Medtech reps are trying to keep a dozen balls in the air at any given time.
Usually they’re managing a slew of particulars, requirements, and requests from different manufacturers who, I’m sorry to say it, all want it their way.
We get it. We all want things to work well, and we all need everyone on our team to cooperate in order to solve problems and work efficiently. Still, there has to be a give and take because, as a conduit of your success, your reps always have the option to sell for someone else.
Consider what you ask of your field sales team, and what they report back to you. Do they tell you your operation is frustrating? Do they complain of never having what they need? Do they tell you your software is hard to use, or convoluted? Or maybe they’re wondering why you’re still doing everything on paper?
If you’re not getting these insights, have you asked? If not, why not?
We believe you should look at your reps like your customers, with a relationship to manage. That means YOU need to deliver value to THEM, beyond just commissions.
When you’re selecting a tool that you’re planning to make your sales force use every day as the intermediary for your inventory and your sales, you need to be sure it’s going to work.
What I mean here is, you want to make sure your reps are actually going to use it! And the best way to ensure that is to make sure you’re giving them something they actually want to use.
If you are truly going to have inventory visibility, then inventory movement will have to be logged and kept up to date. If you are going to streamline your case management and reduce billing cycles, cases will have to be entered correctly and efficiently. All of that comes down to your users actually using your tools.
What better way to make sure they use a tool, than by giving them a tool they like. A tool that makes their job easier. A tool that is easier to use than than the multitude of other tools on the market.
Listen to what your reps have to say; they are the engine that drives your business. You need them to want to focus on your product, and they won’t do that if they hate your process every step of the way.
Interested in what field teams have to say about using Beacon? Check out a case study from one of our distributors!
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