A VC-Backed Foundation Develops Sales Leaders for Startups

The Challenge

In the medical device industry, larger firms have the resources to train sales representatives in-house, but startups often struggle to provide structured sales training. This creates a shortage of qualified sales talent, forcing startups to hire inexperienced reps or pay a premium for seasoned professionals.

Leaders within a VC-backed foundation saw an opportunity: What if they could create a scalable program to develop highly trained, startup-ready sales professionals? They needed a structured approach that would prepare top-tier candidates while remaining cost-effective for growing med-tech companies.

The Solution

To bring this vision to life, Handled’s Partner, Kristin Harrington, collaborated with two consulting firms, a medical device startup in the neuro space, and a med-tech innovator to develop a comprehensive sales training program. The team designed a three-phase approach focused on building a strong foundation in sales and the med-tech ecosystem:

• Independent Learning – Sales fundamentals, neuroanatomy, and leadership development through distance learning.

• Hands-On Training – Intensive, in-person sales and product education at a medical device company.

• Clinical Experience – A hospital-based capstone, where participants gained firsthand exposure to the sales process in a clinical environment.

This initiative launched as a first-of-its-kind medical sales training program, attracting and graduating eight highly qualified candidates, all eager to step into the field and make an impact.

The Results

• Equipped graduates with industry-specific sales expertise, leadership skills, and clinical experience.

• Earned a perfect 100 Net Promoter Score—a nearly impossible achievement.

• Provided startups with a highly skilled, ready-to-hire sales pipeline.

Looking Forward

With the success of this first cohort, we’re laying the groundwork for future programs, ensuring a steady pipeline of trained sales professionals for startups.