The medical and pharmaceutical industry is rapidly changing, making sales skills more critical than ever before
The market is consolidating, physicians are becoming harder to reach, and there are more (and different) buyers involved in the purchase process.
Also, because of the coronavirus pandemic, how reps go about engaging with health care professionals and other decision-makers and influencers has changed dramatically. Likeability, relationships, and product knowledge are no longer enough to do well.
If you want to build a high-performing medical sales organization in an increasingly complex, competitive, and regulated environment, your team has to change the way they sell. Instead of continuing to rely on repeated interactions with physicians, high-performing medical sales reps need to widen their approach to include other key stakeholders. They need to share expertise and leverage pre-existing and new opportunities to promote solutions that meet the HCPs’ most urgent needs.
Here at the Sales Readiness Group, we work with industry-leading medical, pharmaceutical, and biotech companies to turn their reps into top performers and trusted advisors.