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Medical device sales success – an urgent need to do something different

Sales Training Connection

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. Consultative selling skills. ©2013 Sales Momentum ®.

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Medical device sales success – an urgent need to do something different – An STC Classic

Sales Training Connection

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. Consultative selling skills. ©2013 Sales Momentum ®.

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

Sales Training Connection

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. ©2013 Sales Momentum ® LLC.

Pivotal 100
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Medical sales – selling new technologies to physicians

Sales Training Connection

Second, as you move beyond the early adopters to the broad physician population in your territory, what will encourage physicians to switch will not be identical across physicians. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. You need a Plan B.

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“Parasales” Reps – Sales eXchange 209

The Pipeline

Dictionary.com , defines a paraprofessional as “a person trained to assist a doctor, lawyer, teacher, or other professional, but not licensed to practice in the profession.” A regular lament I get from managers is that the best presentation a rep had was the one they did for the job.

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Emerging importance of medical sales key account executives

Sales Training Connection

Health care sales. And, as with any transformational shift, there will be winners and losers – in this case, for both hospitals and health care companies. . So given these changes, how can a major health care company be in the winning category? First, sales training for KAEs is not just more of the same.

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Winning complex sales – fundamentals are more important than ever

Sales Training Connection

In many markets, like health care, transformational shifts are occurring in the buying environment. In many cases the sales team needs sales skills training to adjust and adapt to selling the new product. Transformational shifts are occurring. If that argument rings true, what are some specific areas that deserve the spotlight?

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