As a medical sales executive, you have a challenging and rewarding role. You are responsible for leading a team of sales representatives, managing key accounts, developing strategic plans, and achieving sales goals. How can you excel in this position and motivate your team to succeed? Here are some tips to help you.
You need to have a deep understanding of the products you sell, the market you serve, and the needs of your customers. This will help you communicate the value proposition of your products, identify opportunities and challenges, and tailor your sales approach accordingly. You also need to keep up with the latest trends, innovations, and regulations in the medical industry, and share this knowledge with your team.
Go to the field. Know, talk , interact with all involved. Understand how is the market, the details and directions. Know the players and get you self to be knowned. Identify oportunities understanding how to navigate your products to the current market reality.
Make an appointment, see the person(s)live. Make a connection with them. Don't rely/depend on email/text. Be prepared for the call. Don't waste time. Do more listening than talking. People still order/buy from people they like - feel that they have a connection with. Follow-up with a nice brief note after the call. It works!
Surround yourself with intelligent individuals who are willing to communicate openly with management about what needs to be done, and prioritize listening. It's counterproductive to hire smart people and then dictate their actions. Instead, hire smart individuals who can guide you on what actions to take.
Acredito que o sucesso de uma equipe está atrelado a fatores como: treinamento, reconhecimento, ambiente de trabalho, acompanhamento, processos estruturados, metas desafiadoras e realistas, tarefas bem estabelecidas, horizontalidade e boas ferramentas.
I'll start with knowing products and market. Because market is constantly changing, So I need to know the products details to share the clear information about my products to the doctors and customer. Also knowing the market situation will helps to developing the quality products.
You need to have a clear vision of what you want to achieve as a medical sales executive, and how you will measure your progress. You also need to set specific, measurable, achievable, relevant, and time-bound (SMART) goals for your team, and align them with the overall objectives of your organization. You should communicate these goals clearly and frequently, and provide feedback and recognition along the way.
You need to be more than a boss, you need to be a coach. You need to provide your team with the training, resources, and support they need to perform well. You need to encourage them to develop their skills, learn from their mistakes, and overcome their challenges. You also need to empower them to make decisions, take initiative, and solve problems. You should foster a culture of collaboration, trust, and accountability among your team members.
I've witnessed first hand that when a salesperson understands they are not alone in the sales process they feel more at ease and can handle objections more effectively. This knowledge leads to self empowerment, which then leads to a boost in self confidence. As an executive, we aren't leading them by the hand, yet at the same time we are in the process of reassuring them that their talents; personalities; and knowledge of their respective products and markets ultimately shape the outcome of every interaction they have with a prospect. Helping them understand that the purpose of the touch is to lead a prospect to a self made decision to purchase a product or service, the conversations become easier, more fluid, and full of intention.
You need to build strong relationships with your customers, your team, and your peers. You need to listen to their needs, expectations, and feedback, and respond with empathy, professionalism, and integrity. You need to show them that you care about their success, and that you are willing to help them. You also need to network with other medical sales executives, and learn from their best practices and experiences.
You need to be flexible and adaptable in a dynamic and competitive environment. You need to be ready to face changes, challenges, and uncertainties, and adjust your strategy and tactics accordingly. You also need to be innovative and creative, and look for ways to improve your products, processes, and performance. You should embrace new technologies, tools, and methods that can help you and your team work smarter and faster.
In any business, customer relationship is very crucial thus first of all, I would emphasize on building good customer/patient relationship. Secondly,emphasis to the stuff members to always be relevant and sincere. If we have run shot of some stock, inform the customer and let her know when it is going to be available and also offer a second option that can solve the patient's medical issue. It's important to keep track of stock levels of medication to avoid turning away patients, that creates good customer base because they will know that when they come to you, they always get their needs met. Lastly, hire and retain good employees who are customer/patient oriented, and love their job rather than doing it to make earns meet.