Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success.

In this episode, ResMed’s Senior Learning Strategist Emily Mason discusses the beauty of being a disruptor, the value of “throwing weird things out in the marketplace,” and how to make sales training hyper-personalized.

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I hate the sting of failure, but it’s truly the most honest way for me to get better.

Emily Mason is a senior learning strategist specializing in sales training at ResMed. ResMed is a pioneer of solutions that treat and keep people out of the hospital, empowering them to live healthier, higher-quality lives. Its cloud-connected medical devices transform care for people with sleep apnea, COPD, and other chronic diseases.

Emily has over 10 years of experience in medtech and pharmaceutical sales and sales training. Prior to joining ResMed, she held positions as a sales trainer at LEO pharma and sales roles at Pfizer and King pharmaceuticals. According to StrengthsFinder, her number one strength is “Futuristic.”

Listen as Emily discusses how improv taught her how to turn failure into success, the top skill sellers need today, the best strategy for deploying sales enablement software to large teams, and more.

Episode 55: Disrupting Sales Training | Emily Mason

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From This Episode

Host Mark Magnacca: “How do you envision sales training? What will be the balance between in-person learning and virtual learning?

Emily Mason: “We’ve already changed a lot of our approach, especially as it relates to onboarding. Before Covid, we explored some virtual aspects, but now people are a lot more acclimated and used to the tools and resources needed to do things virtually. So, our onboarding has more virtual components.

“For example, I’ve flipped the thinking on classroom learning. So, folks will watch a video from a subject matter expert the night before and maybe also do an exercise or answer some questions. It’s really neat because the subject matter expert has access to the information. And they can see the comments and begin to make personal connections with people.

“I do think there’s a time and a place for instructor-led training, as well as meeting with customers in person. But it has to be very strategic. When would you meet them? What’s the goal? What do you want to accomplish? And if you do have face-to-face time, don’t spend it presenting. Do something that you can do in that moment because you are with them in person.

“For example, I’m not bringing people to the San Diego office to watch presentations. In my world, those days are gone. I like it because it challenges us–makes us question why we’re doing what we’re doing and how we can improve.”

About The Adapter’s Advantage

Our podcast features leaders from sales, training, and industry who share their personal journeys of transformation and how they are adapting to an ever-changing environment. As your host, I’ll introduce you to some of the most interesting and inspiring people I’ve met over the last 20 years.

The conversations dive into the ups and downs of their journey. Our guests focus on inflection points—the aha moments that, in retrospect, had a critical impact on their success. These interviews will leave you with practical, real-world advice that you can apply to your life.

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