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faster ramp up for new hires
Increase in PET CT scan sales with role-plays
Increase in EMR orders with role-plays
RadNet’s static, in-person onboarding couldn’t keep up with the demands of a fast-moving, highly regulated healthcare environment. Reps lacked personalized training, structured reinforcement, and visibility into performance.
By centralizing enablement in Mindtickle, RadNet launched a scalable, digital-first training program with role-based onboarding, ongoing training, and real-time updates—reducing ramp time by 50% and driving significant increases in sales.
RadNet is the largest provider of outpatient diagnostic imaging in the United States, with over 370 centers nationwide. Specializing in MRIs, CT scans, X-rays, and mammograms, RadNet is committed to delivering high-quality, cost-effective, and accessible imaging services to patients. With over 120 sales and marketing professionals on the East Coast, RadNet’s field teams play a key role in representing the brand and educating referring physicians on the company’s imaging services.
Operating in a highly regulated, technical healthcare environment, RadNet’s ongoing sales model requires sales reps to maintain deep knowledge and stay ahead of frequent updates to offerings, protocols, pricing, and compliance requirements. However, RadNet faced challenges in delivering an enablement experience that could scale and evolve quickly to meet these demands. Training was limited to a one-size-fits-all, in-person onboarding program that grouped together reps with varying experience levels and learning needs. They also lacked visibility into content engagement and knowledge retention, had no structured role-play program for skill development, and no way to continuously train reps or quickly and effectively update teams with key information. To better support their reps, RadNet recognized the need for a modern enablement solution.
HEADQUARTERS:
California
INDUSTRY:
Medical Devices
COMPANY SIZE:
10,000+
HEADQUARTERS: California
INDUSTRY: California
COMPANY SIZE: 10,000+
RadNet set out to modernize its sales enablement approach with clear goals:
“We knew our existing model was outdated and we needed a flexible, digital-first approach that met our team where they were. Mindtickle gave us the tools to build a scalable, highly impactful training experience.”
Lindsey Sanford
AVP of Sales & Marketing, RadNet
To meet these objectives, RadNet adopted Mindtickle as its revenue enablement platform.
RadNet partnered with Mindtickle because it centralized all of its sales enablement and training efforts into one platform. Now, they have a single place for onboarding, continuous training, role-plays, certifications, content, reporting, and more. With a large, remote-based team in the constantly changing medical device industry, RadNet needed a platform that could deliver consistent learning experiences, support on-the-go learning, verify knowledge, and adapt quickly to change.
Moving away from a static classroom model, RadNet implemented a fully digital onboarding experience that gives reps the flexibility to learn at their own pace. New hires now progress through role-specific learning journeys aligned to their experience level and tailored to different learning styles — including videos, one-pagers, quizzes, and scenario-based content.
Onboarding now starts with foundational knowledge of RadNet’s services and expectations, followed by targeted training on individual service lines and selling strategies. This flexible approach has helped reduce ramp time from 6-8 weeks to just 4-6 weeks, enabling new reps to get into the field and start driving impact faster.
“Mindtickle has helped us cut our onboarding time by about two weeks. Before, it took six to eight weeks for new hires to ramp up, but now we’re seeing them fully up and running in four to six weeks — and that’s been a huge improvement.”
Lindsey Sanford
AVP, Sales & Marketing
Continuous learning is essential in an industry where regulations, policies, and technology evolve rapidly. Recognizing the need for ongoing learning beyond initial onboarding, RadNet leverages Mindtickle’s everboarding capabilities to keep reps engaged and growing over time. Through automated drip campaigns, knowledge checks, and spaced learning, RadNet reinforces learning so reps not only learn but retain and apply what they’ve learned in the field.
To ensure reps are ready, RadNet uses competency assessments and certifications that give both reps and managers confidence. These checkpoints help reps build the knowledge needed to handle a range of conversations, whether speaking with a primary care provider or a specialist like an orthopedist, neurologist, or OBGYN. Reps can also easily access training on their mobile devices, allowing them to refresh on complex topics before they go into a doctor’s office and keep up with important updates while on the go.
Menemsha Group is no longer offering training as an “event;” instead, it takes a completely outcome-driven enablement approach. Some of its clientele were hesitant about this new approach, as they were already leveraging other training libraries available to anyone for free online. “It’s great to have a massive library of content, but you’re basically telling your salespeople that it’s okay for them to adopt anything they want,” said Fisher, “Part of an enablement platform is to get everybody on the same page with the same message following a common methodology.”
By delivering a platform that tracks key competency development, Menemsha Group’s clients can establish benchmarks for what good looks and sounds like, empowering employees to take skill-building into their own hands. Furthermore, preaching the importance of ongoing engagement via Mindtickle to truly impact performance, Fisher is positioning himself as a thought leader in his industry and differentiating Menemsha Group from its competitors.
As the healthcare industry moves away from traditional paper-based workflows, providers like RadNet face growing pressure to go “paperless,” with many federal programs incentivizing electronic medical record (EMR) adoption. To support this shift, RadNet uses Mindtickle to to deliver real-time, flexible training that helps reps become confident in EMR tools and guide referring offices through the transition.
With mobile modules, targeted role-plays, and scenario-based training, the team was able to adapt quickly, even as systems were still being built. This effort led to a significant increase in electronic orders.
“Anyone in healthcare today feels the pressure of going paperless. Mindtickle helped us close the gap and quickly upskill our entire sales team into subject matter experts on electronic viewing and ordering tools. Our EMR portal rollout was very much a ‘building the plane while flying it’ scenario—real-time, flexible training in Mindtickle made all the difference.”
Brian E. Villacis
Associate Vice President
RadNet’s sales reps must engage in technical conversations with referring physicians, making it essential that they are well-prepared and confident in their messaging. With role-plays, reps now have a consistent and safe environment to practice and refine their conversations, helping them master key messaging before going into the field.
RadNet builds role-play scenarios for realistic selling situations, mostly centered around new offerings, integrations, campaigns, and other initiatives. For example, one impactful role-play exercise focused on PET scans, a more technical and complex service offering. After launching this role-play, RadNet saw an increase in PET scan sales, showing the direct impact of practice on performance.
Role-plays also played a key role in enabling the shift to electronic ordering, as mentioned above. As part of the broader digital transformation effort, reps practiced guiding providers through the EMR transition, strengthening their ability to handle objections and support offices confidently during a major workflow change.
Additionally, RadNet uses Mindtickle’s Copilot as a reviewer, giving reps immediate AI-powered feedback on tone, pacing, and message delivery. Managers also review submissions directly within the platform, providing personalized, constructive feedback to help reps continually improve.
“We’ve seen an increase in PET scan sales after implementing role-plays and targeted training through Mindtickle. That’s a direct reflection of how practicing those conversations in a structured way leads to better outcomes in the field.
Maggie Goble
Director of Sales & Marketing
With Mindtickle, RadNet can now verify that learners are not only consuming but actually learning, retaining, and applying what they’ve learned through knowledge checks and assessments. In-video knowledge checks and quizzes make training interactive and engaging, while spaced reinforcement helps strengthen retention over time. The team also uses certifications following role-plays to confirm readiness.
Real-time reporting and dashboards provide leadership with visibility into rep progress, performance, and readiness. These insights also allow RadNet to establish benchmarks, monitor consistency across teams, and identify best practices from different regions that can be shared more broadly. Reporting on coaching sessions and role-plays enables leadership to see how managers and reps are engaging in development, how reps are improving over time, and where additional support may be needed, creating a more transparent and accountable learning culture
Since implementing Mindtickle, RadNet has experienced a significant culture shift centered around continuous learning, growth, and cross-functional collaboration. Training is no longer seen as a one-time event but an ongoing function that reps actively use to stay prepared and confident. Having one centralized hub for all training, content, and updates has made it easier for sales reps to find what they need, and with Salesforce integrated, they can access critical information without jumping between systems. Sales and marketing now work more closely together, using feedback tools like polls to adjust campaigns based on real-time input from the field. This has created a shift toward a learning culture where learning is expected and supported, and teams work together to grow and improve.
“One of the biggest changes we’ve seen is how much more connected sales and marketing are now. Through Mindtickle, we can gather real-time feedback on marketing campaigns and materials, and that input has shaped how we approach future campaigns to better support reps in the field.”
Maggie Goble
Director of Sales & Marketing
Given the technical nature of radiology and its steep learning curve, RadNet historically prioritized candidates with prior healthcare experience to reduce onboarding complexity. While effective, this approach came with tradeoffs as it narrowed the talent pool and often meant overlooking strong sales professionals with the business development skills needed to succeed in the field.
With a structured training program that scales, adapts, and verifies learning at every stage, RadNet now takes a different approach. Using Mindtickle, the team has built an organized and thorough radiology sales training program that enables them to confidently hire based on core selling capabilities, relying on enablement to develop the clinical and technical knowledge reps need to perform.
“Mindtickle enabled a complete shift in how we think about talent. As one of the tactical leaders, I no longer feel limited to candidates with radiology experience—now I look for coachability and selling skills, and let the radiology training program we built with Mindtickle close the technical gap.”
Brian E. Villacis
Associate Vice President
RadNet continues to refine its sales enablement strategy and expand its use of Mindtickle, with future plans including:
With Mindtickle, RadNet has completely transformed how it approaches sales enablement, giving teams the tools and support they need to stay confident, informed, and ready to adapt. The shift from static training to continuous, dynamic learning has set a new standard for how RadNet enables.
Since implementing Mindtickle, RadNet has seen measurable improvements, including:
Centralized, mobile-friendly platform
Faster Onboarding: New hires ramp up 50% faster.
Higher Sales Performance: An increase in PET CT scan sales after specific role-play training.
Stronger Digital Adoption: A significant increase in electronic medical record (EMR) orders after using focused role-plays for training.
Universal accolades from the field
Leadership buy-in and engagement
Improvement in online training scores.
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