Dustin D. Poole

1️⃣ Number one strategy I found in med device to consistently level 🆙 your customer base and crush your number. The momentum you can build by doing this will potentially increase your capacity to the breaking point. You will have to make a decision. Continue without changing and lose customers or scale your team to meet the demand. The year I figured this out I earned a Rolex, a trip to St Martin, and a voucher for another similar trip. Only 4 of 200+ reps qualified for a Rolex. And my territory was in OKC. On January 1st of that year I was notified that my largest hospital just inked a contract with another division of our company. Reducing sales price by 35%. Not only did I need to make up that 35% to true up to last years baseline sales, I needed to grow 24% to hit quota. And to add to those challenges outside of my control, our division vp of sales told me at our NSM that in previous years he tried to get the OKC market going but it was extremely hard. Then he said, “But good luck.” When I left the NSM I was too busy working my strategy and increasing my capacity to care about things I couldn’t control. 💰💰After a year of building your knowledge base and customer base, only add new customers that are busier or have higher potential than your bottom 2 customers combined. It changed everything. It is a simple strategy but takes a lot of work and discipline. #growsales #devicesales #meddevice #momentum #levelup

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The Associate Med Device Rep... You FINALLY "broke in".... 3 Do's & Don'ts to help 10x the journey...👇 DO: 1. Find a company that gives the associates an opportunity beyond fetching dry cleaning and covering for lazy reps. Signs to look for are compensation plans that are tied to territory/divisional growth. Also, make sure that your compensation isn't being pulled directly from the compensation of the rep. Those should be mutually exclusive. 2. IMPRESS EVERYONE. Work your tail off. Arrive early. Stay late. Stay positive. Don't gossip. Study the best, with the best attitudes. Be coachable. Be visible. 3. Ask for coaching. From your team. From your manager. From your customers. DON'T: 1. Raise your hand 8, 12, 14 months into the role because the sales rep job opened in your home town. Be clear about the expectations from the hiring manager. If it's an 18-24 month expectation...then head down and GRIND for 24 months. You'll get your shot...and it may very well be in 8, 12,14 months in your hometown. Especially if you follow the TO DO List above. 2. Lie, cheat, or steal. 3. Be arrogant or entitled. You quickly find out that this is the real world and the experts were right. Nobody owes you anything. You're not as good as you think...yet. In conclusion.... Be patient. IMPRESS EVERYONE. Walk softly, but carry a big stick. Be a great teammate. Be a leader amongst your peers of associates. 📈Follow the rules above and you WILL have hiring managers clawing, scratching, and fighting to come hire you. 🫵 I promise and I guarantee it. Saw that movie 1,000 times before. That's how it works. That's how it should work. BONUS: Be relocatable. Be very flexible on the definition of relocatable. Stay relocatable. Continue to follow the rules above and my weekday posts at 8:15a EST and you'll be running the company some day. 😘 👊 Click the 🔔 on my profile to follow along #bestadvice #future #sales #medicaldevicesales #careers #jobinterviews #hiringandpromotion #culture #hiring

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The AVERAGE Med Device Rep makes $180k/yr... IMO, that's a very muddy statistic. Stay with me here...👇 There are sales roles in that data that do play a big part in the Med Device Rep career progression. They're the bench for the next great generation of reps. Associates, Specialists, Entry Level, Interns, AWESOME roles. Peel them away and that number changes 💥💹 It's a career that deals with complex places, with complex people, solving complex problems, and complex compensation. I've seen lives changed FOREVER, because someone dominated the interview. 2yrs later...$180k by Q3. 5yrs later...$180k by Q2. 7yrs later....$180k by the 15th of the month. I've also witnessed life changing opportunity MELT AWAY in 7 minutes. Show up late. Cursing. Didn't dress for the job they want. Forgot their resume. Didn’t use resume paper and it looked like it was folded up in their shoe on the way to interview. Didn't close. Can’t communicate. Can't ask questions. Can’t sell. Cocky. Disheveled. Bad. Don't kill your chances before you even get started. Get a coach. Be a pro. 👊 I post my perspective at 8:15a EST every weekday Click the 🔔 on my profile to follow Book an appointment by month end #bestadvice #medicaldevicesales #sales #future #hiring #interviews #hiringandpromotion #coaching

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Which are med device rep (or company) are you: Drive for Show or Putt for $$$$? Put another way, is the focus on sales for show? If the focus is sales for show, the VA is NOT for you! Sales for Show reps & companies should stick with contracted price sensitive accounts. Those are going to give you the short term sugar spike soundbites you’re searching for. Selling to the VA is not “sales soundbite sexy”, instead it’s boring long-term value and profit margin focused. If you’re a high-energy day trader…stay civilian; When you’re ready to become Warren Buffet…the VA is open and waiting. #meddevice #sales #strategy

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Surgeons are not sales people. Nor should they be! But discussing pricing for IOL options is a very important part of the process as patients determine what fits their lifestyle needs AND their budget. Many surgeons pass the pricing discussion off to their team so they can stay focused on discussing the clinical benefits and potential risks with the patient (and so they don't fall further behind a busy schedule). But there are some important lessons that sales professionals have learned that could apply. The conversations your clinical team is having with patients about premium options and the added out of pocket expense shouldn't happen towards the end of the process. Discuss pricing early! Gong Labs (linked below) looked at over 11,000 data points and found that discussing pricing early in the consumer process resulted in a ~10% higher "close" rate (think: premium adoption). Many patients see the value in premium lens technology that could provide them a better outcome and/or a higher quality of life, without the dependence on glasses. In many practices, though, they aren't told about the cost until after they meet with their surgeon. This can feel like a gut-punch for patients having already waited weeks for their evaluation and then 90+ minutes in the office - when they could have had time to digest the information and come more prepared to make a decision. Frontload the premium discussion. Give your patients time to consider how valuable this decision is for them. Don't have a patient make a snap decision for the medicare-approved lens when they are an excellent candidate for a better outcome but they feel overwhelmed with the decision. https://lnkd.in/dDQ7VUEk.

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Staying focused can sometimes be mistaken for playing it safe. Some of the companies I engaged with had the "We are focused on market X" mindset. You can guess what happened to their revenue the moment they decided to think a little different.... In the medical device world, there are multiple unexpected markets out there that can outperform the one you are targeting. You simply need end users to adopt what you're manufacturing—it's that simple. And we all know where medical devices go... The world is vast, and with advancing technology, we have unprecedented opportunities to compete globally. At visionary companies, the drive for innovation ensures they stay ahead of the curve, attracting top-tier talent and fostering a culture of excellence. #MedicalDevices #Innovation #GlobalGrowth #VisionaryLeadership #MedicalDeviceSales #MedtechMarketing #MedtechSales #b2bsales #salestraining #boostrevenue

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Attention to detail is one of the hallmarks of an effective medical rep. Here's a way to make sure you're not dropping the ball where it truly matters. #MedicalSales #HealthcareSales #MedTech #PharmaSales #Hospital Sales

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🔍 Metrics Matter in Full Arch Dentistry! 🔍 In the dynamic world of Full Arch Dentistry, metrics are essential for driving success. Here’s why understanding and leveraging metrics is crucial: Informed Decision-Making: Metrics provide the data you need to make smart, informed decisions. Know what treatment plans work best and optimize your practice! 📊 Track Progress: Whether it's patient acquisition, conversion rates, or treatment success, metrics help you keep track of your progress and stay on target. 📈 Identify Opportunities: By analyzing key metrics, you can uncover hidden opportunities for improvement and innovation in patient care. 🕵️‍♂️ Improve Performance: Continuously monitoring metrics allows you to fine-tune your strategies and enhance patient outcomes. Think of it as your practice’s health tracker! 💪 Patient Satisfaction: Metrics help you understand patient behavior and satisfaction levels, enabling you to enhance their experience and outcomes. 😊 In short, metrics are the roadmap to success in Full Arch Dentistry. They keep you on course, highlight areas for improvement, and ultimately drive better results for your practice and patients. So, embrace the numbers—they’re here to help! #Metrics #FullArchDentistry #DataDriven #SuccessStrategy #PatientOutcomes #PerformanceTracking #PatientSatisfaction

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Don't invest your own money in your medical sales job... ...if your only goal is to be average. What is average? Average is just making quota or just barely missing it. Average is where you grow your business, but it happens slowly. Average is doing what everyone else is doing and saying what everyone else is saying. Average is when you accept that you gain business, you lose business, and it's all fine. The difference between average and high-performers is knowing more, by learning more, so you can do more, do it faster, and make it stick. Being average is a choice.

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💸 Controversial topic and personal experience. ⤵️ Is commission only med device the purest form of true device sales? If you don’t sell you don’t eat. ❓What is the definition of med device sales? 👉🏼 Selling a “device” that is implanted? 👉🏼 Selling a disposable? 👉🏼 Selling capital equipment? 👉🏼 Selling a procedure utilizing specific tech? 👉🏼 Does med device sales require you to be in the OR? I remember the day my salary was stripped from me. In that moment I didn’t have any income. I still had a job which was cool. Manager called and said, “Alright man, you ready to eat what you kill?” I was in the role for a year. I felt like I was still “brand new”. When I started a year prior the territory was producing about $2,500 a month in sales. I had grown the territory but no where near where I needed to be to replace my guarantee with commission only. When I heard those words, “are you ready to eat what you kill” I felt the blood leaving my head. We had two little ones and recently bought a new home. What was I supposed to tell my wife. Hey I got good news and bad news. Bad news is we no longer have guaranteed money coming in. Good news is there is no cap to what I can make. I had to decide am I all in no matter what or am I going to find a new job with a comfortable salary? Finding a new job would have been the easier route. The safe route. Stay comfortable. In that moment I decided there is no going back to the safe salary. I was going to figure it out and crush it. That decision made all the difference. Outwork your self doubt. Consistency over time creates momentum that is staggering. No short cuts or hacks. Requires work. * To clarify I have had commission only and salary device positions. Majority was commission only. #meddevice #work #momentum

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1,000 Med Device Sales Interviews. 300 of those were supporting the Hiring Manager. This is what I had to "ask for a friend"...👇 "What are you going to need from Jessica as your manager?" This is one of the best questions you can ask...for a friend. Because... the BEST employees... let alone the best sales reps... don't need much. They're low maintenance. When they have 10 teammates... their manager is the 11th phone call they make. They've Google'd the question. They’re resourceful. Be smart here. Dropping your laundry list of wishes and demands is the wrong path. Not because it's "the wrong answer", but because it's displaying a trait that opposes what the best do. How thin is the margin for error in one of these interviews? Tiny. You can't afford to be high maintenance. Be ready. 👊 Every weekday at 8:15a EST come the nuggets Click the 🔔 on my profile page to follow along #bestadvice #sales #medicaldevicesales #future #careers #motivation #jobinterviews #hiringandpromotion #hiring

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How'd HCA, Tenet, CHS and UHS do in Q1? Here's a handy little table I put together on high level financial and operating performance in Q1 2024. Net Revenue & Growth: • HCA Healthcare - $17.3B (11.2%) • Tenet Healthcare - $5.4B (6.9%) • UHS - $3.8B (10.8%) • Community Health Systems - $3.1B (1.0%) Adjusted EBITDA & Margin: • HCA - $3.4B (19.3%) vs. $3.2B (20.3%) in Q1 2023 • THC - $1.0B (19.1%) vs. $0.832B (16.6%) in Q1 2023 • UHS - $0.526B (13.7%) vs. $0.421B (12.1%) in Q1 2023 • CHS - $0.378B (12.0%) vs. $0.335B (10.8%) in Q1 2023 Same-Store Admissions Growth: • HCA - 6.2% • THC - 4.2% • UHS - 5.7% • CHS - 3.8% Same-Store Patient Days Growth: • HCA - 5.4% • THC - 3.2% • UHS - 4.4% • CHS - 3.1% Same-Store ER Visits Growth: • HCA - 7.2% • THC - 4.0% Conclusion: Volumes were STRONG in Q1 given effects of calendar and ongoing, sustained elevation in utilization, leading to a favorable setup for most of these operators. Side note: does it bother anyone else that Community Health Systems' logo is CHS, but its stock ticker is CYH? PS - if you like breakdowns like these, join 30k+ others on my newsletter Hospitalogy! https://lnkd.in/gniNmHvz

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SALES CHALLENGE: DON’T MENTION YOUR PRODUCT!!! I know every company will hate me for saying it but on your next call or meeting with a customer—DON’T MENTION YOUR PRODUCT!!! Never once mention the name of your device, drug or service. Instead, make the entire call about the physician, his/her patients and the practice. Do all the probing you can during your meeting to learn as much as you can. Most importantly, simple ask “what can I do to be an asset to you”? He might say something stupid like “bring my staff coffee”! Even if he says that, next time bring them coffee! Eventually he’ll tell you what’s really important to him (ie saving time, saving money, outcomes, etc). Once he tells you his really pain then you can start becoming an asset. I assure you if you use this approach you will stand out, become an asset and get results! Please contact me to review my interview preparation or resume optimization offerings and send your resume to joe@reppath.com. #SALESCOACH #MEDDEVICESALES #PHARMASALES #SALES #SALESMENTORING #RESUME #RESUMEWRITING #JOBSEARCH #CAREERS #SALESCAREERS #BREAKINGINTOMEDDEVICE #INTERVIEW #DIAGNOSTICSALES #CAPITALEQUIPMENT #COACHING #MENTORING #MEDICALSALES #GETAJOB #DISTRIBUTION #DISTRIBUTOR #MEDICALSALESMENTOR #STARTACAREER #BREAKINTOMEDICALSAL

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Send me back in time... For my first Med Device Sales interview... Here's what I'm bringing with me...👇 A resume that looks like the back of baseball card. Growth %. Quota attainment record. Rankings. Initiatives. Sales $'s. Promotions. Accomplishments. Emotional Intelligence. Solid timelines. Proof of willing participation and COMPLETION of things that the majority passes on. Free from paragraphs of job descriptions. I don't care what anyone says, I'm bringing resume paper. My Sunday's best. A smile. My manners. I'll be gosh darned if I'm forfeiting an opportunity like this because I missed the "little things".....dang nabbit. An understanding of how to sell. The ability to explain that to a 10yr old. a REALLY good list of questions for the manager. Testimonials. A calm, tactful, yet confident mindset that I'm not leaving the place until I know I'm moving to the next step or getting the role. Finally, a hand written thank you note for the hiring manager. Hand delivered. With a smile. When they finish their final interview of the day.... after meeting 7 strangers.... they need to remember YOU. 👊 Click the 🔔 for more FREE $1M Med Device Advice. Every M-F @ 8:15a EST. #medicaldevices #sales #future #careers #medicaldevice #bestadvice #leadership #innovation #management #humanresources #jobinterviews #hiringandpromotion

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TIP for my fellow Healthcare Business Consultants 👉🏾 Want to decrease the length of your corporate sales cycles? Then do this... NEVER STOP PROSPECTING Seems simple, right? Yet so many NEW healthcare consultants STOP prospecting. I see this frequently as a consulting mentor to many. Remember this: 👉🏾 The goal is to stay "Top of Mind." Your ideal buyer may not be ready to purchase today, but when they are - you want to be the first person that comes to mind. If you stop prospecting...you'll be forgotten. 👉🏾One, two, three touches just isn't enough to convert a completely COLD corporate lead. It takes time to build a rapport and trust. Would you invest 75K in a stranger? Probably not...keep prospecting. 👉🏾 And lastly, lead generation and prospecting are totally different. Lead generation is all about building your list of ideal buyers. Prospecting is all about building a relationship with them. Most people skip this part and jump right to pitching. If you're getting a lot of "NO's" it's probably because you're not building relationships with your ideal buyer. Did you find that helpful? If so, let me know if the comments. -Elle ✨ Nursing Leader Turned Healthcare Business Consultant #BusinessConsultant #HealthcareConsultant #BusinessMastery

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Things I’ve noticed with SOME med device reps these days: 𝗧𝗢𝗢 𝗠𝗨𝗖𝗛: Thinking of surgery as just a transaction. Using sales tactics to push products. Relying on an old school brochure to lead the conversation. Selling. 𝗡𝗢𝗧 𝗘𝗡𝗢𝗨𝗚𝗛: Considering yourself a consultative partner. Fostering informed decisions. Using digital content or videos. Understanding surgeons need to make the best decision for their patient, not your quota.

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Top 5 reasons I enjoy being a medical device broker. 👇 1. The ability connect surgeons with solutions that address their specific needs/wants. 👊 2. Not being beholden to a single company/product portfolio. 1️⃣, 2️⃣, 3️⃣, 4️⃣…. 3. Freedom to bring competitive solutions that offer cost reduction. 💰 4. Commission rates ⬆️ 5. Not being locked into a small/finite geography. 🗺️ ➤ Any other independents out there? ➤ What did I miss? #medicaldevicesales #orthopedics #repfreedom

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Is this your DSO? Snippet from an emerging DSO to me. Roughly how many employees do you have in your organization? 30 Pain points — what areas do you need the most help with right away? Our training — we need a system for standard annual compliance training., Our document compliance - we can't track everything on paper anymore!, Risk Management. We need to know what to do to be in compliance. Within a day Done Desk can put a state of the art platform to work for you and fix all of these problems for good. Now...go scale with knowledge and without paper binders. #DentalServiceOrganization #DSO #DentalIndustry #DentalPractice #DentalCompliance #DentalCare #DentalManagement #DentalInnovation #Dentistry #DentalProfessionals

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