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The global medical device industry was worth $348 billion in 2013 and is expected to grow even more in 2014. Respiratory equipment, catheters, patient monitoring and dental equipment are by far the largest categories of medical devices that are expected to grow as new products are introduced in 2013 which include stents, catheters and meshes. Many companies are also growing by acquisition and now their reps need to cut through the marketing noise, get through to the physician, provide more value, and respond to the RFP in a timely fashion.

The road to revenue growth is directly dependent on the performance of the sales team, and there is nothing like revving up the sales team than doing so with the right technology.

When was the last time you used Google to self-diagnose a medical issue? The dangers of self-diagnosis are numerous. When you self-diagnose, you assume that you can fully understand what is going on in your body, but most people cannot. By doing this, people may miss a larger diagnosis, deeming a single symptom as the full diagnosis.

Targeted messages, personalized content and more effective sales calls are just some of the benefits of sales enablement. When sales reps use sales enabling tools to communicate with HCPs, they are better prepared for the face-to-face interaction as well as the follow-up stages. When meeting with a HCP, a sales enablement platform works to enable Sales to create more effective and personalized presentations which elicit a positive purchase decision from customers. 

When things go wrong and sales opportunities don’t materialize, you might jump to berate your salespeople, especially if the buyer dropped out after speaking with them. You resentfully ask the sales team if they’re up to date on your flurry of e-mails filled with case studies, or if they aren’t properly using your new and improved sales portal? You shake them, thinking you’ve given them every sales enablement tool they could possibly need, and you begin to wonder if maybe they’re just ignoring you. You bury your head, sigh, and think about hiring a new sales team. Maybe you have a group of duds?

Instead of assuming your salespeople are failing you, explore the idea that maybe you are failing your salespeople. Your salespeople are in the trenches of conversation with your potential customers. They’re working hard to make a sale, and if they are not using your current sales enablement solutions to do that, it’s probably for a good reason. The tools probably aren’t useful to them. They would know! If your reps are ignoring your new and improved portal in favor of outdated slides and data sheets, the portal that you are providing them is probably not as engaging as you thought.