Medical device sales – the book of knowledge is expanding

Sales Training Connection

When we first began working with medical device companies, we heard a VP of Cardiac Devices open our sales training program. He talked about a Book of Knowledge that sales reps needed to learn. According to Tim, this Book of Knowledge had “chapters” on clinical information, industry information, competitive information and sales skills that medical device sales reps would need to succeed. 2013 Sales Horizons, LLC. Book of Knowledge.

Medical device sales – sales managers play a pivotal role for sales productivity

Sales Training Connection

Medical device sales and sales managers. The cornerstone for making the adjustment will be the front-line sales manager. The Sales Executive Council , for example, reported a four-fold difference in top-line territory growth of sales reps under “star sales managers” (top 10%) compared to sales reps under weak sales managers (bottom 10%). Get serious about sales training and development.


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Training New Medical Device Sales Reps – Getting it Right

Sales Training Connection

Training new medical device sales rep. 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. What challenging situations should be built into new hire sales training?

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

Sales Training Connection

Medical device sales people spend months learning about products, anatomy, and how to sell. 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 a sales person do? 2011 Sales Horizons, LLC.

Hospital sales – business-as-usual will be business lost to competitors

Sales Training Connection

For example, hospitals are continuing pursuing mergers and acquisitions , purchasing physician practices and hiring sales people to call on physicians to increase referral rates. The authors reported: “A growing number of hospitals are using their patients’ health and financial records to help pitch their most lucrative services, such as cancer, heart and orthopedic care. Existing Sales Force. Sales Managers. 2012 Sales Horizons, LLC.

Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. Hospitals will need to explore ways to reduce costs and to improve patient care. If you are a company selling medical devices, equipment, consummables, software or other medical market products/services, a piece of the puzzle for being among the winners is making the investment in your sales team commensurate with the need for change and the opportunity to benefit. So, what does it take for a company to implement a sales transformation?

Onboarding In Sales: Training + Leadership

Sales and Marketing Management

Author: Mat Singer, Senior Director of Sales Operations and Excellence, Upland Software Sales teams are often one of the most expensive resources within a company, yet the average frontline sales manager spends only 9% of his or her time developing direct report sellers. .

The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – May


The five startups that caught my eye in May include a few interesting players in the mental health, security and SOC-as-a-service spaces, and a new socially conscious fintech platform. . Industry: Health Care, Health Diagnostics, Personal Health, Wellness. Mindstrong Health develops comprehensive care pathways based on passively collected, continuous and objective measures of cognitive function and mood.

#SalesChats Ep. 45: Sales Metrics that Matter in 2018 with Jason Jordan


Sales Metrics that Matter in 2018. When a sales team sets off at the beginning of a quarter to reach a sales goal, how do they know they’re making progress toward that goal? Which sales metrics matter in 2018 and how can the right ones be identified effectively? What’s the best strategy to measure sales reps/process efficiency? How can metrics be used to motivate sales reps to succeed? Sales Management

2 Ways to Understand Your Buyer’s Needs: Why Insurance Agents Should Understand Demand & Non-Demand Sales Cycles

Hyper-Connected Selling

(If this article resonates for the challenges you have in your agency, be sure to check into the Small Business Sales Manager Coaching Program ). As they’ve added additional products and services to their mix, their sales processes have become jumbled and muddled. Instead they are now insurance providers, financial planners, health-care agents, and wealth managers that offer a wide-range of financial products to their customers. Sales Activities.

Did President Obama Do More Damage to the Image of Salespeople?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I would like to discuss what happened toward the end of the presidential campaign (hooray for that being completed!), On another occasion, Obama's campaign manager called Romney a felon. Were those name-calling instances part of a carefully planned campaign strategy? Over the past four years, the national health care package has come to be known as Obamacare. Sales Manager: "What happened?".

The Monthly Rundown: Startups to Watch from Shamus the Sales Guy


I’ve worked my way up the sales ladder by keeping a pulse on up-and-coming startups – always looking out for the latest funding rounds and companies with impressive growth signals. By the time a company reaches Series D or higher, it’s a household name every sales rep has on their radar. Industry: Health Care, Medical. Lead Investor: Health Velocity Capital. Curious about what’s trending in the startup world from a salesperson’s perspective?

“Parasales” Reps – Sales eXchange 209

The Pipeline

One example would be a paramedic “a person who is trained to assist a physician or to give first aid or other health care in the absence of a physician, often as part of a police, rescue, or firefighting squad.” Seems some sales organizations are taking a page from other paraprofessional playbook, some effectively, others, maybe not. A regular lament I get from managers is that the best presentation a rep had was the one they did for the job. Sales 2.0

Should You Stop Selling During This Crisis?

Anthony Iannarino

This brings us to the point of how we might behave as salespeople and sales organizations. If you believe that selling is something that you do to someone, for your benefit, and at their expense, you are holding on to a belief about sales that hasn’t been true for a very long time. In The Only Sales Guide You’ll Ever Need , I wrote that we sell “outcomes,” not products, services, or solutions. Learn how to sell without a sales manager. You need to make sales.

eBook 85

Team selling – lone wolfs no longer reign supreme

Sales Training Connection

As the CEB authors noted: “On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to sales process. A good case in point is the medical market where the Affordable Care Act plus other social and economic trends are transforming the health care landscape. Team Selling.

Inbound Sales: How to Sell the Way Prospects Buy

Hubspot Sales

And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Whether your sales process relies on inbound leads or targeted outreach, whether you’re a big company or small, whether your sale is complex or simple; inbound sales is relevant.

A sales story – the emerging importance of positive deviants

Sales Training Connection

Sales reps. Health care is a good case in point. You need to adjust and adapt your sales strategy and the skills of your sales team. In a transformational market future success is about sales innovation. Historically best practice analysis has been one very effective approach for improving the skill set of a sales team. It is therefore unlikely that you can identify these sales reps by simply looking at summary sales figures.

Groove Ranks 191 on Deloitte’s 2020 Technology Fast 500 List of Fastest-Growing Company in North America

We’ve been laser-focused on being the number one sales engagement platform for companies using Salesforce, and it’s so exciting to see that effort pay off with strong customer growth from enterprises across newer and more traditional industries like financial services and education.”

Sales productivity – the era of the absence of change is over

Sales Training Connection

Sales Simulations. In some cases, such as the health care industry, these changes certainly can be labeled transformational – as a result who does the buying, what they buy, and what they are willing to pay for it are all changing. However, the more important point for those in sales leadership roles is this period of change is unlikely to settle down into a new stable buying environment. What does this all means for sales leadership? 2014 Sales Momentum, LLC.

What does ‘seasonality’ really mean in sales?


When you can’t figure out why your sales have surged in one month and plummeted in another, it’s easy to shrug your shoulders and mark it up to “seasonality.”. Seasonality refers to fluctuations in your sales revenue that are caused by external factors and occur on a predictable schedule around the same time(s) every year. We asked eight sales professionals what “seasonality” means in their business, and how they manage the ups and downs.

Why You Can't Motivate Workers | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. ” This advice bolsters a growing, albeit not fully accepted, belief among managers that money may not the best motivator of workers. In fact, more money has never been the prime motivator of workers but most managers still don’t want to accept it. sales.

MBO Examples to Kickstart Your Sales Team Engagement


Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. MBOs can be an extremely useful tool in addition to your sales commission structure because they give each rep individual goals to strengthen the overall sales organization. And, they can have a big impact on sales team engagement and motivation. How MBOs Affect Sales Team Engagement and Motivation.

How Twilio nailed a billion-dollar niche by walking in its customers' shoes

Listen carefully and you can discover surprising ways customers use your product or service, (un)conscious reasons they resist buying, and internal keywords and key phrases useful for sales and marketing copy. Product and services companies do the same thing by—before building a product—putting up a landing or sales page about the possible product to see if anyone wants it. Twilio went out to find more companies that needed this, whether in health care, finance, or retail.

Selling in the new normal marketplace

Sales Training Connection

New Normal in Sales. In some cases, such as the health care industry, these changes can legitimately be labeled transformational – as a result who does the buying, what they buy, and what they are willing to pay for it have all changed. A recent change management study by IBM shines a very bright light on this trend. What does this all means for sales leadership? As any senior sales leader will gladly share – it means many things.

Heavy Hitter Sales Blog: Sales Psychology - REPUBLICANS vs.

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Sales Career Advice. Sales Tips.

The Sales Association: Welcome to The Sales Association

The Sales Association

Sharing best practices in sales and sales management Welcome to The Sales Association. Membership Demographics Our members are experienced: 53% - 11+ years in the sales profession 47% - Director, Vice President or CEO 42% - Sr. of members would recommend The Sales Association to their friends and nearly 70% already have! The opportunity to meet strategic thinkers and leaders in the sales industry." Sales Jobs.

The Sales Association: Insatiably Curious

The Sales Association

Sharing best practices in sales and sales management The most important part of the sales process is the questioning phase, so you either have to be curious or act like you are. Youll also want to be sure youre prepared to ask questions when you go on a sales call. Before you go on a sales call, you should stop and ask yourself, "What information do I need to gather today in order to consider this a successful meeting?