Tag Archives: health care sales training blogs

Training new medical device sales reps – getting it right

When designing a training curriculum for new medical device sales people, clinical knowledge is first and foremost. But on its own, it’s not enough for sales success. Adding traditional sales skills training also is important, but insufficient for sales success. New medical device sales people need something more from sales training. Continue reading

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Emerging trends in medical device sales – podcast

In this interview with Dr. Richard Ruff, co-founder of Sales Horizons, we learn more about current medical device sales trends and what it takes to become a dominate medical device player in today’s economic environment. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Training, Sales Training Best Practices, Uncategorized | Tagged , , , , , , , , , , ,

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Medical device sales – translating clinical value into economic value

Fewer and fewer device adoptions are driven strictly by clinical specifications. People, other than the physician, are increasingly become pivotal players in the decision-making process. So medical device sales people are calling on new decision-makers and influencers who have different purchasing criteria. This means medical device sales people need to be trained on what economic value means to the various players in the new decision process. Plus they must become comfortable making a business argument for device adoption to hospital administration and a clinical and business argument with physicians and other clinicians. Continue reading

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Sales performance – addressing accelerated clockspeed

Hospitals are changing what they buy, how the buy and how much they are willing to pay for it. This accelerated rate of change will be particularly telling for some suppliers who are accustomed to changes taking place at a slower pace. These suppliers will need to adopt a new set of strategies or be replaced by more agile competitors. This post focuses on the implications for sales training. Continue reading

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Medical sales – impact of hospital mergers and acquisitions on sales strategy

With an increased number of hospital mergers and acquisitions in 2012, new opportunities open for medical sales, including: explore using the national account model, improve the sales teams skills to have business conversations, hep physicians translate clinical value into economic value. It also means that medical sales training must customized to address the challenges posed by consolidation, team-based, and experiential – such as sales simulations. Continue reading

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Attention medical sales reps – a new job opportunity

A growing number of hospitals are hiring drug and medical device sales reps to call on physicians offices to persuade them to use a hospital’s services. The focus is on increasing referrals from doctors now splitting their referrals, as well as, doctors who are not yet using the hospital. Read more in the salestrainingconnection.com Continue reading

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Medical sales – blog round-up – Fall 2011

If you missed some of our medical sales and medical device blogs posts in the salestrainingconnection.com, here’s a chance to look at our most popular posts appear during the Summer 2011 – in the Medical Sales – Blog Round-up. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Training, Sales Training Best Practices, Uncategorized | Tagged , , , , , , , , , , , ,

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Medical device sales – seven ways new sales reps can build sales success

Medical device sales people spend months learning about products, anatomy, and how to sell. Then after passing a battery of tests, becoming certified, and getting credentials (REPtrax or similar systems) up-to-date, it’s time to sell. Yet, applying what was learned in training – in a physician’s office, a lab, or in the OR – is the challenge. Not only must medical device sales people display clinical proficiency, they also must add value to the surgeons, hospital staff, and practice staff – all the while focusing on improving patient outcomes.A tall task for any medical device sales rep, a daunting one for new sales reps. So, what can sales reps do from the onset to differentiate themselves? This blog post shares a 7-point starter list. Continue reading

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Medical device sales – the sales process is changing

The medical device industry faces several issues – pricing concerns, health care reform, reimbursement pressures, and increasingly regularly involvement. Given this picture, what are the implications for medical device sales people? Continue reading

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Selling to Hospitals – 10 roles for internal champions

Top performers are good at developing internal champions – rightly so, they are crucial to winning key business. Why? Increasingly a lot of selling is going on when the sales person isn’t there so the sales person needs someone to “tell their story” when they’re not around. This article describes 10 roles internal champions can play when the sales rep isn’t there.

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Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Best Practices, Sales Strategy, Sales Training Best Practices | Tagged , , , , , , , , , , ,

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