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

Help Your Team to Reach its Goals
Like any team, your sales professionals have good days and bad days. When they’re up, they’re up. But when business cycles lag and times are tough, they struggle to make connections with decision makers and close deals. So what can you do to throw your weight behind them and keep things moving when they don’t feel confident about reaching their monthly or quarterly goals? Here are a few guidelines to keep in mind. 

Listen carefully. 

If your teams need something they aren’t getting (for example, contract flexibility, the support of a medical science liaison or the freedom to connect to the company network on their own devices) you should know about it. And if you keep your door and your ears open, you’ll encourage them to ask for the resources they need. Let your teams know that you support their success. They shouldn’t feel as though they’re facing an uphill battle alone. 

Focus on goal breakdown. 

No matter how many times they’ve heard it before, it bears repeating: We reach big goals by breaking them down into smaller goals. A quota or challenging sales goal that looms in the distance can seem paralyzing and overwhelming, especially to less experienced sales reps. But if this large goal can be broken down into distinct milestones, then each milestone can be broken down further into a series of small and continuous actions. When your sales reps face a daunting challenge, remind them how this process works and help them start the breakdown process. 

Teamwork matters. 

Don’t encourage internal competition, and don’t allow your reps to believe that their teammate’s success translates into their own failure. That leads to a toxic cultural climate that helps nobody and hurts everyone, including the company bottom line. External competition is healthy and productive, but within the walls of your organization, teamwork should be priority number one. Infighting, backbiting, grudge-holding and elbow throwing should be redirected as soon as these behaviors come to light. Cultivate a climate of trust and make sure strong performance breeds team pride and cohesion, not envy and resentment. 

Reward, reward, reward

Make sure your hardest workers and most committed employees feel compensated for their efforts. A sales professional should never regret having gone the extra mile for the company (for example, they should never pull an all-nighter and later wish they could get those hours back). Make sure your teams know that you appreciate their effort and sacrifice, and express this appreciation in meaningful ways. If you can’t provide monetary rewards, provide flexible scheduling, time off or meaningful public praise. 

With more than 90 percent of our searches completed within two months, the success at Buckman Enochs Coss and Associates shows consistent, impressive results. Work with a leading recruiter in medical sales today to find the top talent that will make an impact on your company.