Field Sales Productivity Blog

How Can Sales Specialization Increase Sales of Medical Device Industry

By Shivya from Toolyt
March 30, 2021

The health care industry is the only industry where it is not the consumer but the influencer who has to be motivated and persuaded for sales. An influencer in this scenario is a sophisticated target audience comprises of Doctors, Surgeons, Healthcare professionals, and decision-makers of the Health Institutions. Sales specialization plays a major role even in industries analogous to healthcare.

As a practice companies conglomerate and array the different buying points into a single platform but in Medical Device Industry the perspective is exceptionally different. Here the influencer is the common buying point for different products. It is ambivalent and polemic, should a single Sales Rep handle multiple products, alternatively should there be different salespersons for different products.

The Sales Specialization The Challenge In Healthcare Industry

At times adventitiously, the general salespersons act as part-time salesman. In the Medical Device Industry, sales are prospected individually but have to be executed as a team. A lead cannot be executed without the right team and players.

In this futuristic age of the Internet and technology, information on any subject is easily available on-line. The buyers have become more sagacious and prudent than the sellers. In such an arduous milieu, better to have specialized salespeople with compendious knowledge of the product.

Even the management is also conclusive that salespeople focusing and doing fewer things, do it better. Maybe due to multitasking, they might not be able to get the desired results. When salespeople are focused on one area, they become experts.

In-depth Knowledge Of Medical Devices & The Areas To Be Used

With the perpetual transformation in the medical field, incorporation of the latest technology, the medical device industry has metamorphosed substantially. It has evolved from a mass-market into a target market. Doctors are now more focused on diseases, treatment, and state-of-art devices.

Doctors expect the sales rep to be knowledgeable about the product they sell. To match the doctor's expectations, the sales rep should change and become more focused.

Doctors are unable to spare more time to Medical Reps. Decision-makers are having less credence about the information industry provides. Myriad circumstances and factors have increased the expectations of the salespersons. They can no longer be just showing the brochure, a visual presentation, and some key messages to sell.

Must understand the doctor’s objectives of disease and treatment. Sales pitches and presentations should synchronize with the products and services. A deeper understanding of the disease and healthcare should match with the Doctor’s procedures.

It’s Doctors Choice

Some Doctors are open to meet the sales rep and some are not. It is rare to find a doctor who is willing to meet more sales representatives.

In fact, Doctors look forward to meeting reps who are erudite and well-informed in their products. An expert medical device sales rep can act as an adviser to the doctor during surgery and emergencies. The salesperson’s specification and expertise with a particular product will be beneficial to the doctors and become a trust-building concept

Sales Specialisation In Sports Medicine

Doctors treating sports injuries have undergone special training, and the same parameters apply even for the sales reps. Even they should have special training to know the diverse array of innovative products. Should learn about the hospital protocol and operating room etiquette. Should be able to master the wide vocabulary of sports medicine terminology.

Balancing specialization and complexity is critical in capturing market share in the health care industry.

The new generation of medical device industry sales reps should function like true business-to-business sales professionals. They have to manage relationships with purchasing organization and keep connected with the sales process. So by specializing, you’re actually doing customers a favor.

Sales Specialisation An In-depth Study

Toolyt with the presence in more than 20 countries and serving industries across different segments, with empirical sales experience, can help you in Medical Device Sales.

People who know the hospital protocol and operating room etiquette better can give you actionable insights to capture the healthcare market.

Toolyt as leaders in Automated SalesForce Solutions can make your sales process easy and seamless. It can automate the sales tasks and synchronize them with the healthcare industry. This user-friendly mobile app is always with you when you need it most.

Toolyt is an extension of a CRM system suitable for the Healthcare industry. Intrinsic alerts and reports to the Management will give the prevision of the industry, happenings, and preparedness for better sales strategy. It can be integrated with any existing system you are using at present.

Toolyt gives a divine meaning to the sales team, it is not just sending emails and messages, it is far beyond that. Being a part of Toolyt is the first step towards success.