Archives for August 2017

5 Ways to Succeed as a Medical Device Sales Rep

Medical device sales is the Wild West and Game of Thrones combined. The competition is fierce even for the most well-equipped and savvy of reps. The best of the best are always on the lookout for tips, tricks and new strategies to help them up their game and stay on top. ProSellus is dedicated to providing accessible resources for medical device sales reps and improving their sales business. If you are one, let’s see if one of your go-to techniques makes our list of 5 ways to succeed as a medical device sales rep.

Time Management & Value Propositions

The first key to succeeding as a sales rep is crucial: time management. You cannot bounce from meeting to meeting, keep up with emails, read news about medical technology and thought leadership, and look like a boss without it. Pro-tip: watches are great. Setting them to be fast is better. Bonus — remember that old proverb about what “being on time” actually means? Time to redefine your understanding of what “being early” is.
Our second tip is to be completely versed in what a value proposition is and how to implement one. Establishing value for a client is a main part of being a sales rep. If you flounder at this step, you’ll probably (definitely) struggle to become a successful sales rep regardless of industry. For more info on establishing value, check out some of our other blog posts.

Measured Expectations & Balance

You always want to close the deal and convert that competitive customer when you make even the shortest of pitches, but…sometimes even the best sales reps fail. In an industry so heavily focused on profits and numbers, it can be disheartening sometimes to see yourself as just a percentage. Prepare yourself mentally for the negatives or the “no’s”. Another old adage about “missing all the shots you never take” applies here, but you probably already knew that.

Another thing many sales reps forget about is establishing work/life balance. In order to be at your utmost successful level, you need to recharge. 

You’re no good in a business meeting if you’re running on two hours of sleep in a wrinkled suit (or scrubs) and a far-off look on your face. Whether you miss out on those critical 6 – 8 hours of sleep because of work or “recreation”, you’re setting yourself up for lackluster performance in your chosen career. Be flexible with regards to your clients and schedule, but also with yourself. (Folks, I was guilty of this 100% of the time. I remember burning the candle at both ends with a blowtorch! I would literally end a Friday forgetting that it was Friday. When you’re young in this business you’re expected to hustle in order to make an impact. And don’t kid yourself, you’ll always hustle, but you need to have some sort of balance. I know, I know, sometimes it seems impossible, but no surgeon or physician wants a rep who makes errors because they’ve only slept 10 hours all week! That would be the quickest way to lose business!!!!!)

The Final Way to Succeed in Sales (With or Without Really Trying)

Make good on your word. That’s it. No, really — it is that simple. As a sales representative, your reputation is an integral part of your brand and your business. The minute someone drags your good name through the mud, you could be toast (and not avocado or butter; just burnt). Tired of the crispiness in your life?
Email me at Scottwalle@prosellus.com and let’s see if ProSellus can transform your fire hazard into the ability to control fire.

Sales Acceleration is Your Turnkey Sales & Marketing Strategy…But What Is It?

Turnkey solutions are fantastic for enterprise and small sales businesses. They’re lean, often affordable, and — ideally — extremely effective. ProSellus offers such an all-in-one-tool in the form of a service that combines the capabilities of LinkedIn (hunting) and Salesforce (contact and revenue management). It also utilizes a little known sales strategy that could be the one thing you need to boost your sales numbers and improve your medical device sales business.

Customer Management Meets Inter-connectivity

As a medical device sales rep, if you could do more with leads, you would jump at the opportunity right? As a medical device marketing person what if you could find the hottest opportunities to feed to your reps in a matter of seconds? Sales acceleration offers the unique fusion of customer management with the inter-connectivity of the 21st century. You can house and access client information, manage relationships, find new opportunities in your territory, and more all from the palm of your hand with ProSellus. The trick to sales acceleration: you.

One of the best weapons a sales rep has in their arsenal is their ability to establish value of a product/service based on personal interactions. Establishing a rapport with a client or prospect is just as important as understanding the product/service you are selling. Sales acceleration is a combination of tactics and approaches that utilize your best tool and extrapolate sales skills into actionable intelligence.

One of the best weapons a marketing person has in their arsenal is data intelligence. Having access to valuable healthcare data within an easy-to-acquire solution is a medical device marketing person’s dream. Finally, something that marketing can DO to effectively help sales – find quality leads and fast. No more wide-net fishing.

Don’t Get Bamboozled

Many companies offer sales acceleration tool packages, but at a cost or with confusing and difficult-to-understand interfaces. (Trust me, I’ve been where you guys and girls are. My former companies would provide “great” software platforms that quite frankly my sales counterparts and myself would give up on rather quickly. They were simply un-intuitive and impossible to use.) It’s understandable as the business of sales acceleration has reached more than $12-billion. It’s hard to ignore the numbers — especially when they indicate that you could be doing something better, but you don’t have to spend beau coup bucks to do it. ProSellus offers this turnkey solution right from your mobile device. Imagine it: having all the information you need on-the-go and more organized than any cabinet could ever be.

Optimize or Fall Behind

If you want to learn more about how sales acceleration can improve your sales & marketing business (and I know you do), email me. Scottwalle@prosellus.com. I want to personally help your business grow using my expertise and knowledge of medical sales gained over more than a decade of experience in the industry. So what’s it going to be — are you going to adapt to the modern age or stick with the dinosaurs?