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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Don’t Let Potential Sales Go to Waste

Posted by Andy Kach on February 2, 2016

Every year in the U.S., the average family wastes more than 1,000 pounds of food, according to National Geographic—food that could provide sustenance, and that represents wasted money for cash-strapped U.S. consumers. Surprisingly, the same thing is happening in the medical device space. We’re leaving more and more opportunity on the table.


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Sales Force Targeting: On Beyond Bed Counts and ‘Blunt Instruments’

Posted by Tobi Laczkowski on January 15, 2016

In previous posts, we’ve touched on the topic of segmentation and we’ve discussed some different levels of segmentation, such as account-level versus personnel-level. Of course, you can drill down even further. Some medtech companies primarily focus on quantitative account metrics, such as bed count, patient volume and procedure mix. Others look to dimensions such as integrated delivery network and group purchasing organization affiliations, academic credentials, etc.


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You Say Segment, I Say Segment: Do We Mean the Same Thing?

Posted by Tobi Laczkowski on October 13, 2015

Two guys walk into a bar. They know each other. In fact, they are both leaders at a prominent medical products company headquartered nearby. Mark is a marketing VP, Sal is a sales VP. They strike up a conversation about the new product launching soon.


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