Selling anything is difficult, but selling medical devices is especially tricky. If you are looking for ways to progress your medical device sales career, you are reading the right blog.
The most challenging aspect of securing a lucrative medical device sales career is understanding how to apply what you’ve learned in training to real-world situations, such as in an operating room, while also figuring out how to give value to surgeons and staff members and contributing to better patient outcomes. I have created a list of tried-and- ways to progress your medical device sales career that have assisted a number of sales representatives in distinguishing themselves from the competition.
Here are 10 ways to progress your medical device sales career;
1. Get prepared
You should brace yourself for some “pushback” on your firm, product(s), the previous sales rep, your management, and any other random objection you may hear from the surgeon or staff. Put on your mental protective gear before you go to work.
2. Facilitate the application process
This is one of the most effective ways to progress your medical device sales career. If you do not know how to utilize medical devices or believe that they are too complicated to use, surgeons will not use them. More significantly, it is essential that you are familiar with the case and are able to communicate the how as well as the why regarding product use and placement:
Request assistance from the locals. They are able to instruct the surgeons and serve as a reminder. If you train the scrub techs, they will be able to remind and direct the surgeons as they work. Before the case, you may discuss any application recommendations in the operating room lounge or at the scrub basin.
3. Get your product included on the preference cards used by surgeons (the product is in the room in every case)
Request authorization from the surgeon to advise the circulating nurse that your product should be added (s). This is one of the best ways to progress your medical device sales career.
4. Prepare yourself to have some challenging talks
Because there are so many gadgets, you are not always there when they use them, and as a result, you often do not know whether or not they are making use of your product when you are not there. Your potential customers will share all sorts of anecdotes with you about how much they use, how often, and so on.
5. Perform certain shifts throughout the night every so often (particularly in the beginning): once or twice a week
There are different time zones according to different countries. Moreover, if you promise 24-hour support, it makes a good impression on the customer. So, try to provide service during the odd hours as one of the ways to progress your medical device sales career.
6. Establish your reputation among the employees and the surgeons
As the popular saying goes “first impression is the last impression”, it is important to make a strong impression on the customers first up so that they can come back to you again. Moreover, a good reputation among your colleagues and other employees is also helpful.
7. Make yourself stand out from the other sales representatives
Given the benefits it provides, the competition for a medical device sales career is constantly on a rise. Make sure you have some unique strategies and a prudent vision that separates you from the rest and helps you stand out.
8. Genuine interest in people
The initial impression that average reps create is a memorable one. That is something that great reps often do, but they always hold up well over time. Why? Their care for the clients is genuine, and it extends beyond just this one instance. Surgeons eventually grow to appreciate the salesperson as highly as, and sometimes even more than, the actual gadget itself.
9. The context is everything
In order to progress your medical device career, you need to locate your supporters as soon as possible. Who is currently making use of your product? Why? In what circumstances? How long have they been a member of the community? Which hospitals do they serve, and on which days do they open their doors? Which facilities does it have in stock? Do I have access to this area? Access is now a significant barrier for the majority of sales representatives; hence, the sooner you can identify the areas in which you face obstacles, the sooner you will be able to scale your business:
10. Make sure you ask your Advocates for help (critical for success)
This is one of the prime ways to progress your medical device sales career. Consider the Medical Device Sales Career matter on a personal level. The majority of representatives have jobs. The best sales representatives have a level of enthusiasm for their work that verges on obsession. Conversations about their region, that case, next week, this month, that new doc, this new research, etc. are all they eat, sleep, and drink.
They never sell enough, never know enough, and never work hard enough. They are never going to be outworked since they always have room for improvement. They don’t see rejection and internal resistance as obstacles, but rather as opportunities for growth and improvement.
Keep yourself busy. Maintain your concentration on establishing your brand continually (what sets you apart from others) as well as your pipeline. Be at a hospital every day no later than seven in the morning. Having breakfast at the cafeteria is also one of the ways to progress your medical device sales career. There is a possibility that you may run across personnel as well as “that prospect” who you have not yet had the opportunity to meet.
Make sure that everyone is aware of your solution, the reasons why it is unique, and the ways in which it improves patient outcomes. If you have the opportunity to do so, introduce yourself to surgeons either between cases, in their offices, in the operating room lounge, or any place else in the hospital. We hope you liked these ways to progress your medical device sales career. Stay tuned for more informative content.
Also Read: Best of 2023: Most Popular Medical Device Content
