salesacceleration7

How Can Sales Acceleration Become Your Ultimate Sales Solution?

As a Healthcare Sales Rep, you are always on the look-out for ways to improve your bottom line; or at least….you should be. If you aren’t, you may find yourself falling behind your competitors and fellow salespeople. Can you list on one hand how many tools you have just for data recording? (I laugh at this question because in my experience the company you work for probably wants you using a specific one, however there are 7 at your disposal and only 1 that you use as regularly – as you can remember. Interestingly enough, the one your company wants you to use just so happens to be the hardest, non-intuitive, non-helpful one of the bunch.)

What about techniques you use in your sales pitches or in client management? We talk a great deal around here about staying ahead of the technological curve. You may have heard of a thing called “end to end solutions”, but that’s old news. Turn-key solutions are the new black and sales acceleration is your turn-key tool for your sales business.

“Wait….What is Sales Acceleration?”

Think about it: what if you could harness the client management aspects of Salesforce with the connection powers of Facebook and LinkedIn? Not only can you more easily and effectively connect with your clients, you have tons of data and insights at your fingertips to improve your business. Sales Acceleration, as we’ve talked about before, focuses on the relationship development aspects of being a sales rep. Don’t just be organized; be smart. Growing your client base by flexing the connection muscles you already have is the next logical step, isn’t it? (Let’s put some context around this for a second… Think about it:  You work with numerous customers and there is always the push from your manager and company to have MORE customers, doing MORE business right?  If you’ve been in the business for any length of time, you’ll know it’s much easier to grow your business with current customers than it is to go and flip a competitive customer right?  So, why wouldn’t we leverage our loyal customer’s relationships to grow our business?  After all, that’s tremendously easier, less expensive and less time consuming to do!)

“This Sounds Complicated…”

Nothing worth having comes easily. Of course, that doesn’t mean you have to work like a dog to get results. Like we said, turn-key solutions are where it’s at. Though medtech is pushed toward end-to-end solutions, Healthcare Sales Reps need something more efficient than that. We often also don’t depend as much on hardware beyond our tablet or our all-consuming smartphones. In fact, your smartphone and tablet are examples of turn-key solutions. Now, what if you could employ those sales acceleration techniques we talked about in an all-in-one ultimate sales tool from your smartphone or tablet? This is the best news you’ll get since your company decided to keep your quota flat for the upcoming year?! (I know, I know, not realistic, but it’s a good thought!!!)

ProSellus Can Help You Turn the Key of Success

We’ve talked before about how all-in-one tools can greatly improve performance and profits. Combine the technique of sales acceleration with the ProSellus mobile software solution to really amp things up. Don’t worry – we have enterprise and individual versions of this ultimate sales tool available! Email me at Scottwalle@prosellus.com and let’s tap into your true potential as a sales rep.

4-Essential-Tips-on-How-to-Effectively-Establish-Value-for-Clients

4 Essential Tips on How to Effectively Establish Value for Clients

Constantly and effectively bringing value can be a tricky business, but that’s part of the fun of being a medical device sales rep, am I right? Well, even seasoned veterans struggle with this integral part of the job from time to time. In the ever-changing world of healthcare it seems whatever is valuable today may not be valuable tomorrow. Furthermore, establishing value can seem like an impossible task in the world of big data, tons of competitors and the need for instant gratification. Pro-tip: nothing is impossible, especially when you’ve got the Sales Growth Engineers from ProSellus with 4 foolproof tips sure to establish value for current and potential clients.

Open With Empathy & Follow Up With Logic

Empathy

Big buzzwords outside of generic ones like “synergy”, “bizmeth”, or even “mindshare” are a big deal these days in every industry. One that comes up more often nowadays is the word “empathy”. Basically, this means putting yourself in the shoes of someone else, understanding their perspective, and developing a relationship based on this mutual understanding of that person’s situation. How does this relate to establishing value? So glad you asked! The better a relationship you have with a client, the more likely they are to trust your advice and believe in your services.

Extend empathy beyond the client/rep relationship and put yourself in the shoes of people using the device or service you’re offering. How can you appeal to them through your client?

Revenue

Your next step, once you’ve established an empathetic connection, is to remind your client of the logical reasoning behind the new device/service. What’s the bottom line for any business owner? PROFITS. That means you have a few questions you need to ask your client. Of course, if you’re worth your salt as a sales rep, you should be able to answer these questions FOR your client.

  1. How happy are you with the current revenue numbers of your business?
  2. What have you done to increase those numbers in the past?
  3. What if I could show you a way how to increase those numbers?

Now, you might already see the next logical step in this process coming, but it’s not the cost of the new service/device. You just covered a “logical” reason for establishing value, so it’s time to switch back to empathy.

Notice, nobody has said anything about what you sell yet…

Quality of Life Determines Value

Time

That’s right – time. The biggest commodity on the market that everyone always needs more of (including you!). The obvious question is: “How much time do I have to establish the kind of value needed to win over this new customer?”. You can lead with that, but you never want to finish on that question alone.

How much time do I have and how much time does my customer have to really make an impact and potentially change the way we do things?  After all, if you want to increase revenue, and you want to create value; do you REALLY expect to be able to do that by doing the same things you’ve always done? Nope. My friend, that would be the definition of insanity. Keep this part short and sweet. Time is money, after all!

Again… no one has mentioned your product yet…

Cost

Closing with this as your final step in your value proposition is like the cherry on top of your favorite ice cream sundae. You can present hard numbers as to what the value you bring will be to the customer, but if you stop there…you’re probably not going to close the deal.

The second half of this step (and more important part) is to establish the cost of NOT using you/your product/your service.. Throw in some callbacks to your points about revenue, time, and make new points about potential ROIs. Close with a subtle reminder about “doing things the same ways will never get you beyond where you are today…”.

Again… what have we not even spoke about yet?  Our product…

You all may think I’ve fallen out of the clouds about not talking about my product at this point.  Here’s the last point I want to make about “Bringing Value,”  – when trying to work with new physician customers:  what do you think they (physician customers) hear all day long from reps just like you?  Here it is:  “Let me tell you all about our new product,” or, “Let me tell you why our product is better than our competitor’s product,” or, “Let me tell you about a new study with our product.” 

Newsflash: Let’s talk about something that your customer REALLY cares about.  I’m not saying all of those other things aren’t important, but, what is MOST important?  Wouldn’t you want to be the person who brings THAT value?  If you are the person bringing the most important value, you’ve just become irreplaceable.  Not a bad place to be for a rep if I do say so myself.

Are You Closing Often Enough?

Of course, even if you employ all the best advice from top sales reps, you still might not get the deal. If this becomes the norm, then that affects your bottom line which means it’s time to try something new. Email me at Scottwalle@prosellus.com and let’s explore strategies to improve your bottom line and maybe even – hear me out – your own quality of life.

DataworksFORyou5.png

Medical Device Reps: How Data Works for You…and Against You

Just How Does Big Data Work For You and Against You as a Medical Device Sales Rep?

We’ve talked a few times about how Big Data can be harnessed for your benefit and transformed into “Actionable Intelligence”. In fact, that’s one of the main tenets of the ProSellus philosophy in utilizing sales acceleration: Work Smarter, not Harder.  That means making all those numbers from all those social media platforms and sales spreadsheets work FOR YOU. But, we aren’t talking about your Facebook digital footprint here. We’re talking about ROI’s from your favorite clients vs. potential ROI’s from your most well-known clients. We are talking about tracking the popularity vs. the effectiveness of one device over another in your territory. We’re talking about your job.

You Have Data…But So Do Your Clients

While social media platforms like Facebook would have you believe that data always comes in pretty graphs and easy to digest percentages, that just isn’t the case. Especially when it comes to the life and work of a medical device sales rep. Your data involves so much more than “Likes” and “Re-tweets”.

“Data is at the center of it all—and unfortunately, that data is dynamic.  More than ever before, companies have loads of it—marketing technologies gather data from many sources, not only on the leads and accounts themselves, but also on how those leads interact with your brand, campaigns, and sales teams.”
Heinz Marketing

This means you must constantly play catch-up with all kinds of analytics. Whether you have everything expertly organized across various Google Docs, spreadsheets, and digital files or you have a desperately jam-packed file cabinet, it’s nearly impossible to keep up with all the metrics at your disposal. (I remember this all too well. In my past companies we had data all over the place.  One set was sent in a Microsoft Excel document, one was a monthly spreadsheet some analyst sent, one set came from my manager and then we had marketing folks always sending us something new. Enough already!!!! How are we, the salespeople in the field, supposed to look at and analyze all of this different data from all these different sources?  To make matters worse, it’s not the sales person’s job to have to slice and dice data in Excel or CSV files. Seriously? Excel to me was a Microsoft Word document with box’s.  Sooner or later the reps say to themselves, “Forget it.  I’m just going to do my job the best way I know how. I can’t spend hours upon hours trying to open, analyze and then make a decision on this!”  It becomes paralysis by analysis. More data isn’t always better….)  So, in the time it takes to locate and organize and then understand all of these numbers, is it worth it? Isn’t that time you could spend instead tracking leads, researching new devices, or using sales acceleration techniques?

“The impact of “big data” analytics is often manifested by thousands—or more—of incrementally small improvements. If an organization can atomize a single process into its smallest parts and implement advances where possible, the payoffs can be profound. And if an organization can systematically combine small improvements across bigger, multiple processes, the payoff can be exponential.”
– McKinsey Quarterly October 2016

Well….when you put it THAT way….

Asking Yourself “What’s Actionable Intelligence”? You’re Late to the Party…

If the phrases “Actionable Intelligence” or “Sales Acceleration” stumped you, don’t worry. You’re late to the party, but that doesn’t mean you can’t have a good time. Two of the biggest ways data influences the business of a medical device sales rep are simple: work and time.

Any medical sales rep – 1099 or W-2 – can answer the following question: what do you spend the MOST time doing? If you’re anything like me, and you may not be, the things I spent the majority of my time doing was simply trying to make my number, and if the stars aligned, trying to KILL my number.  I didn’t want to spend time trying to analyze all the data we mentioned before, it took too much time and, in the end, didn’t give me actionable intelligence.  It didn’t tell me, “Hey, go here, talk to this person, they have the patients you’re looking for to help make your business grow or to continue killing your number.” It also didn’t say “Hey look at your existing customers’ relationships, those docs (who are already referring to my customer) who, most likely, have a ton more patients that fit the profile of the patient that could benefit from our product, device, therapy, etc. Go talk to them!” IF I would’ve had that, that is EXACTLY what I would’ve been doing.

Like we said, work smarter because, no matter what, you WILL be working very, very hard. This is where Actionable Intelligence (also known as Actionable Insight) comes into play.

“Actionable insight is a term in data analytics and big data for information that can be acted upon or information that gives enough insight into the future that the actions that should be taken become clear for decision makers. It is often the result of extensive data analytics and other data processing; in short it is an analytical result that provides enough data for managers and organizations to make an informed decision.”
– Techopedia.com

Awesome – you can spend hours and hours and hours tracking data in order to improve efficacy and revenue! But there’s only one of you and you have to sleep some time, right? What if there was a way to combine that dated file cabinet, those highly organized spreadsheets, LinkedIn, Salesforce, and all those hours spent interpreting data?

Get With the Times

The world is increasingly interconnected, so why shouldn’t your business be the same? Fuse all the features of social media with the utility of customer management using ProSellus.You might have heard of the term “Growth Hacking”, well we are the Sales Growth Engineers here to see YOU succeed. Why continue going to the same customers HOPING for more business? Engineer your growth! Take hold of all the data at your fingertips in a fraction of the time others do. Literally, doesn’t it make more sense to spend 5 seconds while walking to your car and figure out where the best places are to grow??? When you’re a medical device sales rep, the name of the game is innovation and ambition. Are you hungry for more? If not, I can guarantee there are THOUSANDS of people lined up waiting for you to miss your number so they can get a shot in the medical device industry. Email me at Scottwalle@prosellus.com and let’s grab a bite, there’s much more to tell…

Healthcare’s Digital Renaissance: Pain or Prospect?

You don’t work as a Medical Device Sales Rep for more than decade without learning that attitude is everything. As we move into 2017 with new medical advancements everyday, you’ve got a choice to make. Are you going to view all of this change as obstacles getting in the way of your success? Or will you view them as opportunities to rise to the occasion? If you fall in the former camp, you might want to consider switching teams. Experts say that healthcare’s digital renaissance shows no signs of ending soon. (Buckle up, this train shows no signs of slowing or stopping!)

Get With the Times Grandpa

In today’s world of Facebook, LinkedIn, and CRM’s, you have to constantly tweak your approaches to….well, everything. Gone are the days where you could just check in with a handful of clients. Competition is fiercer than ever, so you’ve got to use every tool in your arsenal and that means adapting to the digital age. (I know what you’re thinking.  I was there too: “Digital Age? What is that?  I’ve done this job successfully for 15 years and NOW you want to change the way we work?”  Haven’t you ever heard, ”You don’t fix what ain’t broke!”  I see all these young kids, who are new to the industry, showing fancy apps to my customers on phones and I-Pad’s and they’re interested in them!  This new electronic stuff is driving me crazy! I’ve fought this as long as I can.)  Transfer from that roll-o-dex to your phone contacts. Use that $800 computer you speak into everyday as more than “just” a phone. It also means taking heed of what top medical industry techies are predicting when it comes to medical technology.

High Tech Humans

You would think that a transition to a more tech focused economy would include the exclusion of humans (like we sales reps). No need to fear: your job is more important than ever.

As we move into Web 3.0, Cohen adds that “the world of connective and predictive intelligence — patients will no longer seek out all the information on their condition; they will look for just the right information, personalized to their situation. Patients need to be able to trust the information is credible and accurate. And while a part of the next wave will be highly technical, the complementary part will be highly human. They will want to engage with healthcare professionals in more frequent, yet shorter interactions, balancing the technical with the personable.”

What does this mean for your business? It means that, whether you like it or not, you’ve got to stay technically relevant AND charismatic AND knowledgeable AND compassionate AND proactive AND….well, you get the picture. Folks, this is one of those times where you sit back and think, “Do I want to learn all this new stuff or fight my manager, my team and my whole company really? OR, I can embrace the idea of mastering all of this digital technology.  What would those young kids in the industry do if I had all of my experience AND their new gadgets? They don’t stand a chance.”  Yes, it’s a demanding job, but that’s what keeps you hungry for more.

Adapting to the changing world of medical sales repping doesn’t have to be rocket science. You can take one huge leap into the future with one quick step: using the ProSellus app. Not only can you more easily keep track of clients, you can utilize their networks of connections to grow your business and pursue opportunities efficiently and effectively. Want more info? Of course you do – email me at Scottwalle@prosellus.com.

 

Task-Streamlining-in-One-Step-for-Medical-Sales-Reps-1

All-in-One Advancements for Medical Sales Reps

Trending: All-in-One Advancements

Quick! Think of your all time favorite accessory. Was it a pocket knife? A smartphone? Maybe it was just your favorite travel mug that keeps hot coffee blazing and iced coffee chilled. What’s the one thing all of those products have in common: multi-tasking. They also happen to be entirely portable (ignoring the fact that smartphones require charging cables). This isn’t just a trend in accessories or movies (apparently). It’s happening in healthcare, too.

A Field Medic’s Plug ‘n’ Play Solution

We live in an age where you can instantly connect with someone halfway across the world. You can also create 3D printed limbs and potentially heal wounds using synthetic polymers. One of the latest incredible innovations is the DOT Telemedicine backpack by swyMed. This all-in-one tool combines everything a physician might need with the power of connectivity. This means you can connect with someone quickly to render a diagnosis or to provide medical help. With 15 hours of battery life and secure connections, this backpack instantly links doctors to any patient. Hmm…having power at your fingertips…that sounds familiar.

The Multitasking “Must Have” for Medical Sales Reps

Similarly to the swyMed DOT Telemedicine backpack, the ProSellus Software System seeks to streamline the process of forming connections and other duties of Healthcare Sales Reps. After all, data means nothing if you can’t organize and implement it.  How many times as an Executive at a Healthcare Firm or a Salesperson at one of these firms were you sent a 450,000 row Excel document with the directions to “filter” appropriately to find the best targets?  This may be a big secret to the marketing folks who sent this information but the reality is, most reps never open the document.  As soon as they see an Excel attachment they immediately begin to feel the anxiety or embarrassment of not know what to do with this huge (in their minds) file.  You see, that’s not what we salespeople do.  We don’t slice and dice Excel or CSV files.  We talk to people.  We detail customers. We use maps and “Waze” on our phones and tablets to get us where we need to go.  Excel and CSV is NOT what we do.  So, unfortunately, all that data that you think is just unbelievably  great and there’s NO WAY we can’t make our number because of all this great “data” you sent us; yeah, it never gets opened, much less filtered.

With ProSellus you can put all that “unbelievable” data to work for you in the form of actionable intelligence and sales acceleration. What a novel idea… Let’s put data in a format that is intuitive and makes sense to salespeople.  I mean, they are after all the people who is actually going to put it to use right?

A day in the life of a medical sales rep is never the same, but it’s always an adventure. Learn how to take control of the social networks of your current clients to grow your business. If the brainchild of Salesforce and LinkedIn sounds like a party to you, you need ProSellus in your life. Email me at Scottwalle@prosellus.com and let’s explore your growth possibilities.

MedicalSalesTech1

Technology in Medical Sales: Is it worth the Sales Rep’s Time?

We talk a great deal about things like actionable intelligence, big data, and using the best tools available to you, but cutting edge technology has its drawbacks…right? Some advancements can completely revolutionize how an aspect of healthcare is practiced. However, it takes time for any industry to fully integrate even the smallest of innovations. The early adopters are ALWAYS the ones to see the biggest benefits. So, what makes a tool positively disruptive in today’s medical world?

Integration, Mobility, and Accessibility

Those three words right there are pure magic in the medical world in 2017. Just think about it: everything is interconnected. You have Google Drive on your phone. You can send iMessages from your Macbook. You can print anything via WiFi. While some are working on devices straight out of Star Trek, others are hard at work on advancing prosthetics. Of course, for something to be truly innovative, it MUST hit all three of those magic check marks.

Patient monitoring programs and apps have been booming in healthcare currently. These programs allow doctors to collect patient data and patient vitals remotely and ultimately cut healthcare costs while increasing access to care.

– ePharma Summit Blog

Technology is no doubt helping advance medicine, however – what about the healthcare sales industry? How many times have you sat there and said, wow, this would be great if this new tool or widget did “X”, which more than likely isn’t anything a software engineer would’ve thought of when they were making your current “sales acceleration” product.  Right?  How many of these products, which were designed “for you,” were actually created by people “like you”?  Newsflash: none of them.  The overwhelming majority of “sales” tools were created by people who aren’t “salespeople”.   I see a gap… it’s shocking… I know!

So, What’s the Deal With 2017?

That ePharma article we linked above had this to say about non-physical tools: “Medical apps and technologies are helping save hospital costs and make healthcare more accessible.” But that focus lies on consumers and healthcare facilities. If the Star Trek inspired XPrize is geared toward consumers, ProSellus is a similar tool for sales reps. Combining the most pragmatic aspects of integration, mobility, and accessibility, this tool is a heavy lifter.  Utilizing this three-pronged approach to all of your data and client relationships, you can easily organize, monitor, access, and implement information. There’s those three check marks again: integration, mobility, and accessibility. (Oh yeah… and created “for you”, by people “like you.”  We’re salespeople too. Sssssshhhhhh, don’t tell anyone! It’s a big secret! But, what a novel idea: Let’s create a sales tool for salespeople made by, wait, you guessed it, salespeople.  A novel idea if I do say so myself!)

If you aren’t using ProSellus, you’re about 10,000 steps behind your competitors. Take control of all the data at your fingertips and use it to grow your business. Email me at scott@prosellus.com to begin learning about sales acceleration techniques that can exponentially increase efficiency in your business. You don’t get anywhere in the medical sales rep industry by just working hard. Work smarter with ProSellus and, we promise, this technology will be well worth your time – and in fact, take very little of it to help you succeed.

 

ImproveYourBottomLinein3EasySteps

Improve Your Bottom Line in 3 Easy Steps

Let me say this – For almost 15 years labored in the “old ways” of healthcare sales. I spent long hours crunching numbers anywhere I could find them, performing my own manual research the best way I knew how and knocked on doors to expand my market. And believe me, IT WORKED, but at one point I thought to myself, “Why isn’t there an easier or faster way to do this? Is this why there are the “1%’ers” in this and every other industry?  Is this the hard work that separates them from the rest of the pack?”

Finally I realized: “It’s the 21st century. Isn’t it time I started using all the tools available to me (and some I didn’t know existed) to enhance my business? If there really is an ‘easy’ button, shouldn’t I go ahead and push it?”  Seriously folks, why work hard when you can work smart… right? In 3 easy steps, I put “big data” to work for me to rapidly boost my revenue’s, visibility, and build my physician network. Many industries have incorporated the critical analysis of data into its business plans. But just how can all these metrics work for an individual or sales company?

Start With The Basics

Before we get too far down the yellow brick road, let’s talk about what “data” actually means. (And let’s face it, if you’re anything like me you’ve heard your company’s marketing team refer to “the data” and what all it “says” and “does”. However, personally, I’ve never had one of these marketing folks actually talk about “the data” in a way that actually made sense to me and in a way I could actually use it to help drive business. So usually, my eyes just glazed over and I watched them talk, no words ever sinking in…  But nevertheless, back to what data actually is…)

Data refers to any collected statistics, metrics, or insights into a particular industry, service, or platform (generally). It can range from how diabetics monitor the glucose levels in their blood to how predictive analytics can help battle a brewing opioid crisis. You might think “data” only refers to how many hits a day your LinkedIn or Facebook page gets, but it is so much more than that. Data can also uncover underlying value within a certain business with regards to performance, patterns and relationships.  Data can potentially make or break your business, but more importantly, understanding your data make or break your business. If you don’t pay attention to the data, you will fall short. Data is everything these days and it’s only going to become more powerful to a business’s competitive arsenal.

Now, let’s start down the road. The first step to improving your bottom line is to analyze your current list of clients. You can do this with just a few easy metrics: quantity, quality, and connections. Performing this analysis allows you to determine how each client is most valuable to you and how to maximize the returns on your investment in them as clients. (We’ve all heard our managers at one time or another refer to the “ROI” of your activities with your customers.  Most of us would roll our eyes and think, “Yeah, yeah, yeah, just watch how much he/she does next month…” However by performing this quick analysis you can see ROI starting to take shape.)  

If one practitioner doesn’t buy the most product from you, but has an extensive network of connections and potential customers, they might be worth the effort after all. In fact, on that last point, if they do have this network of connections – maybe you can tap into it FOR your client. Now here is a thought – take one extra step and deepen the connection for your customer with members of their network and further solidify your own customer relationship.

Do you Really Need 3 Steps?

Secondly, you want to look at the products you represent and how each is performing. Which ones are in demand and which ones are stagnating? Better yet, do the research to find out about innovations in the fields of your best clients. Staying on top of the adaptation of new tools like the app for brain injuries known as “Constant Therapy” is the only way you won’t fall behind.

Thirdly, you want  to communicate all of this in an effective and persuasive manner. That means studying which techniques work best for certain physicians or even clients in certain specialties of the medical industry. Just thinking about cataloging all of that is stressful. I took hours upon hours to gathering intel on, not only my customer’s specialty but also their referring networks’ specialties. Talk about exhausting! But, I was hungry. And while I mention being hungry, I would imagine every person who answers the phone when a recruiter calls and says, “I have an opening you may be interested in” is hungry too. Hungry for YOUR JOB.

I went through all of it: the long hours, the hard work, the nodding off in the middle of typing a sentence. I knew there had to be a better way, which is where ProSellus came from. The first of its kind, ProSellus is a revolutionary app that puts big data to work for you in the palm of your hand. Utilize the latest in sales, sales acceleration, sales enablement and networking strategies to boost your profits and efficiency with the click of a button. Translating numbers into actionable intelligence is easy with ProSellus. Want more info on how to transform your healthcare sales business? Email scottwalle@prosellus.com and be sure to read more of our blogs for constant updates on new tools and technologies.

A-Day-in-the-Life-of-the-Medical-Sales-Rep1

A Day in the Life of the Medical Sales Rep

It’s 5 AM. Your alarm goes off and you hop into the shower, groggily rubbing the sleep out of your eyes. As you stand in the shower and let the hot water wake you, your mind begins racing thinking about your day.  You think about all the things you need to get accomplished today and how in the world you’re going to make your quota by the end of the month, which gets closer day by day.

You dress to impress (which if you’re like a lot of medical device reps means you throw on a pair of scrubs), quickly check email on your phone to make sure nothing has changed in the middle of the night for your surgery schedule, grab a bar or some sort of quick breakfast and you’re out the door racing to your first case.  Unfortunately, your mind hasn’t slowed since the  alarm went off, it’s only sped up.

You might know it well: the daily life of a medical sales rep. But, what if your well-oiled, constantly changing  daily routine is missing something that could drastically improve the most important aspect of your business (making or exceeding quota)?  Hint: if you are reading this wondering, “Am I missing something? Could I make this easier?”  You more than likely are missing something if those thoughts even remotely crossed your mind. You should definitely keep reading.

Just an Ordinary Day

Whether you’re a coffee, tea, energy drink, or sans caffeine person, no day is complete without creating goals on a to-do list and deciding what to DO. This can be daunting sometimes, especially when you factor in the ever-changing line-up of your cases at the Hospital or ASC – hence the added courage of caffeine – but every successful sales rep knows that organization is one of the keys to success.

PharmaWeb lays out not only a definition of what a medical sales rep is, but also what they should do.

A medical representative is employed by a pharmaceutical (or… medical device, bio-tech or distributor of products) company to maximise the prescribing of that pharmaceutical company’s products in a geographical area. There are no strict formula for how to maximise product prescribing – hard work is only part of the story and often working smarter is the key to success. This is why pharmaceutical companies are constantly looking for candidates who have the ability to think (and then put into practice) new ways of approaching sales opportunities. As an experienced representative you will know your territory, know your customers and have a clear idea which part of your territory offers the highest potential for sales. You set yourself clear objectives for every day that you work and will know exactly what you want to achieve from each customer visit.
PharmaWeb

Sound familiar? If only it were that straight-forward in the real world…

The daily task of meeting with physicians, hospitals and administrators  while maintaining all of these customer relationships is more than half the battle. Sometimes, it’s probably the majority of your day, and at the end of a day like that you have to ask yourself, “Did I do what I needed to do today to really move the needle and get closer to achieving my ever-growing quota?” Did I really do anything to help “Dr. Jones” put more patients in the pipeline for my “product, therapy, prescription, etc?”  How in the world can I do that when I have 15 balls in the air trying to juggle them all and I’m caught up not doing the things I need to be doing to move the needle forward?

Often, you might feel like you have too many things to do in one business day. That’s why planning is an essential part of every sales rep’s daily routine.

Can ProSellus Revolutionize Your Life?

Product demos and sales meetings can be stressful and  time consuming, but they need to take place. Some customers require more care than others just as some clients require a firmer hand than others when it comes to recommending equipment or markets to potentially expand to. The reality is that if you’re an “A” player in this industry, your customers look at you much more like a consultant than “John” or “Mary” the medical/pharma rep. They ask you questions that are far beyond the scope of the products you represent it seems quite ludicrous.  For example:  “I love your product and it really helps my patients, but what about all the patients I don’t see?  What about all the patients who could benefit from this product or therapy?  How can we educate them or their managing physicians about the wonderful therapy available today?”

The above question seems to be the #1 thing that came up during my time as a device rep.  Where are all the patients and how can we let them know about “XYZ” product or therapy?  Initially it seemed pretty daunting.  How in the world was I, a device rep running around like a chicken with its head cut off, going to possibly take on this task? Many device and pharma company’s marketing departments provide information to hospitals or physicians for “outreach” programs where mailer’s are sent out letting the community know that “Dr. X” will be speaking Tuesday night at “The Steak House” about advancements in treating “XYZ”.  After a month of planning, securing “The Steak House’s” private room, putting down a sizeable deposit, inviting as many physicians in the area as we can, we wait to see who shows up…

And we wait…

And we wait…

After 3 physicians of the 64 we invited have a seat we decide to start.  No one really knows who these 3 physicians are or what kind of patients they actually see.  They just got a blast fax or an invite and thought, “Sounds interesting maybe, I’ll go…”  The physician who presents the material is very happy you and your company went through the effort to arrange the opportunity, however, no one leaves very impressed. It was a flop.

Unfortunately, this is the result more times than not.  Sometimes a good amount of docs appear, sometimes not, but was it really worth the time, money and effort to set all of this up? If you’ve been in this business for any length of time I bet you’re laughing to yourself saying, “Yep, complete waste of time…”

So, in today’s ever-evolving, fast-paced workday how are you supposed to help your customers grow and gain the single thing they want more than anything else? Patients. How do you do that in a timely, efficient, effective manner?

What if you knew exactly who the most valuable customer targets were each day? What if you could easily view data on your customers, potential customers, potential referral sources etc. from the front seat of your car all in a matter of seconds?

You might have heard the buzzword “actionable intelligence” thrown around some PowerPoints, but it’s a real thing and you are doing it totally wrong. ProSellus is your first step into making the big world of Big Data work FOR you instead of creating extra work for you.

You can find plenty of articles about habits of highly effective sales reps, but none of them will mention the medical sales rep’s best tool. ProSellus is the best of social media and customer management, seamlessly integrating data and strategy to make your business leaner, more effective, and more profitable. How could ProSellus revolutionize your daily routines? Let us know in the comments or email me scottwalle@prosellus.com. I’d love to discuss how ProSellus can take your business from pretty good to absolutely incredible.

 

Establishing Value Leads to Establishing Relationships

One of the hardest parts about becoming a successful Healthcare Sales Rep is maintaining the relationships which power your business. As we discussed in one of our recent blogs about how to enhance your sales process, there is a formula for perfecting your sales business, and one of the requirements is crafting true value for the customer which leads to relationships that last.

Perhaps the most difficult part of any sales rep’s job is creating value for a new or recurring client in a world full of competitors who are all fighting for the one procedure you happen to compete against. Part of the reason so many Healthcare Sales Reps struggle with creating value is because they are viewing value through the wrong lens… their lens and not their customers’ lens.

Creating Value

True story: The overwhelming majority of salespeople who we train and meet with still typically answer the following question the same:

Question to the salesperson: “Do you create value for your customer and, if you do, what value are you creating?”

Salesperson: “Of course I do! I bring value to my customers by always being 3 steps ahead. I’m always prepared. I’m always on time and I always have all of the equipment that we may or may not use in our case. And…. I bring lunch to the customers office at least twice a month!” 

I’m not kidding. I worked side by side with them for 15 years and I continue to train them today. These salespeople, who work at both large and small healthcare companies, answer that question EXACTLY the same. In their eyes, that is how you bring value to the customer. Most have never stopped to ask what really is important.

News Flash folks: The above answer (I’m prepared, I’m on time, I’m always 3 steps ahead) is nothing more than the price of admission to the game.  Customers in this industry expect those things!  Those things are the BARE MINIMUM! If you can’t at least do those things, you’ll never get a single case with a doc.

So, we ask again, how do you bring value? Real value. Value that matters.

The answer: “…crickets….”

They’re lost. Everything they’ve been told is important, suddenly doesn’t matter anymore and they are completely lost.

Ok, ok, ok. I’ll stop beating the dead horse. If you’ve been in this business for any length of time and you’ve done well, you know the answer. Why? Because you’ve asked the right questions.

But, and this is a significant but, what if you could bring value that matters to your customer and your good ole’ competitor was still talking about what really didn’t matter? You think you might sell some more widgets? Just maybe?

Relationships are the Foundation

Sales reps need to be able to get inside the minds of their customers in order to truly understand what it is they care about and desire. There is a significant difference between what you ‘think’ your customer needs and what they ‘actually’ care about. You need to spend the time to understand the difference. If you can do this, you will lay the foundation for building true customer value. I would even go as far to say that if you could not only understand what your customers truly need, but how to deliver that over and over again – that your competitors will become obsolete over time.

Don’t let your sales business suffer because you can’t keep up! ProSellus is your “easy button” to answering the question of value for any client. You can also build references and a network of referrals to create intrinsic value in your services as a sales rep. In short, everything you need to win is in this little mobile tool called Linx. It was built by sales reps FOR sales reps. Email me at scottwalle@prosellus.com and let’s talk about how we can help you create this value and build your customer relationships effectively and efficiently.

Top Chef 1

Be the “Top Chef” in Healthcare Sales

Any seasoned sales rep – regardless of industry – will tell you that they have a perfected sales formula.  Well, that’s what they’ll tell you or any manager who asks, but realistically speaking it’s probably NOT written down, nor is it transferable.  It’s probably more along the lines of, “This is just what I do, and how I’ve done it for ‘X’ years and have been successful.” While it may only have a 99% success rate (realistically, more like 50 – 85%), it can always be improved. Before rocketing into the realm of advanced sales techniques, let’s examine the basic step-by-step sales process for your average rep.

  1. Make contact & Build Rapport
  2. Ask prospective client about their need (Questions, Question, Questions)
  3. Introduce and explain product/service and how it fits their need
  4. Establish rational desire and emotional need
  5. Close the deal

Uh….what is this exactly?

This is a formula, a to-do list, a dull and boring recipe. A recipe for failure if you ask me, and to throw a little salt on the wounded ego’s out there reading this, your prospect, ya’ know, the person you’re trying to turn into a cash-paying customer, they’ve seen it a million times and they’re tired of it.  Quite frankly, most brand-new, straight out of college sales reps are taught something really similar to the above “Formula”, and not surprisingly the majority fail.

Do the Top Chefs in the world follow recipes by the book? I think not. They add flavor, innovation, and creativity. The Best Chefs think “outside the box”. I mean, they have to these days to even make a name for themselves. Sure, there are some that are experts at the tried and true recipes, but most need an edge in order to shake things up in the industry. The same goes for sales reps, especially in the healthcare industry.

To be a “Top Chef” in the healthcare sales industry, one must think 5 steps ahead of his or her customer physician in order to build and own that loyalty. There is so much competition in this arena, you can no longer simply take your doctors out to dinner or to a “course” somewhere and expect there to be any loyalty.  At best you may be able to START the process of building some rapport. You certainly cannot expect to beat your competition based on product features and benefits, or what you’ve always thought of as bringing value.  The value you think you bring really isn’t nearly as valuable as you once thought.  (More on bringing value in a future post)

So what is a sales rep to do? Has anyone thought of another way to appeal to the customer? Is there a tool to support that? You bet there is.

More Than Just Strategies

There is a crucial difference between sales processes and sales methodologies. Employing both in your techniques will increase your engagement numbers (and revenue). Sales methodologies include how you approach the entire sales process. Are you a more aggressive salesperson or do you approach your clients with a more empathetic approach? Do you really think about what the customer cares about and keeps them up at night?  Maybe you should think about how to create more value for your customer other than by offering your hot new product. Identifying which approach works best for which customer might be your best option for maximizing territory and revenue.  And the legit “A” players of the sales world are chameleons. They can turn a different color in a matter of seconds based on the posture, tone, look, feel, answers to questions they receive from customers or even staff members of the customer. They can turn on a dime.

Beyond implementing sales methodologies though, you must also depend on management support. Unfortunately, communication breakdowns can lead to missed calls, misunderstandings and ultimately missed opportunities which can ultimately change the trajectory of your business. Relationship management within your own team matters almost as much as your client relationship management.

While all of the above is much better than simply following the earlier “list” or “recipe” of a sales process, it is still not enough to break away from the herd of sales people these days. Sure, while having solid methodologies and innovative approaches will help differentiate yourself and potentially create more value for a customer, there is still one unresolved issue – it has to do with speed and how fast you can close the deal.

Using Sales Acceleration Tools to Enhance Results

No matter which sales process or methodology you may ascribe to, you won’t get too far without using the right tools – sales acceleration tools to be precise. Think about how much you would rock your territory if you not only offered the one thing your customer really cared about, but you were also able to access that one thing instantaneously from a mobile app?  Think about how much time in the field you would spend actually SELLING versus SEARCHING? Take the painstaking and laborious task of finding and tracking physician referrals: What if you could completely streamline that massive network with ProSellus Linx? “Actionable Intelligence” is not just some fancy buzzword. It’s a brand new reality few sales reps know how to embrace and conquer. Take your first steps and email me at Scottwalle@prosellus.com for your step-by-step process to revolutionize your sales strategies, break away from the herd once and for all, and finally become the sought after “Top Chef” in your territory.

prosellus-white

Get to Know Us

Connect With Us

Copyright 2017 © All Rights Reserved