Sales Blog

If you’re a field salesperson, especially in the pharma or medtech industry, wondering how to build a thriving, long-term career - especially in an industry where access, margins, and competition are constantly shifting - you’ll want every insight from this conversation. In one of the best episodes of Outside Sales Talk, host Steve Benson sat down with medical sales veteran Mike Hayes - 30+ year field sales expert, podcast host of Get Hired in Medical Sales, and career coach who's worked with industry titans like Johnson & Johnson, Glaxo, Novartis, and Merck - and extracted pure Mike Hayes sales…

Stop me if you've heard this one before… your best rep's pitch meeting went over, so now they’re late to their next meeting and stuck in traffic, watching a $50,000 deal slip away. Why? They planned their route the way they navigate to brunch - by casually using their phone’s default routing app. Here's the uncomfortable truth: most field sales teams bleed money via bad routing. How? They treat optimized routes with multiple stops like an inconsequential option, not a competitive advantage. Sales route optimization separates quota-crushers from quota-missers. When they nail their routing, your reps will fit more…

Compensating field sales reps is uniquely challenging given the nature of the job. Territories vary dramatically. Travel time eats into selling hours. Pipelines swing based on seasons, distributor activity, and regional demand. And deal cycles often stretch longer than inside-sales motions. This guide breaks down how to build simple, motivating, and fair comp plans for field reps. Plans that reward the behaviors you need most: Territory coveragePipeline healthExpansionAnd, long-term account development But why listen to me? Well, in my role at QuotaPath and as a RevOps leader, I’ve helped hundreds of revenue leaders modernize their variable compensation over free…

If you’re in medtech sales management, medical device territory planning is the highest-leverage activity you can invest in this quarter. Don't believe me? Consider what optimized territory alignment consistently delivers for medical device teams:  15% higher sales objective achievements57% increase in prospect meetingsIncrease relevant data collection by 14% On the flip side, 2 - 5% of revenue disappears every year due to poor rep-to-territory match and alignment. Here's the truth: medical device sales reps operate in one of the most complex selling environments in the B2B space. They navigate hospital systems, coordinate with OR schedules, and build long-term relationships…