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

Be There for Your Customers When they Need Help the Most

Some of your accounts may be easy to handle, and you can count yourself lucky if you work with a customer (a medical or pharmaceutical decision maker) who maintains a regular schedule of interaction and always seems happy — or at least not unhappy — to see you. Most of your discussions may involve pipeline updates, new product descriptions, explanations regarding drug administration, or efficacy data. After you check these items off, you say goodbye, confirm the next meeting and leave. 

But what happens when your customers turn to you with an unexpected need? What happens if they raise a serious or immediate concern, or they need answers that you may or may not have? Keep these guidelines in mind and you’ll keep your relationship strong. 

Be ready to connect your client with senior managers. 
There’s no shame in not knowing something. None of us know everything in the world, and most clients don’t expect junior sales reps to bring in-depth medical knowledge or CEO-level financial discussions to the table. If your clients have concerns about pricing models or drug side effects, you may delight them by producing accurate, satisfactory answers immediately. But if you can’t, that’s okay. Offer to take the concern back to your company, and find a way to connect your client with the senior level person who can give them what they need. 

Work to present unbiased information. 
Not all data and studies are equally useful to your clients, and you can erode a bond of trust by presenting only data that favors your product against competitors. Cherry picking clinical studies in order to pitch your own product can create tension, so when your clients request unbiased information, take the request to heart and find reliable data that can help them put the patient first. 

Bring suggestions to HQ. 
Clients often develop innovative ideas and potential program concepts that they present to sales reps in hope of launching a new endeavor (in the realm of patient education, drug delivery, or any other concept). Take these ideas and suggestions seriously, and present them to senior managers whenever possible. Instead of saying, “We can’t do that,” keep the door open and return to the client later with a clear yes or no.  

Keep your schedule flexible. 
Prioritize your clients, and be ready to shift and cancel meetings with lower priorities when your top priorities need you. Of course, all of your clients should feel like they’re at the top; but since this isn’t possible, recognize the rankings and be there for your most valuable clients at a moment’s notice. 

If you are ready to bring the top executives and sales professionals in the healthcare industry to your company, work with a leading medical sales recruiter and contact Buckman Enochs Coss and Associates.