Medical device sales is the Wild West and Game of Thrones combined. The competition is fierce even for the most well-equipped and savvy of reps. The best of the best are always on the lookout for tips, tricks and new strategies to help them up their game and stay on top. ProSellus is dedicated to providing accessible resources for medical device sales reps and improving their sales business. If you are one, let’s see if one of your go-to techniques makes our list of 5 ways to succeed as a medical device sales rep.
Time Management & Value Propositions
The first key to succeeding as a sales rep is crucial: time management. You cannot bounce from meeting to meeting, keep up with emails, read news about medical technology and thought leadership, and look like a boss without it. Pro-tip: watches are great. Setting them to be fast is better. Bonus — remember that old proverb about what “being on time” actually means? Time to redefine your understanding of what “being early” is.
Our second tip is to be completely versed in what a value proposition is and how to implement one. Establishing value for a client is a main part of being a sales rep. If you flounder at this step, you’ll probably (definitely) struggle to become a successful sales rep regardless of industry. For more info on establishing value, check out some of our other blog posts.
Measured Expectations & Balance
You always want to close the deal and convert that competitive customer when you make even the shortest of pitches, but…sometimes even the best sales reps fail. In an industry so heavily focused on profits and numbers, it can be disheartening sometimes to see yourself as just a percentage. Prepare yourself mentally for the negatives or the “no’s”. Another old adage about “missing all the shots you never take” applies here, but you probably already knew that.
Another thing many sales reps forget about is establishing work/life balance. In order to be at your utmost successful level, you need to recharge. You’re no good in a business meeting if you’re running on two hours of sleep in a wrinkled suit (or scrubs) and a far-off look on your face. Whether you miss out on those critical 6 – 8 hours of sleep because of work or “recreation”, you’re setting yourself up for lackluster performance in your chosen career. Be flexible with regards to your clients and schedule, but also with yourself. (Folks, I was guilty of this 100% of the time. I remember burning the candle at both ends with a blowtorch! I would literally end a Friday forgetting that it was Friday. When you’re young in this business you’re expected to hustle in order to make an impact. And don’t kid yourself, you’ll always hustle, but you need to have some sort of balance. I know, I know, sometimes it seems impossible, but no surgeon or physician wants a rep who makes errors because they’ve only slept 10 hours all week! That would be the quickest way to lose business!!!!!)
The Final Way to Succeed in Sales (With or Without Really Trying)
Make good on your word. That’s it. No, really — it is that simple. As a sales representative, your reputation is an integral part of your brand and your business. The minute someone drags your good name through the mud, you could be toast (and not avocado or butter; just burnt). Tired of the crispiness in your life?
Email me at Scottwalle@prosellus.com and let’s see if ProSellus can transform your fire hazard into the ability to control fire.