Improving the Sales Force Requires More Than Just Throwing Money at the Problem

Posted by Tobi Laczkowski on February 16, 2016

There’s a great scene in The Wolf of Wall Street in which the sleazy main character ends a meeting with FBI agents by tossing hundred-dollar bills at them. Predictably enough, the tactic fails to register. It’s a neat depiction of how throwing money at a problem—literally, in this case—won’t make the problem go away.


>
Read More

How to Arm Your Front Line for Success

Posted by Matt Scheitlin on January 28, 2016

“The most critical role in any sales organization is the first-line manager.” I know you’ve heard that before. In fact, it has been the rallying cry in the new sales force effectiveness wave that the medtech industry has been surfing for the past few years.


>
Read More

SFE: If You Build It, Effectiveness Will Come ... How to Make Sure

Posted by Matt Scheitlin on October 20, 2015

Sales force effectiveness (SFE). Sales force efficiency (SFE). Sales force excellence (SFE). Customer excellence (CE). Commercial excellence (CE). Etc.

Whatever we call it, a recent trend in the medical industry has been a shift in focus from expansion to efficiency. No longer can we afford to employ the philosophy of “growth through resourcing.” Instead, the focus is now on driving efficiency and effectiveness in the commercial teams that already exist within an organization. This is seen most starkly in sales organizations. With spend on sales teams totaling up to 10% to 30% of commercial costs, it only makes sense that we ask, can the sales organization do more without adding head count?


>
Read More