Sales staff need a myriad of skills to successfully carry out their roles. When you’re hiring for your medical device firm, these ten skills should be on your checklist as you’re working through a shortlist of candidates.
It goes without saying that communication is important for sales staff. From conversing on email through to chatting in person, you need someone who is comfortable with communication through different mediums and with a variety of people, from the director of a medical trust through to the professionals that will be using the medical device.
2. Rapport building
All sales positions require an element of trust and rapport building, but in the medical sectors it’s vital. Medical devices are judged on their quality and usefulness, it’s something that needs to be conveyed by the sales team and requires trust. Some professionals have an innate ability to create an instant connection.
An individual might be great at delivering a sales pitch but if they’re not in tune with the customers, they’ll often fail to meet expectations. You need a sales employee that’s able to read people and understand the best way to sell to them, responding accordingly to their comments and actions.
4. Digital savvy
Traditional sales might focus on face-to-face meetings, but digital channels mean you have a far greater audience to reach. Choosing a sales rep that understands digital marketing, such as social media, can help you really boost your sales. Having digital savvy sales staff also means you can encompass additional roles into the position, such as updating contact databases.
5. Establishing trust
Trust is critical in the medical device sector, where there’s a lot of competition. You need a rep that’s trustworthy to not only get potential customers interested in your products in the first place but for them to also have faith in what you’re selling.
6. Product knowledge
Any sales team needs to be able to retain critical information about the products or services they’re selling, it’s no different for medical devices. It’s essential for the medical industry, where potential clients are likely to have specific questions and demand specifications.
7. Industry understanding
On top of the product knowledge, your sales team need to have an understanding of how it fits into the wider industry. They should be able to explain the benefits investing in your products have.
8. Demo skills
Not all medical devices will be demonstrated to each prospect, but demo skills are still important. It shows that your sales team is confident and gives your potential customers a chance to get to grips with your items.
9. Closing techniques
Getting people excited about innovative medical products that have the potential to save money, add value to patients, or better use resources isn’t the hard part – getting prospects to close the deal is. Techniques that encourage more customers to agree on a deal are, therefore, a vital skill.
10. Relationship management
The relationship between your sales member and customer shouldn’t stop when a deal has been made. You want sales employees that are able to effectively manage long-term relationships, improving your customer experience and giving you further opportunities to resell.
Josh Levine is a MedTech industry expert and Head of Medical Device Recruitment at Templeton Parker.
Contact Josh: Josh@templetonparker.com
Templeton Parker is a newly launched specialist London based executive search company that does things differently, aiming to help MedTech businesses embrace a proactive mindset to talent acquisition.
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