How to Achieve and Maintain Your Competitive Advantage in Medical Industry Sales
The Chinese symbol for “crisis” illustrates today’s volatile medical industry sales environment perfectly. This symbol is comprised of two separate characters: one means danger, and the other means opportunity. Leading medical sales strategy consultant SGM’s Tom Stovall and Dustin Grainger say that “a key to growth (or even survival) . . . is to take a position that is less vulnerable to attack from your competition–your competitive advantage.”
The three components of using medical sales CRM software to achieve a competitive advantage in the medical sales industry are:
- Providing medical sales reps with a deeper understanding of the business of healthcare and the medical industry
- Enabling sales reps to position their products at a much higher level, establishing themselves as “trusted advisors” able to block competitors who fail to provide healthcare business value
- Enabling sales reps to focus on the right customer and the right frequency of contact to achieve success
How will your company and its sales reps achieve these objectives? ISM’s highly-customized Medical Sales CRM software, based on industry-leading Salesforce.com’s platform, is specifically designed to enable medical sales reps to achieve the three objectives that are essential for growth and success.
Key Medical Sales CRM Software Tools and Functionality
Medical Sales CRM software helps sales reps easily see key trends that are taking place in their territory. Medical Sales CRM’s landing page shows medical industry trend metrics with simple drilldowns, enabling reps to quickly identify trends that will help them position themselves for success.
Medical Sales CRM software’s territory management and intelligent routing tools enable sales reps to dramatically increase the amount of productive time they are able to spend in their territory by organizing routes based on specific criteria, enabling sales reps and support staff to seamlessly and quickly align sales efforts. The data provided by Medical Sales CRM is interpretive, enabling reps to quickly focus on factors that require their attention, and confidently disregard the non-critical factors that don’t.
Mobile Medical Sales CRM Capacity
A fully-integrated suite of mobile medical sales tools in Medical Sales CRM software enables reps to utilize mobile devices including the iPad to access sales tools and brochures quickly and easily in the context of clinical conversations. Medical Sales CRM’s mobile capacity dramatically reduces the time required for reps to become familiar with their sales tools. Mobile sales tools will instantly show physicians the answer for their specific concerns and needs regarding medical products and services.