Sudhanshu Bhatnagar co-wrote this blog post with Brian Chapman. It was originally published in The MedTech Strategist “Best of the Best 2016-2017 Special Edition” in September 2017.
After Michael Phelps won his 23rd Olympic gold medal in Rio de Janeiro last year, social media was rife with infographics on how his anatomy and size (height, wingspan and, falsely, even his “double” lung capacity) destined him to be a great swimmer. Yes, he’s tall, but so are his competitors. Such incomplete descriptions fail to mention that his skill, technique, methodical training and dedication to goals are what set him apart.
This article was originally published in the April 16, 2016 issue of The MedTech Strategist.
When we think of an inside sales team, often we have a mental picture of a master “phone jockey” bartering with an account in Idaho or Alaska, where it doesn’t make financial sense to send a field rep. That inside sales rep has full responsibility of that account and many others that fall into the category of “too small to visit in person.” There is a lot of value in finding ways to cover these types of accounts, but I’m not convinced that covering the lowest-value accounts is the best—or only—way to use an inside sales team.