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Best Practice Database
Sales Leadership » Sales Force Effectiveness
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To meet the challenges posed by the consolidation and increasing leverage of provider networks, medical device sales professionals are adopting an approach that demonstrates value to a wide range of customers.
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 sales models, strategies, span of control, sales structure, key support roles and KPIs that medical device companies are currently utilizing.
Sales leaders can use this study to understand how leading medical device and diagnostic companies deploy 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; and single-product sales forces vs. value-selling sales forces
Clinical specialists play key support role for value-selling field force:
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.