Step One: Use the Tools That Work For You
There are hundreds of data interpretation tools and analytics software in the world today. Instead of trying to parse through information yourself, you can benefit from these analytical tools. Whether you’re a newbie or a veteran in the healthcare industry, you might still be operating on pen and paper (or the electronic equivalent: spreadsheets). While maintaining client information that way isn’t necessarily bad, wouldn’t it be more cost-effective and more time efficient to have that information at your fingertips?
That entire paragraph above scares people like you and me. Ditch my pen and paper? Are you crazy? The overwhelming majority of software tools that “allegedly” are supposed to, “interpret data or provide analytics and maintain client information, etc,” have either been SO complex or SO unintuitive that we salespeople toss them aside. They literally don’t get used, unless of course we are forced to use them. Even then, the results are subpar at best.
So, how do you bridge this gap we healthcare salespeople have with technology? Not always like the example above, but many salespeople are resistant to technology and resistant to change. For example, here is a conversation I’ve witnessed many times between managers and reps: “Why do I have to use this stupid tracking tool now? I’ve made my quota for years without it. Do you not trust me to just do my job? Why is it that you guys (corporate and managers) think you’re helping us with your tools, when really you’re making it harder to sell. How about this: How about you guys actually give the sales people a tool that actually helps us sell!?!?”