Medical device sales – Investing in sales training 2.0

Selling medical devices

If you have the opportunity to read SPBT’s Fall 2011 FOCUS Magazine issue, you’ll see an article Dick and I wrote about sales training 2.0.  Here’s a preview and link directly to it.Running the sales force for a medical device company has never been for the faint of heart – and it isn’t getting easier. The medical device market is in the midst of a transformational shift. Hospitals are being pushed to provide higher quality at a lower cost per patient, yet deliver solid financial results. Reimbursements are declining, metrics are changing, competition is expanding, physician alignment is growing, and the demand for services is increasing. Salespeople need to be able to sell successfully in this new environment.   

What role does sales training play? You’ll find the answer to this question in FOCUS Magazine.  Click here.
 
If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.   Click here if you want to learn more about medical device sales training.    

 

©2011 Sales Horizons, LLC

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About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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