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

You’re in Sales but Are You Really Selling?
A generation ago, sales pros labored under the idea that “selling” meant closing … and nothing more. But in a modern sales landscape, this underlying attitude has undergone a shift. Especially within the pharma and medical space, clients are less interested in a sales relationship and more interested in a long-term partnership that emphasizes common goals related to patient care and population health. Straight selling won’t win the day anymore. In fact, a straight sales approach can undermine your chances of landing face-time with medical executives, and it can even harm your company’s reputation. 

Focus on the big picture
When you sit down with a client or medical decision maker, you’re probably concerned about your own reputation, not to mention the commission your stand to make as a result of this meeting. But try to expand your focus and recognize the long-term relationship that exists between your company and this practice or hospital system. Beyond the two of you and outside of this room, there are organizations with many stakeholders who depend on you to keep this partnership stable and sustainable. 

Focus on the long term
Your product may not work for your client at this time, since they may have no room in their formulary, they may have an existing contract in this space, or they may simply dislike what they see in the available research. But don’t close the door on this relationship just yet. Again, profitable partnerships extend beyond the drug in question. Just because this current product isn’t a great fit for the client, a future option could be the answer they are looking for. 

Focus on the patient 
Consider expanding your relationship beyond the realm of direct sales and into different aspects of consultation. When you meet with customers, come prepared with research, potential program offerings that target patient care and disease management goals, and suggestions that can help your client improve outcomes and increase medication adherence. 

Focus on your available support
Some clients simply want more — in terms of information and consultation — than a mid-level sales rep can provide. If your client has a concern you can’t address or a question you can’t answer, offer a connection to your company’s upper management or medical liaisons.
 
Focus on the partnership
Ideally, when your client needs information, resources, programs, best practices across the industry, reliable statistics, or pipeline information, they will think of your company first. Ideally, your own name will come to mind. At that point, you’ll know that you’ve developed a profitable partnership and a mutually beneficial long-term relationship founded on trust and cooperation. Sales will be part of this relationship, of course. But in order to differentiate yourself from your competition, you’ll need to expand your understanding of this transaction. 

The medical sales recruiters at Buckman Enochs Coss and Associates attracts the best executive and sales candidates for major medical device, pharmaceutical, biotechnology and healthcare IT companies. Contact our great team today to get started on the next step in your medical sales career!