Tuesday, November 20, 2007

New ConMed Linvatec Website

Last week, a new ConMed Linvatec website was released. The theme of the site is "A World of Solutions". This reflects the broad array of products the ConMed family of companies offer, as well as our global reach. Linvatec products are sold extensively in many countries internationally, including the UK, Canada, Brazil, and Korea just to name a few.

The Linvatec portion of the site includes details on our three main product lines, Arthroscopy, Endoscopy and Powered Instruments, plus Fracture Fixation. In some cases we hire reps who are responsible for the entire line, but we have also begun hiring reps with a specialty focus on just one of the main lines.

We are beginning to explore ways we might enhance the Employment portion of the website. Right now, it is little more than a list of benefits and jobs. My hope is that we will be able to include much more in-depth information about what it's like to work for Linvatec, including profiles and videos of some of our employees and sales reps.

If there is information that you would like to see added to our employment page, please let me know by commenting below!

Thursday, November 8, 2007

Linked In

If you haven't yet discovered Linked In, you might consider joining up. It is the professional equivalent of Facebook or MySpace: networking for professionals, without the pictures of last weekend's misdeeds.

Since joining Linked In a couple of years ago, I've seen it grow exponentially. Through Linked In, you can create a free profile which indicates your availability for possible career opportunities, expertise requests and references. You can also "get recommendations" from colleagues for your past performance.

If you are already a member, or decide to join Linked In, I would love to connect. Please "add me to your network." You'll have to indicate the nature of our connection. I suggest choosing "other" . You then be prompted to enter my e-mail address, which is... LMcCallister@Linvatec.com

You can find my profile at

Wednesday, November 7, 2007

Essential Skills Checklist

What skills must you master in order to succeed in medical device sales?

I should preface my answer by explaining that most medical device companies focus heavily on product knowledge during the training process. For many reasons, including the fact that the medical device industry is regulated by the FDA, it's crucial for reps to thoroughly understand their products when making suggestions in the operating room.

Since training resources are focused on product knowledge, most medical device companies do not train reps intensively on the fundamentals of the sales process. Reps are expected to come with that knowledge and experience already under their belts.

Here's the list of essential sales skills one needs to succeed.

1. Prospecting- cold calling, getting past the gatekeeper, knowing what questions to ask, finding the decision maker
2. Profiling or Blueprinting Accounts- a systematic way of taking the relevant information gathered (such as competitor products used, budget cycle, details about business or practice) and organizing it into a useful format, and then putting this information to use when targeting and following-up with accounts
3. Pipeline- developing one, tracking deals in process, projecting when and how many deals might close
4. Needs assessment- probing, uncovering pain and buying motivation
5. Closing- different types of closing techniques, handling objections
6. Presentation Skills- developing a targeted, polished presentation

Please feel free to add to the list.