Trial and error have always been a huge part of the sales process. In medical sales jobs, reps applied what they believed previously worked best and used intelligent guesses to hopefully hit the mark.
Starting in 2017, this all changed.
Over 50 percent of companies adopted big data, according to the 2017 Big Data Analytics Market Study. Today, at the start of 2019, this number will continue rising as new and easier-to-use analytics tools become available to everyone.
This means executives aren’t the only ones using the software to their benefit. Valuable information is directly available to individuals throughout the company.
Now, reps with medical sales jobs can use data tools to intelligently plan for their future, rather than focusing on trial and error. By tracking their own personal sales processes, they’ll have more power and control over their strategies.
To find out where your process needs improvement and what’s already working well, use these top sales analytics tools:
Clari has been named a “second brain” by many of its users. This predictive sales management platform allows reps to accurately forecast sales success and risks — even as far as two quarters out. With each forecast, reps are able to hone in on the deals that are right for them at that moment.
This allows you to spend more time nurturing leads that are truly interested. With time to create a more targeted strategy, you’ll connect with each customer in a more connected and meaningful way.
Sales reps are already using and loving Clari. Those with medical sales jobs benefit directly because it brings their large customer base into one simple location. By seeing your ‘big picture,’ you can see which customers are close to closing and specifically focus on the right timing to make the sale.
Medical sales jobs require immense attention to detail. Closing quality deals relies on a reps’ ability to notice and build off of even the smallest customer specifics. Of course, with a large customer list, it’s challenging to keep track of it all.
If you’re struggling to do this, InsideSales.com will help you fuel your connections with quality leads. With specific Playbooks, the modern tool has AI-based recommendations to help you pick and choose the most valuable leads. Then, it guides you with custom-built or downloadable contact strategies called Plays.
Each play has:
- A purpose
- A target list
- Assets that offer value
- Yield to report outcomes
- Series of activities to contact and quality prospects
Unlike a football game, you can run multiple plays at one time across various channels. Your Playbook will keep track of each move, ensuring you’re constantly intune with each customer.
Pushing unwanted products onto customers isn’t what medical sales jobs are all about. Your goal is to focus on giving customers what they need to enhance the lives of their patients. To do this, you must look at accounts as a whole, not just individual leads.
Engagio gives even the most complex sales environments, like medical sales, the power to understand, act, and measure the activity of accounts. It allows you to not just see which accounts are more likely to buy but who is engaging most by intelligently connecting leads to specific companies.
Now, you’ll know if you should focus your communication efforts more on C-suite executives, techs (depending on your customer-base), doctors themselves, or even administrative staff. For those extra hard-to-close accounts, Engagio allows your own executives to seamlessly jump into communication by tracking your movements and discussions with each customer. This single view of accounts ensures you receive the sales assistance you need with no time wasted getting others up-to-speed.
Which sales tools are your favorite? Share with us below!