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5 Areas You’re Overlooking Gaps in Your Sales Education Plan

Your sales team is exceeding their sales goals and, overall, you’re happy with this year’s numbers. But if you think medical sales rep success is solely dependent on closing enough deals to meet your quotas, you’re missing an important opportunity to help your reps reach their full potential.

Your sales education plan shouldn’t conclude at onboarding or be a box you check to meet an annual audit. Sales reps and their clients depend on your investment in their ongoing development of a number of skills. It can be difficult to see problem areas in your sales education strategy if your team consistently meets their goals, however.

We’re making it easier for you to notice the little red flags hiding in your KPIs. Here are a few areas you should be looking a little harder at to determine if your sales education plan has room to improve: 


Sure, your sales reps are keeping their accounts active and selling the usual products to their dedicated customers, but are they reaching farther? You should be looking at how frequently your sales reps are upselling to existing clients.

There may not be much of a need to swap out their surgical glove brand, but if your reps are paying attention when visiting doctors’ offices, they are bound to catch on to products their clients use regularly. If your sales team is not looking for every opportunity to introduce new products to their clients, you have a gap in your sales education plan to fill.

New product sales

New products may be the precise area your sales reps need to improve their knowledge. What is your ratio of regular inventory to new products that sales reps are moving? The medical sales industry is booming with innovation, meaning your reps will never grow bored selling the same old products.

If it’s clear their default is to stick to pushing sales of products they know best, they are not using their resources effectively to gain knowledge of new products. This is an opportunity for you to discover what they need to feel more confident and informed when new products hit the market.

Recommended Reading: Help Medical Sales Reps Improve Sales Efforts With 3 Training Updates

Relationships with clients

Selling to clients might be enough to satisfy your sales goals, but it’s not enough to ensure your clients are committed to your brand. This is only accomplished through sales reps building meaningful relationships with clients and their staff.

If you notice your reps are making very few visits to doctor offices, hospitals, and clinics where they sell or even completing many of their transactions virtually, you have a problem. This means your sales reps are missing important opportunities to connect with clients and learn how they can better meet their needs.

New client accounts

If you’re feeling pretty confident with your sales reps’ abilities to connect with existing clients and meet their needs, you may overlook their lack of new accounts. But if your sales reps aren’t looking to expand their networks and build relationships with potential clients, they are not investing in your company’s future goals.

It’s easy to reach for smaller, immediate sales goals, but your team needs to have a big picture view of their potential with your company. Growth requires buy-in from your full team and that means they need to be learning how to bring in new clients.

Recommended Reading: Help sales reps nail first impressions with these tips!

Team contribution and collaboration

One last area you may need to evaluate is how committed your sales reps are to each other. Your sales team may reach their goals, but is every sales rep contributing equally to the team’s success? 

True, a lot of a medical sales rep’s total compensation relies on their individual commissions earnings. Some team members may just need to reach farther or want to work harder to earn the highest potential salaries. But individual contributions and collaboration have a big impact on team morale and your company culture.

Your ability as a sales team leader to retain top sales talent and attract new hires relies on a positive employee experience, meaning you need to pay attention to how your team works together. All sales reps may not understand the value of being a team player in such an independent role, so seize the opportunity to educate your team on the value of being part of a sales team.