One of my favorite things about my job as Vice President of Sales and Marketing at ConMed is the opportunity I have to watch our leaders grow, develop, and become more successful with each passing year. That is why I enjoy these interview blog posts so much—I am proud of each and every one of our hardworking leaders at ConMed. Enjoy this week’s post about another notable employee—and be inspired on your own journey to success!
This employee has been a steady top performer by outworking her competition and overcoming every obstacle thrown her way. In fact, her efforts earned her Q1 Altrus quota achievement. This leader’s work ethic, organization, ability to coach surgeons and OR staff, and attention to post-sell factors are keys to her success. She does an excellent job of pitching, educating, and following up with everyone involved in her sales process. Her ability to gain access to the operating room and get in front of surgeons puts her in a selling position all day, every day.
This manager always finds a reason to be back in the operating room to grow new business and protect her current business. She pays attention to the details, has a plan every day, does an incredible job executing her plan, and is always ready for the curveballs and changeups thrown at her throughout the day.
Read on for this leader’s insights into building a successful career in medical sales:
What do you need to love in order to succeed in selling Altrus (or medical sales in general)? What is an indication that someone would not enjoy a medical sales position?
If you love a constant challenge and have the ability to think on your toes, then you will love medical sales. If you hate rejection or back down when you hear the word “no,” then you will not like this position.
Have you ever had a surgeon that, at the beginning, was completely disinterested in your product but is now a big believer? What changed that surgeon’s mind? How did you get through to him or her?
As we all know, surgeons are very busy, hardworking individuals. So, in most cases, meeting with a sales rep is not their first priority. When it comes to learning about new technology, surgeons tend to back away, because admitting they have issues with their current device will lead to change. Most of my Altrus champions gave me pushback at first, but once they learned about our differentiating technology and used it in their cases, things changed. There were several steps in between the initial meeting and the actual procedure in which they used Altrus that made them realize why our device is superior to the others on the market.
Most importantly, coaching surgeons and having open dialogue during procedures is key. If you take the time to “coach” surgeons on how to use a new device, the positive results will follow. Also, make sure your surgeons are not looking for a “one and done” trial. With anything that’s new, it takes a couple of times before the comfort level is there—so the agreement to do multiple procedures is crucial.
What has been your most exciting moment in the OR?
The most exciting moment in the OR comes when the surgeon makes the decision to covert to Altrus for their procedures after using a competitive device for several years. It is exciting for me to hear from the surgeons and OR staff that our device makes their jobs easier and procedure times faster.
What has been your most challenging moment in the OR?
The most challenging moments for me happen when things do not go as planned. We all go into procedures hoping the case will go smoothly and the doctor will agree to use our device going forward, but that does not always happen. The real challenge comes when the surgeon switches to the competitive device halfway through the case and does not give an in-depth reason as to why he or she made that decision. This is when relationship building beforehand comes into play so the surgeons feel comfortable having those tough conversations with you.
How important is goal setting to your success? How do you go about determining your goals and achieving them?
Goal setting is extremely important. If you have no overview of what you want to achieve, there is no end result to look forward to. Reaching a certain goal is rewarding, but exceeding our expectations is even greater. The goals we set for ourselves should be far superior to the goals set by our company.
How do you handle adversity in the field when things don’t go your way?
I keep my head up and stay positive. Dwelling on the negative will only make a tough situation more complicated. I plan for whatever obstacles may come my way by strategizing beforehand. In times of adversity, it is important to remain calm and have a positive attitude because negativity will only make the situation worse. Positive results can be the outcome of adverse situations if you plan properly. If you can be the person who converts an adverse situation to a positive one, it builds your credibility as a rep.
How do you plan your day? How far in advance do you plan?
I usually plan my schedule two weeks in advance based on surgery schedules and the needs in my territory. With that being said, my schedule is always changing. I focus on spending as much time as I can in the OR because that’s where my targets are spending most of their time. I always have my Altrus kit ready with meat, handpieces, and an energy source so I am prepared to do a demonstration at any time, whether in the OR or at a surgeon’s office during clinic. I use my itinerary and my P&R as a road map to fulfill the plan I have in place for my territory.
What is your best advice for a brand new salesperson?
Always maintain a positive attitude and take the proper steps you feel will make you successful. Sometimes a strategy that worked for another rep might not work for you, so take advice from others and then make it your own. Be proactive. Don’t wait until training to learn about the products and solutions you can offer to customers. Study your product line and know your market backwards and forwards. You need to be “the expert” on the product line you are selling. Listen to your surgeons and the dialogue that takes place during surgery. Never make assumptions regarding how a surgeon feels about a product—ask for honest feedback.
Great interview with a great rep. A lot of people talk about relationship building in sales. A strong customer relationship is more than being friendly with your customers. It means having a relationship that is strong enough to withstand challenges and differences of opinion. This rep understands that.
This sounds an awful like a few previous posts. Has this person made their number q2&q3 or just q1?
This person did hit their Q2 as well.