A Passion for Medical Sales, an interview with Alexander Frekey
Medical Sales Planner: The WHY
The Medical Sales Planner: The Big Blue Book was created after an idea from me staring at a stack of notebooks on my desk with information I wrote down about a conversation at an account I could not find. I had to search through 5 notebooks to ultimately not find what I as looking for. I said to myself like everything else we do in Med Device Sales, “There has to be a better way!”?
So I typed up a WORD document with the spec of what I need (we as reps need) on a daily basis in account cold calls, account visits, meetings, etc.. Complied a bunch of sections that would organize the information WAY better than a regular notebook. The sections created were, Account Name, Top Priority, Account Goals & Initiatives, Main Contacts (Name/Title and Action items for those people) Top Quarterly WIGS (Wildly Important Goals: Jay Pendleton section), Advocates & Adversaries (those people who like your device/product/drug or don’t). As mentioned earlier the Jay Pendleton section my partner in this who had input beyond his section saw the value in what we were going to create and who it was for!?
This was created for Reps by Reps, there aren’t many things created for reps outside marketing material from their organizations or the sad truth about Sales Force (which is created for the company to mine the data they put into it). Why can’t a rep have a tool to keep ALL of their information in one central place and take it with them if they leave that company? Well now they can!
This in our opinion should be adopted by every sales team in this industry as a standard across the board. We already have the word on a top company implementing this to all new hires in a certain division (which we can’t say yet) due to the fact of the basic, simplistic, organization each team needs to be focused and successful. If I ran a team everyone would be required to use this in the field without question (but I’m biased lol).
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Last but not least I have been in sales most of my life (15+ years with 5 in Med Device). I love sales to the point where I have a new passion to create tools for us to be more efficient and grow our marketshare my precisely. Sales is a life style and beyond that lifestyle I believe taking care of yourself with fitness and nutrition play a huge role in the drive a rep has a direct correlation to your career in many ways.?
Medical Sales Planner is now under the company Jay Pendleton (my partner) and I created called “Generation Rep, LLC” #GenR where we will be bringing out many more tools, which another is about to drop in the next week and after that a BIG one in a few months that is currently under construction :)
Absolutely crucial for success in the medical devices sector! ?? Jason G..
Area Vice President of Sales at Egg Medical - #reducethescatter #scattermatters Experienced Medical Device Sales and Sales Enablement Leader. Coach. Develop. Mentor. Seasoned sales leader.
6 个月Alexander Frekey "for reps by reps" we need this more. Often times sales training is developed with assumptions on that the sales teams need without asking them what they need. I have built my sales enablement career by partnering with sales reps. Pete McNally is an example of a true partner.