An Insider’s Perspective on Inside Sales and Virtual Coverage with West Corporation’s Franny Goolsby

Posted by Andy Kach on May 2, 2019

As the healthcare landscape changes, every player in the healthcare ecosystem is looking to reduce costs. One area that device manufacturers have been considering lately with renewed interest is virtual coverage. Virtual coverage can mean anything from inside sales reps selling over the phone to telehealth support through video coverage.


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Musings From the ADA: Medtech Needs to Balance Health and Happiness in Diabetes

Posted by Andy Kach on June 15, 2017

I just came back from my first American Diabetes Association Scientific Sessions event, held June 9-13 in San Diego, and there were a number of surprising revelations about the medical device industry’s role in diabetes treatment. 


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How Much Do You Trust Your Sales Reps?

Posted by Andy Kach on February 14, 2017

For as long as there have been sales reps, sales leaders have questioned how much they can trust information coming from those reps. It’s a sad state of affairs that many companies don’t trust their sales reps to provide data that’s accurate enough for the organization to act on. The truth is that some reps will provide false information to help themselves, particularly when it can be linked back to incentive compensation. While a few bad apples give the industry a bad reputation, it’s much more important to remember that most reps are trustworthy and have information that can be extremely valuable to the organization.


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The Real Story Behind the Cubs' World Series Victory: Long-Term Strategic Planning

Posted by Andy Kach on November 17, 2016


Have you heard enough about the Chicago Cubs winning the World Series for the first time in 108 years? As a devoted lifelong Cubs fan, I sure haven’t, but I promise not to dwell on that for those who have had enough Cubs enthusiasm over the past few weeks. What I really want to talk about is how the Cubs positioned themselves to be able to realistically go after the pennant in the first place.


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Four Keys to Building the Business Planning Capabilities That First-Line Sales Managers Need

Posted by Andy Kach on November 4, 2016


I’m currently going through construction on my house and while I really like my general contractor, it blows my mind that I have no idea what’s happening on a day-to-day or week-to-week basis—and it often seems like he doesn’t, either. I’ve had weeks where nobody has shown up to work on my house and then other weeks where I’m tripping over people.


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