Helping Medical Device and Disruptive Technology Organizations Build Talented Sales Teams // Executive Recruiter @ Career Search International
Ok, so you are 3-8 yrs in your medical sales career at a well known company and thriving, but you’re wondering - is this really it? Don’t fret! There is more out there! While you have been busy representing your well established company, there are countless other small companies in your space trying to innovate and establish themselves. This is the world of disruptive technology. Selling new and disruptive technology is really exciting. It is also really challenging. For a lot of medical sales representatives, getting the surgeon to us your product is the end of the sales process. For some others, what’s required is covering the cases, providing clinical expertise, and working in an up-sell here or there. For the disruptive seller, getting the surgeon to use the product and supporting their cases is really just the tip of the ice berg. Disruptive selling requires a lot more. You need to educate the market. You need to CREATE the market. Nothing is established and nothing is coming in the door on it’s own. This means selling the concept to the referring physician community, not just the users. It means educating the general patient population via marketing and education events. It means creating pathways towards reimbursement/payment, and sometimes that means offering a lot of up front work for free to establish proof of concept and true partnership. It means gathering feedback constantly from patients and providers so the product can improve. It means walking into facilities where no one knows who you are or what you do. It means at least all this and usually a bit more depending on your specialty and setting. And disruptive sellers are supposed to do all this without all the resources and support of a big budget organization. Disruptive selling is the ENTIRE sales process. It is grueling, full of setbacks and challenges, and often thankless. But it is also the way forward. It’s how every established technology started, and it’s how the world becomes a better place. It also might be the career jolt you’ve been looking for. #MedicalSales #DisruptiveTechnology #SalesCareers
