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

Three Strategies to Retain Your Top Medical Sales Performers

Your sales teams are the driving engine of your company, and your top performers are the driving engine of your sales teams. These are the people who impress clients and obtain contracts, but they also do a lot more: They lead, inspire, train, set an example, and sometimes give their managers a run for their money. They may create headaches for upper management and they may sometimes push to do things their own way, but they make up for it by generating the client loyalty, brand strength, and workplace reputation that your company needs in order to succeed. So what can you do to make sure they stay exactly where they are? Here are a few quick strategies that can bring your close relationships even closer. 

Quality Training
New sales pros need quality training, especially younger and less experienced representatives. And it’s a good idea to keep your training program strong and comprehensive from the very beginning; any weaknesses or omissions may allow your reps to develop bad habits that can be hard to shake later on. Give your teams the best possible training starting on day one, and keep providing training programs every year that keep pace with the growing competence of your top performers. As your superstars learn and improve, enlist their support in program development targeting the rest of the team. 

Professional Development 
Again, your top performers may grow at a different rate and in a different direction than their more average counterparts. If you see a strong sales pro leaning in a specific direction or taking an interest in an area of specialization, take action. Provide the exposure, opportunities, mentoring, and possible cross-department training that might help leverage their talents and sharpen their skills. Don’t wait to be asked; instead, sit with each of reps on a regular basis and have an informal chat about their aspirations and the direction they’d like to take their careers. 

Generosity and Respect 
When your sales pros need something, provide it. Unless you have a serious reason not to, always say yes. Give them the tools and resources they need to pursue their leads and provide their clients with information, opportunities, and discounts. If you need to deny a request or impose a limit on an enthusiastic sales pro, be ready to explain why. And keep in mind that the “tools for success” don’t always look like tools. They may include time flexibility, respect, encouragement, a helpful debriefing session after a loss, or anything else that may bring small sacrifices on your part but a major benefit on theirs. 

Partner With a Top Medical Sales Recruiter
For more on how to keep your top performers (and all of your sales pros) loyal, motivated and committed to the company, reach out to the medical sales recruiters at Buckman Enochs Coss and Associates.