6 Ways New Medical Device Sales Reps Can Build Success
Medical device salesmen go through months and even years of learning about their products and how to sell them. They navigate earning qualifications, building knowledge of the medical field, and networking just to stay competitive.
This can be a tall task for any medical sales rep and an overwhelming one for newer sales professionals. So in a field with so much competition and many required skills to harness, what can a sales rep do from the onset of their career or with their newest opportunity in order to stand out? More importantly, how might they create trust in their new sales relationships?
Here’s a starter’s list:
1: Be Accessible
From promptly arriving at a clinic as the day begins — even before the physicians themselves — to being just a phone call away when they call upon you, making sure you’re accessible builds your credibility with physicians and their staff.
2: Be Easy to Work With
This one should be obvious, however, many salesmen can often be tough to work with. Being organized, responsive, and prepared requires organization on behalf of the sales rep.
For example, simply being proficient in all matters of your device, guaranteeing it is ready for a physician when needed, understanding and researching their cases are all ways your organization makes the life and job of a physician easier.
3: Make Your Device Simple to Embed
If a device is difficult to use, physicians won’t like it. Of course, there are some things a salesperson can’t control, like the adaptability of a wire, but salespeople can do their best to set their physicians up for success. Ensure the implanter is proficient with the device as well the lab or any additional staff.
4: Remember the Patient
As a sales rep, it’s very easy to get lost in the technical side of your device and any challenges you may run into long before that device reaches the person it’s ultimately intended for: the patient.
At the center of all the work you and a physician do is the patient — the person who will live with the device you’ve made available to them. The best sales reps never overlooks the patient, and neither will the physicians and medical staff who help them.
Outside of the doctor’s office is a world of purchasing advisory groups, medical staff, executives, and even sales rep associations in which you will learn from and work alongside. Learning all the people involved in the purchasing process, their responsibilities, key concerns and challenges, and even their impression of you versus a competing salesperson can be key in sales achievement.
6: Be Open to Feedback. Even Negative Feedback
One thing we’ve learned is that the people implanting your devices have long memories. Be ready and open to negative feedback about your devices, constructive feedback about your own organization, and even observations about earlier sales reps and team leads a physician may have worked with in the past.
This feedback is valuable and like complaints, should be acknowledged and taken care of (when needed) thoughtfully.