How to Reduce the Cost of Sales Without Impacting Revenue

Posted by Andy Kach on October 24, 2017

Internal profit pressures are sending medtech companies in search of ways to reduce their cost of sales. In most cases, medical device prices are dropping alongside revenue because of two factors: Providers are negotiating stronger contract positions and using or stocking medical devices more efficiently. To maintain the same level of profitability, many medical device firms are considering or testing out lower-cost sales deployment options to reach the same level of success that field sales teams have achieved in the past.


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Is Your Sales Force Deployment Consistently Aligned With Your Priorities?

Posted by Maria Kliatchko on March 9, 2017


How you allocate and align one of your most costly and precious resources—the sales force—can make or break your company’s success. Continuous alignment is a process by which a company continues to optimize coverage of key accounts by keeping its sales force assigned to the right customers. It helps ensure that those with the most potential get the best and most experienced reps to service them despite personnel attrition, customer preferences and changes in the marketplace. Yet some medtech companies today have limited alignment capabilities and expertise. Most alignments are done at a geographical level, with all accounts in a territory going to the same rep or team of reps. Many update their sales force alignments only once a quarter, and some use rudimentary tools like Excel or a very basic, inflexible, hard-to-support homegrown system.


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