Achieving sales excellence in Medical Devices

Huthwaite International is a world-leading sales and negotiation training provider and behaviour change specialist. With a long history of providing sales excellence for Medical Devices organisations worldwide, we have a deep insight and understanding into the challenges facing the most senior sales professionals operating in the field.

Much of this knowledge is distilled in a recent European-wide benchmarking study of more than 300 senior Medical Device sales leaders, which explores the pressures, challenges and strategic imperatives facing them now and in the future.

The findings offer a genuinely new perspective for those operating in the sector, with key themes and trends identified which impact sales excellence for Medical devices companies including:

• Existing selling techniques are not as effective as they once were
• Sales leaders are increasingly embracing new, creative commercial models in order to succeed
• Future growth will come from NPD and business innovation
• There is a clear correlation between profit, and having a systematic approach to selling and negotiating.

In tandem with that report, this paper focuses on the practical solutions and techniques that sales leaders can adopt to successfully address the sales challenges our research identified.

This paper contributes to a future-proof roadmap for sales leaders and their organisations, allowing them to not only succeed, but flourish in the highly competitive field of sales excellence for Medical Device.

Why the need for a future-proof approach?

With so much at stake, choosing the sales training methodology is of paramount importance. This is especially so when we consider the benefits of getting it right; those Medical Device companies with a systematic approach to sales and negotiation are likely to have experienced 25.5% more growth than those without, in the last financial year – as identified in our own research.

Clearly then, with the rapidly accelerating pace of change, driven by increased market competition, Far East innovation and increasingly complex technologies, adopting a future-proofed approach has never been more important for those sales leaders serious about achieving sales excellence for Medical Devices.

A key consideration is therefore the need for the chosen methodology to be rigorous and validated in the behaviours it teaches, as well as the delivery mechanisms used to embed the new skills and facilitate sustainable behaviour change.

A sales methodology that is not built on these two foundations is far more likely to become redundant as the market shifts and new styles of selling come and go. This is not only detrimental to the ROI of the training intervention, which by its nature depends on sustainable outcomes, but could be catastrophic for overall company performance.

To continue reading download our free Whitepaper.