Toni Fiorenza is Director, Commercial Sales Training at Acorda Therapeutics, a company based in Ardsley, NY that develops therapies to restore neurological function and improve the lives of people with spinal cord injury, multiple sclerosis and other disorders of the central nervous system.
She has experience in consumer products, having worked for such companies as Purex, Dial Corp, and Georgia-Pacific. Toni has a BA in International Business and Foreign Languages and a Master’s in Higher Education. She taught for 5 years at the HS level and for 18 years as an adjunct professor in college.
Toni has been in the pharmaceutical industry since 2004 and loves the areas of sales and sales training. She is married with 2 grown daughters.
Please finish these sentences:
Sales training is…about advocating for people so that they acquire the skills needed to be effective and ultimately succeed personally & professionally in today’s sales marketplace.
Our sales trainers are….the conduits to this goal. They dynamically transfer knowledge into application. They assess needs, teach, cultivate, advocate and make impact.
Our sales force is….dynamic, experienced, patient-centric in selling approaches.
If I could change one thing about sales training, it would be…to bring every sales representative and manager through a rotation internally. This would add value and understanding behind every training program.
How do you believe selling skills have evolved due to the changing marketplace dynamics?
Selling skills have evolved to embrace conversational selling and customer-centric approaches. We need to continue moving along this continuum to further solidify an alliance with the physician, our organization and ultimately the appropriate patient(s).
Who or what are your inspirations for sales training and development?
It is about people and the desire to give back. My inspiration is my love of sales and of teaching. My love of training was prompted by opportunities provided by my mentors.
What are you most looking forward to regarding the 4th Annual Pharmaceutical Sales Training & Development Conference?
Learning, networking, sharing best practices..
Toni will be one of the distinguished presenters at the 4th Annual Pharmaceutical Sales Training and Development Conference.