The medtech industry is at an inflection point in its adoption of remote-sales and disruptive digital models. Top-perf companies are embracing hybrid sales and transforming their field sales forces in remote-sales organizations.
👉 𝗔 𝗴𝗿𝗼𝘄𝗶𝗻𝗴 𝗮𝗱𝗼𝗽𝘁𝗶𝗼𝗻.
Increased interest in hybrid sales within medtech companies is fueled mainly by an increased willingness of remote customers engagement with sales reps—a shift that began in the pandemic but, according to recent research, is likely to become permanent !
Companies could consider not only setting up a combination of remote and field channels for engagement but also tightly coordinating them to provide 𝘁𝗿𝘂𝗹𝘆 𝗼𝗺𝗻𝗶𝗰𝗵𝗮𝗻𝗻𝗲𝗹 𝗲𝗻𝗴𝗮𝗴𝗲𝗺𝗲𝗻𝘁 with clinical and nonclinical stakeholders
👉 𝗖𝗵𝗼𝗼𝘀𝗶𝗻𝗴 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗳𝗼𝗿𝗺𝗮𝘁 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗮𝘂𝗱𝗶𝗲𝗻𝗰𝗲.
Medtech is complex, and need to be evaluated extensively by healthcare providers and procurement professionals prior to purchase + Sales or Clinical field team often guide, train and educate for a proper use. There is no one size fits all approach to boost field sales with remote sales but multiple selling models to address specific customer behaviors and incorporate remote as part of an agile, responsive model.
Those major changes need to be considered when it comes to hiring future sales.
✅ proper upskill with digital tools, methods & practices
✅ proper commercial team structure
✅ proper combination of live practices – customer f2f – group trainings – digital assets
If you’d like to consider such hybrid sales configurations, we have exciting roles to offer.
