Navigating the Dotted Line: How to Make Complex Sales Team Structures Work

Posted by Pete Masloski on January 18, 2017


The traditional field selling role has evolved from what once was a group of autonomous individual contribu­tors to teams working in a coordinated fashion with a variety of stakeholders. For example, there now are more key account managers calling on IDNs, and also more specialized support roles such as reimbursement special­ists, clinical specialists, telesales and medical science liaisons. Obviously, this evolution comes with growing pains, but those pains can be allevi­ated with the right team structure and the appropriate operating capability.


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Are The Best Salespeople All You Need To Be Successful?

Posted by Will Randall on November 30, 2016


Recently, I was talking to a sales leader about his plans for 2017 and what his team needs to do in order to meet next year’s aggressive forecasts. About 18 months ago, the company put a significant amount of effort into hiring the best salespeople in the industry as they built a high-performing sales team and geared up for a major product launch. I asked the sales leader what direction he was setting for his team in order to drive execution next year. He said: “These are the best salespeople in the industry; they don’t need me telling them how to do it. They should go and figure it out themselves.”


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Sales vs. Marketing: Relieving the Tension to Create a Successful Product Launch

Posted by Andy Kach on August 18, 2015

At most companies, natural tension exists between sales and marketing. That can be a positive as it drives additional value and critical thinking, but the two groups still have to work very collaboratively in general—and particularly to execute a successful product launch. One of the biggest challenges I have seen in launching a med device product (as referenced in my colleague Brian's last post) is when these two groups work in silos or different directions prior to a product launch. The expectation always exists that the two groups will come together to put out the right messages and promotions to the intended audience, but when little collaboration exists, it can lead to poor results and ultimately to counterproductive finger pointing when things don’t go to plan


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The Case for Case Coverage: Old-School Waste of Resources or Irreplaceable Barrier to New Entrants?

Posted by Brian Chapman on April 20, 2015

Implantable medical device companies are fascinating and frustrating. In many cases, we see mature companies with good product margins but outsize selling costs well above 15% of sales. It is a labor-intensive endeavor to make and distribute medical devices, apparently requiring hordes of well-dressed career salespeople and fleets of company cars. This army of hardworking men and women spend their days driving, parking and dressing in green to cover surgical cases.


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