Medical Sales SalesForce4Hire® provides custom sales solutions for companies seeking to enter or expand into the Health Care, Life Sciences and Medical Device marketplaces. More than just a standard, off-the-shelf “outsourced sales” organization, our philosophy is one of “shared risk, shared reward” with our clients. We collaborate with our partnering companies to identify the best sales channel for their product, we build a custom sales engine that quickly accelerates sales and revenue while minimizing financial and HR risk, and we manage all aspects of the project, freeing you and your team to focus on the core proficiencies of your organization. For nearly eight years, SalesForce4Hire has brought a succession of products into the health care arena. Companies typically enter the medical sales field once for the first time. SalesForce4Hire does this on a continuous basis. We’d like to share some of the lessons learned regarding medical sales during this time. First and foremost, medical sales require an accurate understanding of the health care purchasing environment. The clinician that uses a medical device is not necessarily the clinician that purchases a medical device. Medical sales requires a deep understanding of the decision making process. Second, medical sales must deliver value. This can be somewhat obscured, especially in the acute care segment. It is not unusual for the consumer of a medial product to be disconnected by the part of the hospital that incurs the cost or savings the medical sale represents. Safety syringes is a great example. Companies rushed to introduce safety syringes to the acute care marketplace but have found challenges in finding traction. Why? The part of the hospital that incurs the cost of an accidental needle stick isn’t necessarily the same part of the hospital buying syringes. So an increase of ten cents per syringe for a safety device hits one part of the hospital budget and doesn’t necessarily benefit the other. The key here is understanding that all medical sales must improve patient outcomes while lowering operational costs in the part of the organization making the decision to purchase said device. Third, medical sales must become a standard of care in order to ensure long-term traction in the marketplace. This requires more than simply deploying a sales force and chasing sales. A professional standards strategy needs to be in place that complements medical sales. Standard of care status ensures reimbursement from both Medicaid/Medicare and the major insurance companies. Without reimbursement, medical sales will never secure long-term traction in the marketplace. Finally, medical sales must appeal in some way, shape, or form to the clinician making the decision to complete the purchase. Whether that is in utility, patient outcome, increased patient turnover, or measurable costs savings, medical sales must deliver a measurable value to the person making the purchase. SalesForce4Hire is a highly evolutionary company that is always interested in speaking with accomplished sales, business development, customer support, and marketing professionals with expertise in Health Care, Life Science, or Medical Device markets. Our involvement with emerging companies at various stages of their life cycle requires a continuing investment of highly differentiated, dynamic talent. If you are interested in exploring new career horizons in a fast-paced, entrepreneurial environment that fosters creative thinking and rewards execution and contribution, please contact us. Related Articles Company Sales Sales Management