Change is a constant in pharmaceutical sales. You must evolve as medications do. Updating sales materials and memorizing new critical details. Learning the habits of new customers as they rotate into doctors’ offices. These are all expected changes — ones you’ve likely become accustomed. However, there are much bigger changes that require you to keep […]
Sales Tips
“Be sure to bring a 30-60-90 day business plan to the interview,” the recruiter casually mentions as the conversation comes to a close. “Of course,” you say, gulping, but what exactly does she mean? You vaguely remember this from the last time you were job hunting, but it’s been a while and everything about the […]
For years, the goal of medical device companies was to hit necessary FDA compliance markers. In reality, this focus is still critical in ensuring safety and regulation. But many medical device pros are evolving by shifting their focus to a quality mindset. As a result, they’re increasing innovation and are more in tune with patients’ […]
The nation was sparked to outrage in late April 2019 when Washington state senator, Maureen Walsh, was arguing for an amendment that would exclude small hospitals from a bill requiring nurses to have breaks. Walsh stated nurses at these hospitals “…probably do get breaks. They probably play cards for a considerable amount of the day.” […]
Look at the medical device you’re selling. I mean really look at its design and functions. Consider how many regulations engineers and developers had to meet to get this single device FDA approved. Following “the rules” may seem like busy work to those involved in the developmental stages of a product when these regulations feel […]
Mergers and acquisitions, healthcare reform, medical device tax — there’s no doubt the medical sales world has been shaken in many ways over the last few years. Yet, these shifts haven’t stopped or even slowed innovation. It can be argued that healthcare innovation has gained more momentum and power than ever. Medical sales reps are […]
You’ve worked hard for this account. The research, cold-calling, rescheduling of appointments — they’ve all led to this one moment. The negotiation. Even for the most seasoned medical sales reps, this stage of the selling game can quickly take a wrong turn. Just one misstep can take all the momentum you’ve built and turn it […]
Sales leaderboards don’t have a column for your failures. They don’t list the leads who said ‘no’ or formerly reliable customers who chose someone else’s product over yours. And thank goodness they don’t, right? The majority of us want to shove our failures under a rug. They’re embarrassing and remind us of uncomfortable, disappointing moments […]
“On a monthly basis, I’m interacting with IT employees and physicians, all the way up to C-suite. There are various decision-makers and everyone has a different role to play,” Joanna Piazza, Health System Account Manager at Sysmex America, told us in a November interview. Her experience in the medical sales field is an all-too-familiar scenario […]
New year, new possibilities — that’s the motto. But for most medical sales reps, it’s more like, “New year, new stressors.” With 35 percent of employees feeling more work-related pressure during the holidays, according to a 2017 Accountemps survey, it’s no surprise people aren’t excited to jump back into work. To pack on more pressure, […]