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

Plan Your Way to More Sales
You know what you want: More sales. And you know what you need to do in order to achieve this goal: Make more connections within an established time frame. You don’t need to change your approach, personality or product. Those things are all working in your favor. But you do need to make an upward adjustment to the number of deals you close per week, and in order to make this happen, you’ll have to increase the number of deals (or conversations, anyway) that you open. 

Start by attacking your schedule. Planning is the key. And in your case, your current planning strategy offers plenty of room for improvement. Keep these tips and considerations in mind as you restructure your weeks, your days, and even your hours. 

Know who you intend to talk to. 
Every Monday morning, most sales reps slowly make their way into work, pour some coffee and gradually develop a field of focus that extends as far as the end of the day. But instead of this approach, wake up on Monday morning already knowing exactly who you hope to make contact with — not just that day, but all week long. Tackle your list of names and start making appointments if you don’t have them in your calendar already.   

Choose a contact style that fits each person. 
Use any clues available to you (including prior interactions) and assess your contact’s preferred communication style — email, phone, text, etc. Once you find the style that seems to fall into the person’s comfort zone and elicits a fast response, stick with that pattern. Don’t use what works for you, use what works for them.  

Establish a reason to meet. 
Most medical executives and pharmaceutical decision makers are more likely to respect your presentation if you show respect for their time. Your contacts are extremely busy, and face time is a valuable commodity for them, so use every second wisely. Don’t just meet in order to “touch base” or chat. Instead, establish a clear reason for the meeting (something that extends beyond your desire to make a sale). Use the meeting to gather their insights and feedback, discuss a new health initiative or discount program your company is offering, or share recent research findings that may affect them.

Create an agenda. 
Well in advance of the scheduled meeting, draft a point-by-point agenda that you can distribute to the participants and print out for yourself. Keep the conversation on track unless your client wants to discuss other subjects. If your contacts would like to speak to a senior manager or ask a question you can’t answer, make a plan and establish exactly how and when you can offer what they need. 

Careful planning means more contracts, more victories, and more efficient use of your time. For more on how to plan your way to success, reach out to the sales experts at Buckman Enochs Coss and Associates.