!


Take advantage of special pricing for Medtrade Attendees.

  • CDME Application Fee: $50
  • CDME Exam Fee: $75 (25% discount)

The BOC CDME exam can be taken anytime, anywhere—home, office, hotel—with a live, remote proctor.

Retail Fundamentals

March 28, 2023 | 9:00 am – 12:00 pm
No fee to attend, advance registration required

This session will incorporate the uniquely collaborative elements of previous workshops into 3 hours of learning and brainstorming. If you have never attended one of these workshops, you can prepare for an engaging and lively environment coupled with attendee participation and active takeaways. What makes this session different is the fresh ingredients delivered by your industry peers. I have found that in-person discussion garnished with expert-led roundtables is the recipe for nutrient-rich learning. After all, it tastes best to learn from the best (i.e., the people who are in the weeds of owning and operating a cash business). As you shuffle through the topics, find yourself sifted into the mix of owners and managers that operate using a variety of business strategies — all-cash models, partial-cash models, and insurance-based models looking to expand with retail.

  • Discuss different marketing strategies that providers are using to generate business.
  • Describe the different ways to teach and train your sales staff.
  • Identify different categories and products that sell.
  • Discuss different merchandising techniques to drive additional sales