How to Use Medical Sales CRM Software to Achieve and Maintain Access to Healthcare Industry Clients
How many times have you heard a physician say, “Don’t ask me any questions, just tell me what you’ve got?” Increasingly, physician access is granted only to medical sales reps who offer real business value.
One of the greatest challenges in today’s medical sales is achieving and strengthening access to physicians and other medical industry decision-makers to present your products and services.
In this challenging medical sales environment, a few sales reps continue to maintain access, increasing sales and market share. What approaches are they taking? According to leading provider of medical industry sales consulting SGM, the three strategic steps taken by today’s successful medical industry sales reps are:
1) Medical sales reps must provide clinical and business value to physicians
2) Medical sales reps must possess a knowledge base that shows a deeper understanding of the business of healthcare
3) Medical sales reps must become “trusted advisors,” positioning their products at a much higher level and blocking their competitors
ISM’s highly-customized version of Salesforce.com’s industry-leading CRM software, Medical Sales CRM, provides the exact tools needed to help companies who sell in the medical field achieve these critical strategic advantages.
How Medical Sales CRM Software Improves Sales Rep Knowledge
Key trends taking place in the sales rep’s territory are instantly viewable through the home page of Medical Sales CRM software. Reps will immediately see broad metrics with simple drilldowns enabling them to quickly spot trends they need to take action on. Integrated with your mission-critical systems, Medical Sales CRM shows trends in the appropriate context for each account, interpreting the information for the sales rep, indicating which information is critical, and which information is less-critical, or not relevant.
Leveraging Mobile Tools for Instant Medical Sales Software Information Access
Fully-integrated with mobile tools like the iPad, ISM’s Medical Sales CRM software allows sales reps to present themselves as relevant subject-matter experts. Sales reps will instantly access information such as videos, spec sheets, brochures and other sales tools in the context of clinical conversations. Medical Sales CRM’s mobile tools dramatically reduce the time required for reps to become familiar with sales tools, enabling them to instantly provide answers to specific concerns and needs.
Dynamic tracking through Medical Sales CRM and its mobile tools enables sales reps to quickly track what tools and information they are successfully using with clinical providers, providing critical information about which tools are producing the greatest impact.