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Best Practice Database
Sales Leadership » Sales Force Effectiveness
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To meet the challenges posed by a changing marketplace, medical device sales groups are shifting to a sales approach that centers around demonstrating value to different customer types.
Best Practices, LLC undertook benchmarking research to help medical device companies improve field sales performance through the use of a “value selling” approach. In particular, this study benchmarks the training approaches and key skill sets needed for field sales representatives to succeed in selling valuable solutions across complex medical device product portfolios.
Sales leaders can use this study to understand how leading medical device and diagnostic companies hire, educate and train their sales representatives to maximize field call effectiveness and meet customer needs.
This study contains two segments: Large companies and small to mid-sized companies; single-product sales forces vs. value-selling sales forces
Best Practices, LLC engaged 24 leaders from 20 medical device companies through a benchmarking survey. Almost half of participants work at the director level or above. Qualitative insights were also captured from 6 field interviews with sales executives.