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Slideshow
Where Negotiation Training Programs Fail
The past: A physician’s endorsement sold a product. The relationship between the sales rep and physician was THE key to success. Today: There are innumerable people involved in the decision to adopt a product, from product review and P&T committees, pharmacy directors, administrators, material … [Read More...]
Creating Clinically Competent Medical Device Salespeople
Medical device sales people who can demonstrate a high degree of clinical competence are more confident. Confidence translates into credibility with physicians and clinicians. We refer to these principles as the three “Cs”: Competence, Confidence and Credibility. Sales people who have all … [Read More...]
How to Increase Surgeon Adoption of Your Medical Devices
28%. This is the statistic derived from one of the largest medical device companies signifying the number of surgeons who adopted the product after going to the manufacturer’s surgeon training. In other words, almost three out of every four surgeons did not adopt the technology. Isolated example? … [Read More...]