How can you tell if you have successfully solved a problem in Medical Sales?

1. Define the Problem:Clearly articulate the issue you're facing. 2. Gather Information:Collect relevant data and details about the problem. 3. Identify the Root Cause:Understand what's causing the problem at its core. 4. Brainstorm Solutions:Generate multiple potential solutions. 5. Evaluate Solutions:Assess the pros and cons of each solution. 6. Select a Solution:Choose the most practical and effective option. 7. Implement the Solution:Put your chosen solution into action. 8. Monitor the Results:Evaluate the outcome and adjust if necessary. 9. Learn from the Process:Reflect on the experience to improve future problem-solving skills.

More often than not we as salespeople think we have identified the problem, yet do not have it fully validated by those who live within it, thereby not understanding the root causes, processes or consequences it entails. The old adage of understand being understood stands mighty in this scenario before any solution can be identified. Also by having a deep dive with multiple stakeholders will provide a holistic picture.

Knowing the situation and identifying the root cause is the most efficient way to solve any problem. The more quick you know the cause the high ability will you be able to solve without having so much damage to the process. Always work as a team, the 2 brains are more capable than 1.

First step is to listen to customers with a view to understand their concerns/ expectations Then Develop insights . Third step is to root cause analysis using a variety of techniques. Then in the next step , define the problem in sharp and concise form.

Identifying problems in medical sales involves recognizing challenges in the sales process, customer objections, or market dynamics. Successfully identifying a problem often means understanding customers pain points, market trends, and barriers to sales. Regular communication with customers, market research, and feedback analysis contribute to effective problem identification in the medical sales domain.

One important step which is missed out above is after developing a range of solutions , each of the developed solution must be evaluated for pros/ cons .

Generating solutions in medical sales involves developing strategies to address identified problems. This may include proposing tailored product benefits, refining sales techniques, or adapting to market changes. Successful solution generation is marked by innovative ideas, alignment with customer needs, and an ability to differentiate products effectively in a competitive market. Regularly reassessing and adjusting strategies based on feedback and performance metrics is crucial for ongoing success.

In my opinion, a robust problem-solving process involves a creative and open-minded approach to generating solutions. Utilizing tools like mind maps and seeking input from colleagues enhances the depth and variety of ideas. Effective solutions not only target root causes but also align with the customer's objectives, ensuring feasibility and resonance with their values. Collaboration and careful evaluation contribute to a well-rounded strategy for addressing complex issues.

Having identified the problem and validated with multiple stakeholders who engage the pathway or process, it is vital they are given a chair at the table to co-create a solution. This generates accountability and buy-in. They have skin in the game! This process also enables a holistic solution not just a plaster/band aid that will no doubt come off at some point. Add to this, solutions need to be sustainable over the long term with capacity to flex. When solutions are co-created, the stakeholders are already reviewing implementation strategies as they will be the ones on the ground implementing.

I like the steps identified, but would add one thought under the last point: 5. Here’s what else to consider Assuming you have collaborated well with your customer and added value in the solution, will they agree to become a reference site for your work. If they will, my sense is you have delivered a great solution and one they will happily endorse for other potential customers, which is a significant benefit for you and your company. This is a process I use all the time in my work supporting pharmaceutical, medical technology and device companies in the UK. I have projects where the NHS customer became a reference site. A good outcome for patients, the NHS and my client.

I believe all steps are important but implementation is the most important step since sometimes we identify the problem and put the action plan without executing the plan, which means we do nothing. Experiment is the key to learn and develop better plan.

Since I am in international sales, patient satisfaction and feedback is the primary concern. If we found some problem, implementation of solution is basic rather finding any excuse.

La communication ne s’arrête pas à un effet d’annonce, elle doit être menée en continu, sur ce qu’on compte faire, lors des différentes étapes de la mise en ?uvre des solutions et une une fois le travail réalisé, en adéquation ou pas avec les objectifs.

As with my comments in identifying the problem and generating solutions, I touched upon implementation. When stakeholders across the process or pathway generate solutions, they are doing so with a lens of their role and how it will impact or benefit as well understanding both downstream and upstream consequences. As they have co-created the solution, they are now inadvertently accountable for implementation. This is when leadership skills really shine as the team is aligned behind a mutually agreed objective. Having skin in the game in the earlier processes makes implementation a little slicker as they have buy-in to the changes. A clear monitoring and governance plan is vital here with frequent touchpoints to assess progression.

Writing a robust case study is important to share not only the successes but also the failures & barriers that arose and how they were overcome. 3 key items: Baseline - what was the situation and data points Intervention - what did we do and how Outcome - these are the changes measuring the delta in the data points from baseline This process will enable insights into potential for scalability as well as giving recognition to the wider team.

Evaluating solutions in medical sales involves assessing their impact on key performance indicators. Metrics like sales growth, customer satisfaction, and market share can gauge the effectiveness of implemented solutions. Additionally, seeking feedback from both customers and the sales team helps in understanding the practicality and acceptance of the proposed solutions. Regularly monitoring and analyzing data, such as conversion rates and customer feedback, provides valuable insights into the success or areas of improvement for the implemented solutions.

Evaluation on the go is imperative for execution excellence and evolution. Evaluation may also some time lead to goal evolution as well.

In my opinion , the best way to evaluate solutions is by measuring the customer satisfaction who is impacted by the problem , where most of the problem solving surveys are assessing the value of solutions by this way these days.

The key ingredients missing from the whole process is including the HCP ‘customer’ as an active partner Too often we see ourselves as the solution provider rather than a value partner. Including them in every stage ensures not just a short term solution for one problem- but an active partnership for future situations where joined up thinking can result in a win:win:win outcome ( patient, NHS and company)

Medical field lot of datas accuracy.Evaluting the process again is more important. Even small changes can make big impact in the results. Understanding the problem and clarifying the outcomes will eventually reduce errors.