I’m brought in to work with under-performing medical sales teams. When I interview reps one-on-one and ask why they’re not growing their territories, they’re often quick to blame the company for not supporting their efforts or crediting their competition with having better products. Flash forward to the sales training workshop when I get to see […]
Medical Sales Management
A few months ago, I was talking to Denise, a medical sales rep who was asking for some help with a specific sales challenge. I asked her for some specific information to better define the problem. She said, “Wait a second…I have that written down.” She pulled out a large planner, about the size of […]
I don’t like reality TV. When I watch TV, I want to escape from reality. There is a time to set aside and forget your problems and the way to do this, in my opinion, is not by living someone else’s. One reality show worth watching though, is Undercover Boss. This is a show where […]
I am glad to say that reps who work in most segments of the medical products industry can no longer lavish gifts on their customers. Up until a few years ago, a gift certificate, a bottle of wine, or even tickets to a sporting event were a way of saying thank you for the customer’s […]
Sales managers, it’s up to you to ensure an ROI on sales meetings and seminars that your medical reps attend!
Managers and distributors send their salespeople off to sales meetings and training seminars “hoping” that the salesperson learns something that will translate into more sales. The quote, “Hope is not a plan” comes to mind, but many managers don’t pay attention. Salespeople are like your customers–they don’t like change. My job when I speak at […]