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

Do Your Team Members Know Exactly How to Deliver?

Your team members may be personable, knowledgeable and committed to the enterprise; and if your medical sales teams are like most, there’s no doubt that they want to do what’s best for the company. They probably search all day long for ways to satisfy clients and move the company forward. 

But there’s a difference between wanting to do something and knowing how to do it. Far too often, team members step in the door each morning fully engaged and ready to contribute, but they just don’t know exactly how their efforts tie into those of the group, and they aren’t exactly sure how to break their good intentions down into efficient and meaningful actions. Here are a few ways to correct this issue and keep everyone on the track to success. 

Connect each action to the overall sales plan. 
Each of your team members should work their way through the day knowing exactly how their actions and decisions are connected to the sales plan for the entire team (or division). How does each cold call, each data share, each meeting and each hour spent reviewing marketing research contribute to the goals of the entire group? If your reps don’t have copies of the sales plan or don’t understand it, amend that by providing this information as soon as possible. And if you don’t have a clear sales plan, of course you’ll need to fix that first. 

Make sure they understand the efforts of those around them. 
Once your team members understand the value of their own actions, help them understand the actions of their teammates. They don’t have to be ready to step into each other’s jobs at a moment’s notice, but at the very least, they should have some idea of what their fellow team members are working on. Which accounts does Sally handle? Which clients work with Sam? If Steve is out of the office on a sales call, who is he meeting with and what is he working on? 

Keep messages unified. 
Another common error: When two or more reps share action or communication on an account and the client (or sales contact) becomes confused by mixed or conflicting messages. This can be a problem when it comes to product actions, treatment pathways, side effects and research data. You don’t want messages on these issues to counter each other. But miscommunication can also interfere with pricing plans, discounts, bulk orders, and custom orders. Don’t allow your sales teams to override each other’s decisions or deliver unvetted messages to each other’s contacts. 

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Are you looking for the right medical sales talent to bring to your team to motivate and deliver results? Our team of healthcare sales recruiters can help - contact the experts at Buckman Enochs Coss and Associates today!