Medical Supplies » Sales http://chapmandesigns.net Discussing about how to choose the best medical supplies for our life... Fri, 13 Apr 2012 18:19:23 +0000 en hourly 1 http://wordpress.org/?v=3.3.1 Before You Hire Medical Sales Reps: Review Your Current Team http://chapmandesigns.net/96/before-you-hire-medical-sales-reps-review-your-current-team/ http://chapmandesigns.net/96/before-you-hire-medical-sales-reps-review-your-current-team/#comments Wed, 14 Oct 2009 14:15:41 +0000 admin http://chapmandesigns.net/96/before-you-hire-medical-sales-reps-review-your-current-team/ Are you hiring sales reps for medical sales, laboratory sales, clinical diagnostics, imaging sales, medical device sales, biotech sales, pathology sales, surgical supplies sales, hospital equipment sales, pharmaceutical sales, or other healthcare sales?  Your first step should be to review your current team:  What works in your sales reps and what doesn’t?  Then you can make a hiring decision that’s based on past results of what works in your company and be more confident in your choice.

Let’s be honest:  Most sales managers are so busy that they hire on auto pilot.  (Not that it doesn’t sometimes work for you.)  But if you’re the kind of manager who makes decisions based on what has yielded the best results (and in this case, that means hiring candidates who are similar to your best-performing salespeople), then you need to review your team.  You can do this as an overview, or you can use formal assessments.  What do you look for?   Experience, tenure, degree, personality profile, sales productivity, or other qualities important to the success of your team. 

For example, one of my clients recently asked me to provide candidates for an open position.  My question for him was:  “Based on your experience, what would you say your ‘best fit’ best performer background is?”

After some thought, he gave me this information:

All four profiles have performed at or above plan for the client.

When I pressed the manager for further insights, he said “You know, in the past we haven’t been able to get much sales experience in a range of 50-60K base plus 30 comp.  And the technical person (#4) who wanted to make a transition did do very well, but the ones with sales experience ramped up faster by at least 3 months.” 

I have found similar patterns in other managers who ask for candidates like #4, but who always move forward with candidates who have sales experience.  (With new clients, I start out sending both.)  When I discover this pattern, I point it out to the manager and then stop sending those candidates–in this case, the technical sales rep wannabes who aren’t making the cut. 

See?  My recruiting was based on past results.  Once you’ve narrowed your search criteria, the whole process becomes faster, more efficient, and more productive.

Just some food for thought…

Read more...

No related posts. Related posts brought to you by Yet Another Related Posts Plugin. No related posts. Related posts brought to you by Yet Another Related Posts Plugin.]]> Are you hiring sales reps for medical sales, laboratory sales, clinical diagnostics, imaging sales, medical device sales, biotech sales, pathology sales, surgical supplies sales, hospital equipment sales, pharmaceutical sales, or other healthcare sales?  Your first step should be to review your current team:  What works in your sales reps and what doesn’t?  Then you can make a hiring decision that’s based on past results of what works in your company and be more confident in your choice.

Let’s be honest:  Most sales managers are so busy that they hire on auto pilot.  (Not that it doesn’t sometimes work for you.)  But if you’re the kind of manager who makes decisions based on what has yielded the best results (and in this case, that means hiring candidates who are similar to your best-performing salespeople), then you need to review your team.  You can do this as an overview, or you can use formal assessments.  What do you look for?   Experience, tenure, degree, personality profile, sales productivity, or other qualities important to the success of your team. 

For example, one of my clients recently asked me to provide candidates for an open position.  My question for him was:  “Based on your experience, what would you say your ‘best fit’ best performer background is?”

After some thought, he gave me this information:

All four profiles have performed at or above plan for the client.

When I pressed the manager for further insights, he said “You know, in the past we haven’t been able to get much sales experience in a range of 50-60K base plus 30 comp.  And the technical person (#4) who wanted to make a transition did do very well, but the ones with sales experience ramped up faster by at least 3 months.” 

I have found similar patterns in other managers who ask for candidates like #4, but who always move forward with candidates who have sales experience.  (With new clients, I start out sending both.)  When I discover this pattern, I point it out to the manager and then stop sending those candidates–in this case, the technical sales rep wannabes who aren’t making the cut. 

See?  My recruiting was based on past results.  Once you’ve narrowed your search criteria, the whole process becomes faster, more efficient, and more productive.

Just some food for thought…

Read more...

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]]> http://chapmandesigns.net/96/before-you-hire-medical-sales-reps-review-your-current-team/feed/ 0 Finding Success in Medical Sales Jobs http://chapmandesigns.net/108/finding-success-in-medical-sales-jobs/ http://chapmandesigns.net/108/finding-success-in-medical-sales-jobs/#comments Tue, 29 Sep 2009 08:42:09 +0000 admin http://chapmandesigns.net/108/finding-success-in-medical-sales-jobs/ The medical sales field is one of the more lucrative and rewarding for new graduates in the UK. Medical sales jobs involve going to consumers, medical professionals, and facilities to sell them on new products to help them deal with medical issues. Wheel chairs, dialysis machines, and patient beds are only a few of the products offered by medical supply companies. Graduates may overlook medical sales jobs but those who enter the field find a nice mixture of financial and intrinsic reward. Medical sales professionals earn a solid wage and commission while knowing that the products they sell will help out hundreds and thousands of people. Read more...

No related posts. Related posts brought to you by Yet Another Related Posts Plugin. No related posts. Related posts brought to you by Yet Another Related Posts Plugin.]]> The medical sales field is one of the more lucrative and rewarding for new graduates in the UK. Medical sales jobs involve going to consumers, medical professionals, and facilities to sell them on new products to help them deal with medical issues. Wheel chairs, dialysis machines, and patient beds are only a few of the products offered by medical supply companies. Graduates may overlook medical sales jobs but those who enter the field find a nice mixture of financial and intrinsic reward. Medical sales professionals earn a solid wage and commission while knowing that the products they sell will help out hundreds and thousands of people. Read more...

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]]> http://chapmandesigns.net/108/finding-success-in-medical-sales-jobs/feed/ 0 Impact of Credit Crunch on Medical Sales Jobs http://chapmandesigns.net/85/impact-of-credit-crunch-on-medical-sales-jobs/ http://chapmandesigns.net/85/impact-of-credit-crunch-on-medical-sales-jobs/#comments Fri, 11 Sep 2009 18:13:34 +0000 admin http://chapmandesigns.net/85/impact-of-credit-crunch-on-medical-sales-jobs/ Anyone who has been seeking for work over the last few years can attest to the fact that positions in the medical career field have continued to be in demand and may have actually grown over the years. Nurses, medical technicians, physicians assistants and other qualified healthcare positions are posted all over job search sites, classified ads, and recruited heavily from within. When looking at the span of positions available and what jobs will continue to be recession proof medical careers are easily spotted as a smart, safe, and financially sound career move. However, little information is given to careers in other parts of the healthcare industry such as the medical sales sector. Given the information we know about the economy and medical careers this is also an industry that could be considered recession proof.

For instant, during hard economic times we see an influx of people actually using hospitals, clinics, and doctor’s offices more frequently. Whether this is due to the fact that people do not have the extra cash to eat better, splurge gym memberships, or the overall stress that a recession adds on, causes increased medical problems, we don’t know. However, past recessions show us that healthcare industries tend to thrive during an economic downturn. This means hospitals and clinics are more likely to spend money on equipment and new technology to compensate for the increase in demand on their staff and supplies. The more people they service the higher the demand for medical supplies is.

Hospitals and clinics are not the only companies who tend to spend money during an economic recession. Businesses also tend to market themselves more due to increased competition for consumer’s business. This is another way that medical sales vacancies tend to be recession proof. Sales positions are one way that businesses can save and make money during a recession. Since most sales positions are a combination of salaried and commission positions, businesses can lower salary but give higher commissions. This allows them to pay great sales people top dollar without taking a substancial risk. Since during recessions businesses tend to spend more money on marketing, and also tend to offer competitive prices to beat out other businesses in the industry, sales jobs tend to be more recession proof than other positions. Also, because the company is spending money to promote itself, sales positions tend to have better capture rate because you have corporate marketing as well as individual sales helping to promote your product.

Recession proof jobs are hard to find, but medical sales could prove to be a lucrative career during a period of economic downturn. Sales people with experience and a proven track record may have their pick of positions since businesses tend to expand their sales teams during economic recessions. These jobs may have slightly lower salaries but usually come with bigger commissions and often even sign on bonuses. As hospitals are spending more money on supplies due to increase in demand, taking higher commissions may even work out in the favor of the medical sales professional.

Read more...

No related posts. Related posts brought to you by Yet Another Related Posts Plugin. No related posts. Related posts brought to you by Yet Another Related Posts Plugin.]]> Anyone who has been seeking for work over the last few years can attest to the fact that positions in the medical career field have continued to be in demand and may have actually grown over the years. Nurses, medical technicians, physicians assistants and other qualified healthcare positions are posted all over job search sites, classified ads, and recruited heavily from within. When looking at the span of positions available and what jobs will continue to be recession proof medical careers are easily spotted as a smart, safe, and financially sound career move. However, little information is given to careers in other parts of the healthcare industry such as the medical sales sector. Given the information we know about the economy and medical careers this is also an industry that could be considered recession proof.

For instant, during hard economic times we see an influx of people actually using hospitals, clinics, and doctor’s offices more frequently. Whether this is due to the fact that people do not have the extra cash to eat better, splurge gym memberships, or the overall stress that a recession adds on, causes increased medical problems, we don’t know. However, past recessions show us that healthcare industries tend to thrive during an economic downturn. This means hospitals and clinics are more likely to spend money on equipment and new technology to compensate for the increase in demand on their staff and supplies. The more people they service the higher the demand for medical supplies is.

Hospitals and clinics are not the only companies who tend to spend money during an economic recession. Businesses also tend to market themselves more due to increased competition for consumer’s business. This is another way that medical sales vacancies tend to be recession proof. Sales positions are one way that businesses can save and make money during a recession. Since most sales positions are a combination of salaried and commission positions, businesses can lower salary but give higher commissions. This allows them to pay great sales people top dollar without taking a substancial risk. Since during recessions businesses tend to spend more money on marketing, and also tend to offer competitive prices to beat out other businesses in the industry, sales jobs tend to be more recession proof than other positions. Also, because the company is spending money to promote itself, sales positions tend to have better capture rate because you have corporate marketing as well as individual sales helping to promote your product.

Recession proof jobs are hard to find, but medical sales could prove to be a lucrative career during a period of economic downturn. Sales people with experience and a proven track record may have their pick of positions since businesses tend to expand their sales teams during economic recessions. These jobs may have slightly lower salaries but usually come with bigger commissions and often even sign on bonuses. As hospitals are spending more money on supplies due to increase in demand, taking higher commissions may even work out in the favor of the medical sales professional.

Read more...

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]]> http://chapmandesigns.net/85/impact-of-credit-crunch-on-medical-sales-jobs/feed/ 0 Advancing in the Medical Sales Field Through Recruitment http://chapmandesigns.net/70/advancing-in-the-medical-sales-field-through-recruitment/ http://chapmandesigns.net/70/advancing-in-the-medical-sales-field-through-recruitment/#comments Wed, 15 Jul 2009 21:48:37 +0000 admin http://chapmandesigns.net/70/advancing-in-the-medical-sales-field-through-recruitment/ One of the hardest fields to advance within in the United Kingdom is medical sales. Medical sales professionals face a number of competing stresses that create barriers to advancement to management or executive positions. The influx of university graduates on an annual basis means there is a lot of pressure from entry level workers for a small number of advancement opportunities. As well, competition among colleagues makes it difficult for medical sales professionals to be successful in their job while trying to impress their managers. Finally, the competition among medical supply and pharmaceutical companies has increased. This means high pressure and expectations from the executive office. Read more...

No related posts. Related posts brought to you by Yet Another Related Posts Plugin. No related posts. Related posts brought to you by Yet Another Related Posts Plugin.]]> One of the hardest fields to advance within in the United Kingdom is medical sales. Medical sales professionals face a number of competing stresses that create barriers to advancement to management or executive positions. The influx of university graduates on an annual basis means there is a lot of pressure from entry level workers for a small number of advancement opportunities. As well, competition among colleagues makes it difficult for medical sales professionals to be successful in their job while trying to impress their managers. Finally, the competition among medical supply and pharmaceutical companies has increased. This means high pressure and expectations from the executive office. Read more...

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]]> http://chapmandesigns.net/70/advancing-in-the-medical-sales-field-through-recruitment/feed/ 0 Utilising Medical Sales Recruitment http://chapmandesigns.net/60/utilising-medical-sales-recruitment/ http://chapmandesigns.net/60/utilising-medical-sales-recruitment/#comments Thu, 25 Jun 2009 18:59:25 +0000 admin http://chapmandesigns.net/60/utilising-medical-sales-recruitment/ The medical supply sales field in the UK is one of the most consistent fields of entry for new graduates. Graduates of UK universities are often recruited directly by these companies at job fairs and open houses. Medical supply sales companies work hard to recruit talented, enthusiastic, and committed graduates to fill their ranks as field representatives and graduate trainees. Many graduates buy into these positions wholeheartedly, either as a real commitment to the field or a stepping stone to other sales or medical field positions. However, the discerning graduate should not commit so fully medical sales recruiters; rather, they should understand how to use medical sales recruitment to fulfill their professional needs. Read more...

No related posts. Related posts brought to you by Yet Another Related Posts Plugin. No related posts. Related posts brought to you by Yet Another Related Posts Plugin.]]> The medical supply sales field in the UK is one of the most consistent fields of entry for new graduates. Graduates of UK universities are often recruited directly by these companies at job fairs and open houses. Medical supply sales companies work hard to recruit talented, enthusiastic, and committed graduates to fill their ranks as field representatives and graduate trainees. Many graduates buy into these positions wholeheartedly, either as a real commitment to the field or a stepping stone to other sales or medical field positions. However, the discerning graduate should not commit so fully medical sales recruiters; rather, they should understand how to use medical sales recruitment to fulfill their professional needs. Read more...

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]]> http://chapmandesigns.net/60/utilising-medical-sales-recruitment/feed/ 0 Personalising Your Pitch in Medical Sales Jobs http://chapmandesigns.net/59/personalising-your-pitch-in-medical-sales-jobs/ http://chapmandesigns.net/59/personalising-your-pitch-in-medical-sales-jobs/#comments Tue, 23 Jun 2009 07:48:48 +0000 admin http://chapmandesigns.net/59/personalising-your-pitch-in-medical-sales-jobs/ It is important for medical sales professionals to make their products and services seem personalised for each customer. Every consumer has encountered the indecipherable language on a bottle of prescription pills and other medical supplies. A medical sales professional needs to act as a translator between the client and the product in order to increase sales. You can eliminate the mystery involved in medical sales in a few simple steps beginning with your first sale. Read more...

No related posts. Related posts brought to you by Yet Another Related Posts Plugin. No related posts. Related posts brought to you by Yet Another Related Posts Plugin.]]> It is important for medical sales professionals to make their products and services seem personalised for each customer. Every consumer has encountered the indecipherable language on a bottle of prescription pills and other medical supplies. A medical sales professional needs to act as a translator between the client and the product in order to increase sales. You can eliminate the mystery involved in medical sales in a few simple steps beginning with your first sale. Read more...

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]]> http://chapmandesigns.net/59/personalising-your-pitch-in-medical-sales-jobs/feed/ 0 Gaining Experience in Medical Sales Jobs http://chapmandesigns.net/57/gaining-experience-in-medical-sales-jobs/ http://chapmandesigns.net/57/gaining-experience-in-medical-sales-jobs/#comments Fri, 19 Jun 2009 05:12:32 +0000 admin http://chapmandesigns.net/57/gaining-experience-in-medical-sales-jobs/ Medical supply and pharmaceutical companies share a lot of the same criteria in hiring young professionals and graduates for their open positions. These companies require an inquiring mind because there is a lot of information that needs to be assimilated into a simple sales pitch. Medical sales people need to be good at speaking with a diverse group of people and feel comfortable answering questions or speaking on behalf of a company. Finally, the companies in question often look for younger sales professionals who are eager to build a career in one industry and with one company. Read more...

No related posts. Related posts brought to you by Yet Another Related Posts Plugin. No related posts. Related posts brought to you by Yet Another Related Posts Plugin.]]> Medical supply and pharmaceutical companies share a lot of the same criteria in hiring young professionals and graduates for their open positions. These companies require an inquiring mind because there is a lot of information that needs to be assimilated into a simple sales pitch. Medical sales people need to be good at speaking with a diverse group of people and feel comfortable answering questions or speaking on behalf of a company. Finally, the companies in question often look for younger sales professionals who are eager to build a career in one industry and with one company. Read more...

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]]> http://chapmandesigns.net/57/gaining-experience-in-medical-sales-jobs/feed/ 0 Rising Through the Ranks in Medical Sales Jobs http://chapmandesigns.net/54/rising-through-the-ranks-in-medical-sales-jobs/ http://chapmandesigns.net/54/rising-through-the-ranks-in-medical-sales-jobs/#comments Tue, 14 Apr 2009 11:47:47 +0000 admin http://chapmandesigns.net/54/rising-through-the-ranks-in-medical-sales-jobs/ Medical supply and pharmaceutical companies in the United Kingdom have been expanding their corporate structures to meet the diverse needs of their clients. Part of this expansion has been increased investment in research programmes meant to ensure the best possible products for consumers. Another part of this expansion has been the widening and deepening of the corporate employment structure in order to facilitate new needs. Sales, accounting, human resources, and supply chain departments, among others, have been expanded to meet the needs of a globalised clientele. While this means a stronger corporate structure for UK companies, it means more jobs available to medical sales professionals. Read more...

No related posts. Related posts brought to you by Yet Another Related Posts Plugin. No related posts. Related posts brought to you by Yet Another Related Posts Plugin.]]> Medical supply and pharmaceutical companies in the United Kingdom have been expanding their corporate structures to meet the diverse needs of their clients. Part of this expansion has been increased investment in research programmes meant to ensure the best possible products for consumers. Another part of this expansion has been the widening and deepening of the corporate employment structure in order to facilitate new needs. Sales, accounting, human resources, and supply chain departments, among others, have been expanded to meet the needs of a globalised clientele. While this means a stronger corporate structure for UK companies, it means more jobs available to medical sales professionals. Read more...

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]]> http://chapmandesigns.net/54/rising-through-the-ranks-in-medical-sales-jobs/feed/ 0 Career In Medical Supply Sales http://chapmandesigns.net/30/career-in-medical-supply-sales/ http://chapmandesigns.net/30/career-in-medical-supply-sales/#comments Wed, 25 Feb 2009 22:37:49 +0000 admin http://chapmandesigns.net/30/career-in-medical-supply-sales/ The high demand for individuals to fill jobs in the medical field is not brought about by new job opportunities.
The demand is actually just fueled by the need for excellent health care services needed by a growing and prospering population.
Truth of the matter is, there are no new career offerings in the medical field. There are just more opportunities available now for well established jobs in the medical field and one such example are medical supply sales careers.
Medical supply sales careers are not a new thing. In fact these types of jobs have been present for a long time. The most common type of medical supply sales job is that of the medical representative.
A medical sales representative is employed by a pharmaceutical company and it is these sales reps job to call on physicians and pay them visits to give them free samples of the drugs that the pharmaceutical company carries.
Medical sales representatives are employed by pharmaceutical companies as a means to deliver targeted marketing to physicians who have the power to prescribe these medications to their patients. This way, pharmaceutical companies can push the sales of their products through the doctors that prescribe them to the patients that need them.
This type of sales tactic is especially successful for marketing and pushing the sales of prescription drugs. This is because mass marketing of prescription drugs is not possible and the best way to push sales of these is by targeting the physicians that can choose to prescribe them to their patients.
Getting into this type of job is especially promising, lucrative and satisfying for those who have an inclination for sales. If you don’t have any sales experience or you’re not sure if a career in sales is for you, don’t despair. A medical supply sales career may still be for you.
Sales people possess excellent communications skills focused on the ability to persuade and convince others into a desired action. In the case of the medical representative of a pharmaceutical company, the sales person needs to convince the physician to choose their type of medication over the rest.
To do this, the sales rep needs very good relationship building and management skills. Most medicines in the same category have the same attributes and efficacy so sometimes, it really all boils down to the skill of the medical rep to sell his products effectively.
Given this, particularly good medical sales reps are compensated very well through actual financial perks but also through fringe benefits like a good service car and vacation and leisure packages. This is why many people consider getting into this type of job and decide to stay and advance in their careers here.
These days though, sales careers in medicine are not only confined to sales reps from different pharmaceutical companies trying to sell different prescription and non-prescription drugs to physicians.
Medical supply sales careers are more encompassing than that these days as different outfits need more and more individuals to join their dynamic workforce to help push the trial and sales of different medical supplies to different health care facilities.
Medical supply sales careers are now not only offered by pharmaceutical companies but by different medical and health care companies that have good products to sell through targeted sales tactics.

Read more...

No related posts. Related posts brought to you by Yet Another Related Posts Plugin. No related posts. Related posts brought to you by Yet Another Related Posts Plugin.]]> The high demand for individuals to fill jobs in the medical field is not brought about by new job opportunities.
The demand is actually just fueled by the need for excellent health care services needed by a growing and prospering population.
Truth of the matter is, there are no new career offerings in the medical field. There are just more opportunities available now for well established jobs in the medical field and one such example are medical supply sales careers.
Medical supply sales careers are not a new thing. In fact these types of jobs have been present for a long time. The most common type of medical supply sales job is that of the medical representative.
A medical sales representative is employed by a pharmaceutical company and it is these sales reps job to call on physicians and pay them visits to give them free samples of the drugs that the pharmaceutical company carries.
Medical sales representatives are employed by pharmaceutical companies as a means to deliver targeted marketing to physicians who have the power to prescribe these medications to their patients. This way, pharmaceutical companies can push the sales of their products through the doctors that prescribe them to the patients that need them.
This type of sales tactic is especially successful for marketing and pushing the sales of prescription drugs. This is because mass marketing of prescription drugs is not possible and the best way to push sales of these is by targeting the physicians that can choose to prescribe them to their patients.
Getting into this type of job is especially promising, lucrative and satisfying for those who have an inclination for sales. If you don’t have any sales experience or you’re not sure if a career in sales is for you, don’t despair. A medical supply sales career may still be for you.
Sales people possess excellent communications skills focused on the ability to persuade and convince others into a desired action. In the case of the medical representative of a pharmaceutical company, the sales person needs to convince the physician to choose their type of medication over the rest.
To do this, the sales rep needs very good relationship building and management skills. Most medicines in the same category have the same attributes and efficacy so sometimes, it really all boils down to the skill of the medical rep to sell his products effectively.
Given this, particularly good medical sales reps are compensated very well through actual financial perks but also through fringe benefits like a good service car and vacation and leisure packages. This is why many people consider getting into this type of job and decide to stay and advance in their careers here.
These days though, sales careers in medicine are not only confined to sales reps from different pharmaceutical companies trying to sell different prescription and non-prescription drugs to physicians.
Medical supply sales careers are more encompassing than that these days as different outfits need more and more individuals to join their dynamic workforce to help push the trial and sales of different medical supplies to different health care facilities.
Medical supply sales careers are now not only offered by pharmaceutical companies but by different medical and health care companies that have good products to sell through targeted sales tactics.

Read more...

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