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

Mobile Tools for Sales Teams
Your sales teams may cover large territories and handle any number of accounts with shifting demands and evolving expectations. Your reps travel far and wide and in some cases, they may not touch down in the office for days at a time. When they’re not on calls, they may be tracking down solutions for a specific client problem, discussing disease pathways and treatment protocols with a medical science liaison, assisting with a surgical procedure for an implant or device or they may be pursuing leads and scheduling appointments with pharmacy decision makers. In every one of these cases, they’re on the move. Do they have what they need to stay connected and in touch? 

Keep your sales reps within reach
Provide mobile support so your reps can stay connected to the company network. If they might benefit from the use of tablets or company-provided mobile devices, find a way to distribute these devices and keep them updated as new versions and platforms appear. Meanwhile, allow them to connect to the company network and check in using their own devices. Wherever they are, hardware should not present an obstacle if they need to contact the main office with questions, pricing issues or product information.
 
Back them up. 
Sales reps often run into trouble when a meeting with a hospital decision-maker hits a dead end over a clinical issue. Entry and mid-level sales reps aren’t doctors, and they may not be able to speak to a health care provider or administrator about complex issues related to pathology, immunology or a specific care specialty. When they need support or they need to refer a client to a medical executive, facilitate this process and make sure your upper-level managers are available.

Help them to help the client. 
Clinical executives and other customers often come to sales meetings with ideas and proposals in mind for the pharma company. For example, a client may want to share an idea for a public health or outreach program that the pharma provider may be able to carry out. A junior sales rep can’t necessarily agree to the suggestion, but make sure they can bring it back to headquarters for consideration. Be ready to provide the client with a timely yes or an explanation for a no. 

At Buckman Enochs Coss and Associates, we recruit in medical sales throughout the U.S. and around the globe. We understand the importance of keeping everyone connected. Contact our great team today to work with our outstanding team of medical sales recruiters.