What Qualities Make a Great Medical Device Sales Rep
- Ruthless Competitor.
- Out-of-the-Box Thinker.
Like any commission-based work, the ledger of your success is measured by the amount of time you put into it and the connections you build in the field. But these medical device reps don’t take it a step further, they take it a mile further (for example, they help build physician referrals to solidify their base of business and lock out competitors).
As a medical device sales rep, you are responsible for doing your own research, making the in-person visits, closing deals, and following up with existing customers to make sure no opportunity is left untapped. Even though prospects are bright for 2018, the competition is still so fierce that failing to be a Leader in your sales strategy means losing customers. So, no, it’s not the product that is holding you back – it’s the approach you take to your work. There are multiple characteristics that separate a great medical device sales rep from an average medical device sales rep, including:
An Ability to Make the Most Out of First Impressions
A sales rep worth their stripes will know how to get their point across quickly, know what is important to the physician clinically and in business while showing their product off effortlessly. What does that mean in practice? It means prolonging your first presentation until you are fully prepared. It means doing the hard research to find out exactly what the customer or prospect needs, including the history of the hospital and its stakeholders. It means developing a set of contingency plans so that when you walk into a sales presentation you can engage the customer at different levels and make it hard for them to say no. They create the environment where the potential customer has a really hard time saying no. This seems like it could take forever right? Maybe not…
Knowing How to Stay One Step Ahead of the Sale
Foresight is key in the industry because opportunity is precious. A great sales rep knows they need an excellent medical device sales tool like ProSellus at their disposal to isolate targets and map out interactions with key players involved in the sale. They also know to contact all parties involved beforehand to ensure the deal goes through. Connecting with other manufacturers, distributors, and various parties at the hospital during the discussion stage is a great way to push the deal along and keep everyone on the same page.
Also, part of staying ahead means solving roadblocks and creating value on the way to success. A great sales rep knows how to open doors and influence key stakeholders to ensure nothing gets held up in the transnational process. Your Rainmaker’s create an environment where NO is never the final answer.
A Thorough Follow-Up Plan
The follow-up plan is your insurance. All too often, sales reps take a flimsy approach to the follow-up. As most of you know, selling your product is only part of the deal in this business. The service required to keep customers happy and coming back to you is paramount. A great sales rep is the one that is thinking several steps ahead, that means clinically and sometimes, equally as important, in business. They are viewed as the true experts in the market. Keep in mind… I didn’t say expert only about their product… I said the entire market.