CHAPEL HILL, N.C., Nov. 21, 2017 /PRNewswire/ -- To meet the challenges of an evolving marketplace marked by consolidationand the increasing power of payers and provider networks, medical device sales organizations are shifting to a sales approach that demonstrates value to a wide range of customers.
For some medical device companies seeking to improve field sales
As one study participant, a vice president of sales, put it: "Price is important…but it is not really a game you want to play because if you win on price today, you will eventually lose on price tomorrow."
"Medical Device Sales Excellence: Training Field Professional to Deliver Value-Based Solutions to Today's Customers" provides quantitative and qualitative insights around this emerging issue. In particular, this study provides benchmarks on the sales models, strategies, span of control, sales structure, key support roles and KPIs for measuring performance of the overall sales organization. It also provides insights into the training approaches and key skill sets needed for field sales representatives to succeed in selling valuable solutions across complex medical device product portfolios.
Topics addressed in this new study include:
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.
Best Practices engaged 24 leaders from 20 medical device companies through an online benchmarking survey. Qualitative insights were also captured from six field interviews with sales executives.
Download a complimentary report summary at: http://www.best-in-class.com/rr1474.htm.
ABOUT BEST PRACTICES, LLC
Best Practices, LLC is a leading benchmarking, consulting and advisory services firm serving biopharmaceutical and medical device companies worldwide. Best Practices, LLC's clients include all the top 10 and 48 of the top 50 global healthcare companies. The firm conducts primary research and consulting using its comprehensive proprietary benchmarking tools and analysis. The operational insights, findings and analysis form the basis for our Benchmarking Reports, databases and advisory services to support executives in commercial and R&D operations.
View original content:http://www.prnewswire.com/news-releases/new-report-explores-how-medical-device-industry-can-utilize-a-value-selling-approach-to-survive-in-the-emerging-sales-landscape-300560471.html
SOURCE Best Practices, LLC
Subscribe to our Free Newsletters!
Sleep disorders are collectively known as ''Somnipathy.'' There are over 70 different medically ...
Unintended pregnancies are very common these days, and so one in about four pregnant women go for ...
Dizziness is a feeling of being faint or unsteady whereas Vertigo is a feeling that you or your ...View All