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

Monitoring the Attitude of Other Employees Plays a Big Role in the Success of Sales

In some company cultures, sales teams are given the red-carpet treatment wherever they go. Employees in other departments (marketing, product development, etc.) understand the integral role of sales pros, and they recognize that sales reps serve as valuable liaisons, ambassadors, and collectors of data from the most important people in the world: the company’s customers. They’re the face of the company, and they typically shine a bright light on those who toil away behind the scenes. As a result, they’re cheered on when things go well and encouraged when they don’t. 

But in other organizations, this just isn’t the case. Sales people are sometimes marginalized and dismissed for their front-facing role, and they’re sometimes assumed to be out of touch with the “real” work that’s done within the inner labyrinth of the company. Which feeling prevails in your culture? Are your medical sales teams celebrated and accepted? If not, keep these considerations in mind. 

If your sales teams are struggling to command respect, lend a hand
Boost your sales teams publicly. Make sure your other teams understand how hard they work, how much they sacrifice (sales pros often spend long lonely hours on the road), and how much they know about the medical nature of the product (this may come as a surprise to your other teams). When you hear dismissive comments, step in and offer a friendly and helpful correction. 

Make sure salaries are calculated fairly
There’s no need to shower your sales reps with salary scales that tower over those of other departments, but make sure their compensation stays competitive and make sure it reflects the revenue they generate for the company (in other words, for everyone else). 

Root out anti-sales attitudes
Silly stereotypes abound regarding sales people, many of which are unfounded and derived from inaccurate sources like movies and TV. You know that your medical sales teams have nothing in common with the shallow or showy personalities that are associated with sales pros in these cultural platforms, so don’t give credence to these portrayals. Your sales pros are not Ken and Barbie dolls – they’re trained and talented professionals with hard-earned skills. Stand up for them and encourage them to circulate and form connections within other departments. 

Emphasize cooperation
Your employees should know that nobody accomplishes anything alone. It takes a team — sometimes thousands of people working together — to develop a product, manufacture it, market it, sell it, ship it and stand behind it. Encourage everyone to recognize this mutual dependence and celebrate it. A strong feeling of teamwork and comradery should extend across all your departments.

Work with a top medical sales recruiter
Are you looking to bring the right people to your medical sales team? Contact Buckman Enochs Coss and Associates to work with a leading healthcare sales recruiter!