America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Customer Focus
Have you prepared your sales strategy for 2016? If you believe that your 2015 approach isn’t broken, so there’s no need to fix it, that’s fine. But if you embrace a philosophy of constant improvement — or if your 2015 can definitely use some work — it’s time to start looking toward the next step. During the year ahead, make every contact count, and start by putting your customer at the center of every conversation and every negotiation. Here are a few considerations to keep in mind as you hone your customer focus and start expanding your impact.   

Listen. 
Before you start talking about your product line and pushing its benefits, launch a discussion with your contact about mutual goals and the challenges of working within this particular space (diabetes, geriatrics, blood pressure, gastro, oncology, etc). Listen more than you speak. Read between the lines of the conversation and find out what your clients are missing, what they’re looking for, and what they do and don’t like about available resources in this area and the risks and side effects of each alternative. 

Become a partner, not a salesperson. 
Work with your client or contact to establish a set of mutual goals related to disease management, for example, or population health. Keep the dynamic from becoming antagonistic – meaning one of you can only gain at the expense of the other. Make it clear that you’re on the same side in the fight against rising drug costs, medication compliance issues, or patient access obstacles.

Don’t waste an opportunity. 
Your client’s time is valuable, no matter what position they hold. They may be a physician for a small private practice, or an executive decision maker with formulary control for an eight-hospital health system. But in either case, your contact deserves your respect, which means you’ll want to print and distribute an agenda for all meetings beforehand. Stay on track and don’t let your meetings run longer than absolutely necessary. 

Understand the role of your product in a larger marketplace. 
Even as a new rep for a certain product, company, or treatment area, make sure you fully understand the other products in the pipeline and the storyline behind your own product before you meet with your contact or attempt to answer specific questions. Understand every detail of how your specific product fits into the larger picture of the marketplace and what it can offer that its direct competitors can’t. 

Get support. 
If your contact has questions that you can’t answer right away, offer to provide answers within a specific time frame (one week, 48 hours, etc). Keep the timeline as short as possible don’t make promises you can’t keep. 

For more on how to keep your client at the center of your sales strategy for the year ahead, contact the sales staffing experts at Buckman Enochs Coss and Associates.