By John Crowder, VP, Healthcare Practice
When it comes to sales, medical device teams are capable of so much more
Over the past several years, we’ve seen a tremendous number of providers transition to customer-facing roles in medical devices. As technology advances and more specialized tools become available, clinicians can speak effectively about the use of these solutions in a way that lay people can’t. After all, they’ve been in the customer’s shoes.
They bring the talent, experience and access needed to the table. And these individuals are positioned to contribute tremendous value, to both customers and their employers.
But there’s one big problem: Many of them hate selling!
In some organizations, clinical providers already comprise up to 65% to 75% of their customer-facing field teams. These organizations are quickly learning that traditional training plus product knowledge often results in their clinical teams acting m…