Medical sales representatives face an urgent situation during the COVID-19 crisis. Many have experienced a total shutdown of business in their accounts. There is much confusion as to what they should do in the midst of the crisis and what to expect as their territories resume business in what is expected to be a new normal. It’s important that sales reps and account managers plan their strategies now, as merely reverting to old ways of medical sales are likely to be ineffective and counterproductive.

What’s Changed in Medical Sales

HCPs are overwhelmed during the coronavirus pandemic, or shortly will be. And they’re concerned about their safety and the economic well-being of their practices and employees. Their primary focus is taking care of patients. Considering new products/services at this time is unlikely, unless it is provoked by severe problems or lack of availability with current suppliers. HCPs can’t afford to give time to any issues that aren’t urgent.

What Must Medical Sales Representatives Do NOW?

It is critically important that medical sales representatives focus on  accounts’ most urgent needs during and after the coronavirus pandemic. 

The vast majority of medical reps sell with a product focus. It’s important to remember that HCPs are unlikely to be actively considering new products/serviecs at this time. As a result, reps who merely offer or show products/services is unlikely to get time with decision-makers. In fact, they may even be seen as nothing more than self-serving.

Medical salespeople must be prepared to have conversations about current issues that are urgent to their customers. Reps who approach just to sell a product or service are unlikely to get very far. 

How Sales Pilot Medical Sales Performance Can Help 

The Sales Pilot Medical Sales Peri-COVID / Post-COVID training programs train medical sales representatives to sell with an intense focus on customer needs using a carefully applied algorithm. We teach medical representatives how to create opportunities that are relevant to the HCP’s current situation. Reps then learn how to strategically position products/services perfectly so as they can’t be ignored or easily dismissed. 

Training Delivery Methods

All medical sales training programs can be delivered via live Zoom training sessions or on-demand eTraining, or blended learning.

Results: More access. More engagement. More sales.

The immediate results of applying our comprehensive sales approach are increased access, engagement, and steady advancement of the sales process. Sales representatives instantly distinguish themselves and their companies with HCPs and other healthcare stakeholders through an intensely personal sales approach.