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…
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…
Every industry and persona is different, but understanding how to sell to doctors takes particular nuance. When your target market - doctors, nurse practitioners, and PAs - put patient care first, success hinges on blending medical expertise with current digital realities: Like telehealth use in over 40% of visits and AI being adopted by healthcare orgs at 2.2x the rate of the rest of the economy. This guide, drawn from interviews with a primary care physician (who sees at least five reps a week!), a pharma specialist, an orthopedic device pro, and an animal health sales rep, distills timeless…
Wolf Cola, a regional beverage company, has been performing consistent and fair sales territory alignment for years - a lead comes in, that lead goes to Rep A. The next time a lead comes in, it is given to Rep B. The next lead goes to Rep C, and so on and so forth in a round-robin leads distribution process, safely logged in the related spreadsheet. Frank’s Fluids, a rival beverage company, also feel that they have a good handle on sales territory planning - they have four sales reps, each covering one of the four quadrants of the…
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…
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…
Every industry and persona is different, but understanding how to sell to doctors takes particular nuance. When your target market - doctors, nurse practitioners, and PAs - put patient care first, success hinges on blending medical expertise with current digital realities: Like telehealth use in over 40% of visits and AI being adopted by healthcare orgs at 2.2x the rate of the rest of the economy. This guide, drawn from interviews with a primary care physician (who sees at least five reps a week!), a pharma specialist, an orthopedic device pro, and an animal health sales rep, distills timeless…
Wolf Cola, a regional beverage company, has been performing consistent and fair sales territory alignment for years - a lead comes in, that lead goes to Rep A. The next time a lead comes in, it is given to Rep B. The next lead goes to Rep C, and so on and so forth in a round-robin leads distribution process, safely logged in the related spreadsheet. Frank’s Fluids, a rival beverage company, also feel that they have a good handle on sales territory planning - they have four sales reps, each covering one of the four quadrants of the…
