Understanding the Sales Force
DECEMBER 16, 2019
TWO: While there are certainly nuances that influence how selling changes based on the target audience and complexity, selling is essentially the same whether it is technology, pharmaceuticals, capital equipment, financial services, cars, components, accounting or any of 200 other industries.
Sales Training Connection
APRIL 14, 2013
Many factors influence the physician’s view of the ideal experience. Develop a clear picture as to why physicians would switch vendors – better patient outcome, efficiency in the OR or Lab, fear (doesn’t want to be the last one using the product), influence, ego. A Classic - '63 Corvette. ©2012 Sales Horizons, LLC.
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Sales Training Connection
MARCH 27, 2014
Shifting decision-makers, rising number of new influencers, pricing pressures, increasing consolidation, and consumerizing healthcare will require MedTech salespeople to redefine their sales strategies to continue growing the business. And to learn more about our MedTech sales training programs, click here. ©2014 Sales Momentum, LLC.
Sales Training Connection
JULY 8, 2013
On the other side of the table with fewer sales reps seeing physicians face-to-face, physicians have come to accept the new normal – fewer free office lunches, reduction in paid speaker programs, and cuts in dollars paid for pharmaceutical and marketing research. Pay-for-performance is on the rise. ©2013 Sales Momentum ® LLC.
Sales and Marketing Management
SEPTEMBER 17, 2017
Also, the element of risk influences the size of the reward. Example: A global pharmaceutical manufacturer uses 3 to 4 percent of base pay for spurts and 7 to 8 percent when introducing new products to the market. Task difficulty is critical, too. The more difficult the task, the greater the incentive.
Sales and Marketing Management
SEPTEMBER 17, 2017
Also, the element of risk influences the size of the reward. Example: A global pharmaceutical manufacturer uses 3 to 4 percent of base pay for spurts and 7 to 8 percent when introducing new products to the market. Task difficulty is critical, too. The more difficult the task, the greater the incentive.
Allego
NOVEMBER 10, 2020
Ness is the founder of Field Factor Training and was recently featured on the Adapter’s Advantage podcast. Sometimes, your FDA approval can come weeks before you’re anticipating it, so your salesforce needs to be trained, optimized, and ready to mobilize from day one. 2 Train and Iterate Rapidly.
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