I’ve been getting a lot of calls lately from sales representatives asking me if I think the rep model will change. It’s already changing. More hospitals around the country are adopting a model where representatives are no longer used in the operating room during orthopedic recon cases. In fact, the representatives are not even allowed in the operating […]
The beginning of a new year is when many medical sales reps look take a look at their territories. They look for ways to develop new customers and sell more to existing ones. It’s a fresh start, at least from the standpoint of your sales numbers. One thing all rational salespeople realize: If they keep […]
I get calls every week from people who are trying to land a medical sales job and want some advice. The calls often sound something like this… “Hi, I just graduated from college and I would like to get into medical sales. I’m looking for a six-figure sales job and was wondering if you can […]
Scenario 1: Sales rep who has called on the account for 8 years receives news from department and purchasing that a directive was received from the C-Suite to buy a competitive product. Sales rep (let’s call him Bob) asks for directions to executive offices in hospital and goes there. He enters the suite where he […]
People drop an iPhone or Android into their pocket and act as though they just received a doctorate in world knowledge. Yes, I understand the power that is felt by having instant answers to virtually any question at your fingertips, but it doesn’t make you smarter nor will it bail you out of a tough […]
Almost every medical sales rep thinks his or her product is the best thing since sliced bread, i.e., something the customer “must have.” But how do the decision-makers in your accounts consider your product or service? Is it a “must-have” or just a “nice-to-have?” You may have even heard the actual words from your customers. […]
In a recent blog about the increasing power of group purchasing organizations, blogger Brian Johnson http://bit.ly/MMEeIV refers to a poll of endovascular specialists who were asked how much their product decisions are influenced by medical device sales reps. Only 14% said that medical device sales representatives had a strong influence on their product decisions. It […]
Most medical sales professionals can answer the following question with little problem: What do you get paid to do? The answer of course is: To sell! Why is it then that I often find medical sales representatives performing low-wage activities instead of what they were hired to do? What concerns me more is that they […]
If you sell to doctors in the U.S., it’s probably no surprise to you that many are not happy with their jobs and who can blame them. They are losing control of how they treat their patients, the government and insurance companies are telling them what they can charge for what they do, and the […]
More and more products in healthcare are being viewed by decision-makers as commodities. In an era of accountable care, products that are good enough are displacing those regarded as the “gold standard.” Selling commodity-type products can be a challenge, but the bigger problem is when you, the sales professional, are a commodity yourself. Hopefully, your […]