Field Sales Productivity Blog

How To Be A Successful Medical Device Sales Executive

By Shivya from Toolyt
March 15, 2021

The medical Device Industry is the exclusive industry, where it is not the consumer but the influencer who is been motivated and persuaded for sales. The turbulent Medical Device Sales are changing every day so also the challenge for Medical Device Sales executives.

The World over, the medical device industry is mainly driven by the rising aging population, people suffering from chronic diseases, trauma, and accident cases. In developing countries, the scenario is thriving due to the increase in the spending capacity of the middle classes.

Doctors along with the new inventions and technology are striving hard to improve the lives of the patients.

Modern Medical Device Sales Executives are dissimilar from the sales folks of other industries, they are exceptional caliber professionals. Their job demands them to play multi-roles and do multi-tasking. To define in a nutshell, they are part healthcare specialists, well trained in the devices they sell, part lobbyists to push their products, and full-time sales executives.

Apart from their regular sales, they have to take make presentations to medical institutions, organize conferences and trips to the medical fraternity. Should be well versed with the device and keep track of latest the progression in clinical research. To keep apprised with any changes in national policies and regulations concerning your line of products.

There are numerous challenges faced by Medical Device Sales Executives in acquiring sales.

The Challenge To Reach The Decision Makers

In some health institutions and hospitals, it is not the Doctors who decide on purchasing the medical devices. The onus of purchasing the devices lies in hospital administrators and other non-medical trustees. The prime task of the Sales Executive is to identify the right decision-makers and ideal purchasers for your product. Ultimately persuade them to purchase your products.

Doctors and Surgeons - Severe Access Restriction

Sales Executives face severe access restrictions and short selling time with the Doctors and Surgeons. You should ascertain which Doctors have purchasing authority and which Doctors can influence the purchasing process of the organization.

Surgeon’s influence in hospital purchasing decisions is most vital for the organization and the patients. In places where Doctors and Surgeons’ participation are not there in purchasing, the physicians’ willingness to adapt to the new technology will be slow. In such cases, even the poor patient outcome is blamed on the devices bought without their consent.

Medical Device Training For Hospital Staff

You should schedule the training for device operating persons and the physicians. Many a time the training will be a perpetual process, as there might be attrition and accretion in the staff.

Occasionally during complicated procedures, some Surgeons insist on having the Medical Device Sales Executives besides them because of their in-depth knowledge of the device. This practice is prevailing in many countries.

After Sales Customer Support

Whensoever there are any technical issues and breakdowns, usually, sales executives are contacted, in spite of having access to regular customer care and technical support teams. Executives have to ensure that issues are resolved in the least possible time.

Service Reminders

To reduce the product rejection scenario, usually, reps take additional burdens of PMC and AMC.

Latest Developments

The medical device industry faces challenges from different corners. They have to adhere to the local rules, regulations, and dictum s of health insurers. Any changes in these areas will trigger an avalanche of amendments in the purchasing and procurement of devices.

Toolyt The App Exclusively Designed For Medical Executives

Toolyt is designed keeping in mind the difficulties and challenges faced by the Medical Device Sales Executives.

Toolyt insightfully identifies the ideal purchasers and market for your product. It analyzes which Doctors influence the market, their preferred channel of communication. It directs your reps to receptive Doctors and Surgeons.

It facilitates the seamless handover of customers to the Maintenance Department with complete device details and stored locations.

Real-time and relevant feedback is generated and sent to the pre-assigned back-office members. Automatically generates breakage and stock report of the distributors.

It has the option for Doctors and Patient Interaction.

It automatically reminds you of the PMC and AMC schedules. It guides in error-less purchase order filing to reduce the complaints and returns.

Intrinsic automated generation and distribution of various reports to the management and the sales staff.

It schedules the training for the device operating persons and physicians. It automatically sends a reminder to everyone concerned before the sessions.

Sample and gift management reports are generated as per the requirement.