Building Your Technical Skills as a Medical Device Representative.

In the competitive landscape of medical device sales, the skills of a Medical Device Representative (MDR) go beyond traditional "sales techniques" to include a strong clinical understanding and business acumen.

The challenge lies in finding the right balance between the necessary sales skills and the subtlety required to engage sophisticated clinical professionals who have no wish to be "sold" to.

This article outlines comprehensive steps an MDR can take to hone their technical and consultative sales skills.

The medical device sector includes a wide range of products, from basic consumables, like syringes to advanced implantable devices, such as those found in orthopedic spine surgery and neurology.

Having awareness of industry trends, regulatory frameworks, and emerging technologies is essential for an MDR to develop their expertise. Such knowledge not only is the base for strategic sales planning but also enhances credibility with healthcare providers.

Core Technical Skills for MDRs

• Product Knowledge: Having a comprehensive knowledge of your medical devices is essential.

It allows MDRs to effectively communicate how their products can contribute to patient care and differentiate in a competitive marketplace.

• Regulatory Knowledge: A solid grasp of regulatory guidelines is crucial for navigating the potentially complex terrain of compliance within medical device sales.

This expertise ensures discussions around product indications, use, and compliance are handled with confidence and without ambiguity.

• Technical Communication: The ability to simplify complex technical details into digestible information for non-technical stakeholders (operating room personnel) is invaluable.

Effective communication ensures that the innovative aspects of your products are fully understood and appreciated.

• Sales Skills: In an industry where direct sales approaches are often met with skepticism, MDRs must cultivate subtle, consultative sales skills.

This involves actively listening to the needs and concerns of healthcare professionals, providing customized information that addresses those needs, and positioning oneself as a trusted advisor rather than a traditional salesperson.

Success in this area relies on a deep understanding of both the product and the unique challenges faced by healthcare providers.

Developing Your Technical Skills

• Formal Education and Training: Participate in educational programs and certifications that improve your understanding of medical devices, clinical subjects, and sales methodologies.Educational organizations like the Medical Device Sales Institute (MDSI) are playing an important role for individuals looking to enter into Medtech sales or, experienced Med Reps looking to transition into orthopedics and spine sales.
• On-the-Job Experience: Practical experience, through shadowing experienced MDRs and engaging in real-world sales scenarios, offers irreplaceable insights into the nuances of consultative selling in the medical field.
• Continuous Learning: The medical device industry is dynamic, with continuous innovation and advancements.Commit to lifelong learning through webinars, conferences, professional networks, and social platforms, like LinkedIn to stay informed and actively engaged.

Conclusion

For MDRs, excellence in technical and sales skills is not just about knowing your product or mastering traditional sales tactics.

It's about integrating deep technical understanding with a consultative approach that respects the intelligence and needs of clinical professionals.

By enhancing and refining their technical skills, MDRs can establish themselves as invaluable partners in the healthcare ecosystem. This not only leads to professional career growth but can also contribute to providing better patient care.

Find out more about the MDSI vocational course by visiting: https://www.meddsi.com/about