Medical Device Sales: The Middle Man Between the “Closer” and the “Confident”
By Greg Daly, Medical Device Recruiting Professional
email Greg Daly Or call (815) 261-4403 x 113
Not all medical device sales positions are the same, just as, not all Sales Representatives are the same. Knowing the personality of possible candidates will help to accurately define which products they should be selling.
There are a variety of medical products that range from software, medical devices, capital equipment to pharmaceuticals. Every product requires a certain personality to sell. Below are some key personality traits to look for depending on the product.
- The Closer: When dealing with products such as software or services, individuals who possess a “killer instinct” tend to have a slight advantage. These Sales Representatives must relentlessly pursue the sale and be confident to deal with C-suite level executives who typically are the decision makers in sales such as these. They must be professional, prepared, straightforward and remain patient as the sales cycle for “big ticket” items tend to be long.
- The Confident: The Confident Sales Representatives are typically better at selling pharmaceuticals or consumable medical products. These sales require a great deal of education and knowledge to accurately inform the customer of the product. These Sales Representatives must build strong relationships, be trustworthy, friendly and not too aggressive or intrusive.
- The Middle Man: When handling products such as medical devices or distributor sales, the Sales Representatives needs to possess a combination of these traits. They must remain straightforward but still building a trusting relationship with the customer. The customer still needs to be educated so being knowledgeable and asking the right questions is imperative. In addition, being confident to do so with C-Suite level executives is critical.
Understanding the candidates’ personality will be vital in understanding what product they should be selling. Are they an aggressive, patient, confident seller? Are they a trustworthy, relationship builder? Or are they a combination? Ensuring you are bringing in the right type of Sales Representatives will help grow your business sales and profits.