The Upside

The Perfect Ride-Along

2010-03-29T22:40:00.000-06:00

Today I spoke with a candidate who went on a ride-along last week as part of the interview process. From the way he described it to me, I think it may have been the perfect ride-along. He got to see a good rep in action and four surgeries in one day of the same product.

Here are a few things he shared with me about his experience:

1. Although product was the same for all four cases (actually it was our new SRS system, so more than a single item), every surgery was different. In fact, he said the anatomy of each patient's shoulder appeared different, probably in part due to the individual variations of the injuries, but also because no one's anatomy is "textbook".

2. Because of these differences, each surgical procedure was unique. Each case called for some variation in the technique and instruments used for the repairs.

3. The rep played a crucial role in having different instruments and solutions ready for the surgeon and his team. The candidate commented that the rep "seemed part of the (surgical) team".

The reason I think it may have been a perfect ride-along, is because his observations highlight the learning curve inherent in becoming a successful surgical implant rep. He saw just how much surgical technique can vary from case to case, and how important it is for a rep to be on their game. Developing this level of skill as a sales rep takes study, dedication and what I like to call "time in the saddle". Being able to problem-solve in the operating room, while remaining confident and calm, is the hallmark of a seasoned rep who is an asset to his or her customers.

New Careers Website

2010-03-23T21:40:00.000-06:00

ConMed Linvatec has launched a new careers website. Sales positions are highlighted through a series of videos of sales representatives sharing their personal perspectives on working for the company.

Another great part of the website is the page on Community Action. There is a long tradition of the company and employees giving back to the community.

More On 30-60-90 plans From Peggy McKee

2010-03-14T22:46:00.001-06:00

Peggy writes a terrific blog call the Medical Sales Recruiter at http://www.phcconsulting.com/WordPress/

She has written quite a few posts on 30-60-90 day plans. She too thinks doing your homework to create a detailed 30-60-90 plan is a good idea. If you want to good laugh, watch her video: "This is not your daddy's job search."

30-60-90 day plans, as a Work In Progress

2010-03-12T20:18:00.003-07:00

Many of the managers I work with like to see 30-60-90 day plans. It gives them a sense of how you would go about developing yourself and your territory. Such a plan also conveys your professionalism and seriousness.

Many of the plans that candidates create are too vague and superficial. (Guess what- we know you will go to training if selected.) Such basic items should be included but they do not a meaty, serious, substantial 30-60-90 day plan make.

In the better plans I have seen, candidates dig in and do some real world research. For example:

1. Names of major hospitals in the territory

2. Key contacts at these hospitals- there is usually good information to be found on the hospital's websites

3. Profile a few key doctors- again the hospital website might be a good starting point, and then google up some additional information

4. Incorporate key products into your plan- how will you increase market share? who is the competition?

5. What is your gameplan for developing your territory- as in specific actionable items by week or month

I know, I know. You don't really know the products or the company or the territory just yet... but why not give it your best shot? If this is truly the job you want, why wait to start learning and investing in your own success?

Think of it as a Work In Progress. As you move through the interview process, you will learn more about the job. Refine your plan as you go along. Ask the hiring manager some pertinent questions to develop it further. If it seems appropriate, you might even ask a rep or manager to review it and give you feedback. By your final interview, you will have a roadmap for when you start in your new territory... hit the ground running, and become Rookie of the Year- right?

Developing and refining a 30-60-90 day plan is a great way to demonstrate your serious, professional commitment to success.

Help for Haiti

2010-02-26T19:53:00.004-07:00

This past Tuesday, my sister left on a medical mission to Haiti. She is the one who is an ER nurse.

She arrived at the St. Damien's Hospital for Children and pitched her tent on the roof of the guest house. She has described difficult conditions and the valiant efforts to bring some order to the chaos. She has assisted a surgical team, started IV's and helped out in the adult clinic. Yesterday, she helped bury the bodies of 40 children and adults with Father Rick from St. Damien's.

As a result of the earthquake, there were many traumatic injuries resulting in broken bones and amputations. Father Rick describes the situation in a letter to Operation USA.

"After weeks of frenetic activity, we are returning to a state of equilibrium. Our hospital had become a trauma MASH unit, as had all other medical centers in Port au Prince that are still standing. We were able to offer about 30 surgeries a day at four sites (two in our hospital, one on our hospital grounds in a tent, and one at the St. Camillus Hospital, which we staffed for the emergency.) Many of these, sadly, were amputations – sometimes two for the same adult or child.   

To give an idea of the size of the problem, it is likely there are about 20,000 people now who have been amputated or who have orthopedic hardware screwed through their skin to the bone. Port au Prince has about 20 Haitian orthopedic surgeons, and visiting teams to Haiti will soon leave. All 20,000 need to be followed closely for removal of hardware, control of infection, reevaluation of the amputation, and of course for artificial limbs and rehabilitation. Obviously 20 surgeons will not be able to handle this load. We have worked closely with the St. Camillus Hospital so as to return our St. Damien Hospital to a pediatric center and to have a growing center for adults at St. Camillus. We hope together to be able to keep good tabs on the patients we have operated on, and hope to be able to provide well for them in the future.   "

I watched a few videos about St. Damien's. The level of poverty and hardship, even before the earthquake, was stunning. It is evident that Haiti's recovery from the earthquake will be difficult and require a lot of continued outside assistance.

National Sales Meeting or Pneumonia?

2010-02-24T21:38:00.006-07:00

I apparently chose pneumonia.

I thought it was the flu. When I could not get out of bed long enough to pack my bags for my trip to Orlando for Linvatec's National Sales Meeting, I had to cancel my flight.

Two days later, despite lots of Gatorade and Tylenol, I spent most of Saturday knotted in a fetal position on my couch, feverish and sweating. My sister, who is a nurse in the emergency department of Denver's level one trauma hospital, checked in on me throughout the day while she was working. I texted details of my symptoms to her and she consulted with her colleagues.

Finally, she called and said, "You've done everything you can for yourself. I don't think it's unreasonable for you to go to the emergency room." I didn't want to, but I had to admit I wasn't getting any better after 3 days. Probably worse.

When I arrived at the local hospital, the nurse in triage asked me a series of questions and took my pulse. It was the same hospital that Raquel and I had visited last summer, in fact. As I drooped in my chair, the nurse called back to the ER. I heard her tell someone I was tachycardic and she deemed me a "yellow".

Tacychardia was one of the new medical terms I picked up while at the hospital. It meant my heart was racing; in my case, at about 130 beats per minute.

In short order, she escorted me down the hall and coaxed me toward a wheelchair. "It's no trouble, really," she said. Pride was rather useless at that point, so I sank into the chair. She whisked me back to a room in the ER, where a doctor and nurse teamed up to evaluate my condition.

Some questions, tests and an x-ray or two later, they told me I had pneumonia. I was also told that my white blood count was through the roof.

The doctor showed me a cloudy mass in my right lung on the x-ray. "That should not be there," she said. "You are not exactly circling the drain, but my nurse tells me he thinks you are looking rather puny. I don't contradict my staff. I think we should at least keep you overnight for observation."

The staff doctor who came to visit me next was more stern. "You have raging pneumonia in your right lung. Expect to be here for several days."

I was just relieved to know the cause of my suffering.

After the doctors left, I laid there, quiet and exhausted, as the nurse began to rehydrate me through an IV and dose me with antibiotics. I was fortunate to have several great nurses looking over me that night.

By the next morning, I was not completely well, of course. However, I was amazed at how much better I felt than the night before. I had arrived at the hospital sick, miserable and rather frightened. Twelve hours later, I was relatively comfortable and on the mend. The turnaround was pretty miraculous.

I am truly grateful, for my return to health and for the great care I received while I was at the hospital. The staff throughout my stay was terrific in every way.

I sometimes interview people who are motivated to get into healthcare sales, because they or one of their loved ones have received great care through a trying illness or injury. My own appreciation for the great things that our healthcare providers do has grown immensely as a result of my own experience.

Celebrating Success

2010-01-19T21:45:00.008-07:00

Last night, I had the pleasure and honor of attending the Electrosurgery awards banquet. It was fantastic for me to meet in person many of people I've spoken to over the phone numerous times, both recruits and managers.

I sat next to one of the President's Club winners, who will be enjoying a trip to Palm Springs. You've heard the expression about selling ice to Eskimos? Well, I am pretty sure she can do that, and would drive through a blizzard to make the sale.

Another table-mate insisted on closing a sale between labor contractions. Her exasperated ob-gyn was heard to say, "For heaven's sake, you are having a baby- put the phone down!" She made President's Club too, despite being out on maternity leave for 2 months.

Being successful in 2009 required a lot of grit and determination from salespeople everywhere, and Electrosurgery was no exception. The theme of digging deep to come up with that little something extra- one more call, one more prospect, one more sale- kept resurfacing throughout the night.

The top three reps each shared what they felt had contributed to their success.

3- Don't be discouraged by where your territory is today. Any territory has the potential to be great, based on hardwork and determination. Learn from the best. Seek out top performers in your company- ask them how they do it and implement it in your own territory.

2- Build strong relationships with your surgeons and they will come through for you.

1- Stick to your plan and to the process, every day, day in and day out. Stay positive and focused.

The margin between the top three reps in the company was extremely small. Between #1 and #2: only .05%! Among the three top reps, they had some tremendous wins this past year, but also many small, ordinary ones along the way. Their success resulted from unwavering commitment, discipline and tenacity. No rocket science, no black magic- just a whole lot of hard work. Their advice was humble, simple... and in the end, it means their success is repeatable and attainable by everyone who was in the room.

Here's to a great year in 2010! Make it great.

Farewell 2009

2009-12-31T16:48:00.003-07:00

Steve Porcaro asks a great question on his Linked In Group: What is the ONE thing you like best about Medical Device Sales?

As the answers show, it is hard to choose just ONE thing. There are many great things about being a part of a dynamic, challenging and exciting industry like this one. Medical device sales is rewarding on so many levels.

In 2009, many other industries were in a total free-fall. I saw some of the damage up close. As you might imagine, I talked to many people this year who had lost their jobs. In some cases, it was as though the industry they had been a part of had completely vanished.

Medical devices may have hit a few bumps, we may have had to rethink a few things, but on the whole the industry is weathering the storm far better than most. Although the financial rewards may not have been equal to prior years, in times like these it is no small thing to simply be able to provide for your family.

Best Wishes for a Happy, Healthy and Prosperous New Year!

Happy Holidays from a very special elf

2009-12-30T06:13:00.004-07:00

This very merry video was created by one of the new hires. I hope you will enjoy it was much as I did. What a fun, creative way to get his customers' attention!

http://www.youtube.com/user/ccomp92

Seven Touches

2009-12-16T07:57:00.003-07:00

One of the things I talk to candidates about when I am interviewing about is cold calling. Every sales position requires it to be successful. As you all know, persistence is crucial to winning a new customer.

I found an article about "seven touches", which is the idea that it takes a customer about seven contacts (or more) before they decide to do business with you. Touches are more than just cold calling on the phone or in-person, as this article suggests.

My Least Favorite Game

2009-12-03T19:07:00.003-07:00

As a recruiter, phone tag is the bane of my existence. Like many salespeople, connecting and communicating with many people every day is an important part of my job. If I played much phone tag, it would be very inefficient, so I have figured out ways to short-circuit the game.

Here are a few things I do to ensure I connect as quickly as possible:

1. On my own voice mail message, I ask people to let me know the best time to return their call. Then I put them on my calendar at that time and ring them up.

2. When I leave a voicemail or email, I let the person I am trying to reach several possible times to reach me based on my schedule.

3. When I am trying to connect with someone, I often email them as well as leaving them a voice mail message, sometimes simultaneously. Just like my voice mails, I always ask people to let me know the best time and number to reach them at. When they provide me with this info, I acknowledge via e-mail to let them know I will call them at that time.

4. Text messaging is another great way to set up a time to connect live.

5. I return calls right away rather than waiting. If they just called me, then they are probably available. Quicker response conveys greater urgency, and people often respond accordingly.

6. I find that trying different methods (voicemail, email, texting) and different times works well. Some people respond better to email, others to calls.

Basic? Probably. These are pretty simple things, but I have noticed a lot of people play a lot of phone tag. Since I do my fair share of cold calling, I have found using these approaches in combination helps boost my response rate.

Tax Write-Offs for Capital Equipment Purchases

2009-11-25T11:36:00.003-07:00

A candidate I interviewed today in the copier industry said they are having success leveraging Section 179 to encourage their customers to move ahead with capital purchases this year.

There is an entire website devoted to this tax incentive, which is part of the Reinvestment and Recovery Act.

http://www.section179.org/

As the site explains: "Section 179 was designed with businesses in mind. That's why almost all types of 'business equipment' qualify for the Section 179 deduction."

Business equipment like copiers, video towers, powered instruments... probably worth exploring. May only apply to for-profit businesses (many hospitals are non-profit). As you know I am not a tax professional, but I am sharing this tidbit in the hopes you may find an opportunity to close more deals before the end of the year.

Happy Selling and Happy Thanksgiving!

The best and worst of my job

2009-11-24T21:56:00.003-07:00

Today was a great day, because I got to call someone up and tell them they got the job. I love that!

It was also tough, because I called someone who had done a terrific job throughout the interview process and let them know they didn't get the job.

I don't enjoy giving people such news, but I understand that at a minimum people appreciate closure, even if it is not what they want to hear.

There are times when we think a candidate is great in many ways, but not the right fit. There was one such candidate recently. I left them a message, with a brief explanation. In return, I got one of the nicest, classiest responses ever. Although it did not change the outcome (in fact the candidate agreed with the rationale), that person's stock shot way, way up in my eyes.

If I ever have or hear of something that is a great fit for that person- I will definitely call them right up.

My recommendation is always to be as gracious as possible if you are not the chosen candidate and ask to be considered for future opportunities. It's even appropriate to drop a line from time to time too, maybe a couple times a year. In time, it could lead to a positive outcome.

FutureMedica and on-line courses

2009-11-18T22:58:00.003-07:00

A friendly blogger at FutureMedica contacted me with some free on-line courses that may be useful for readers of the Upside.

http://mritechnicianschools.net/2009/25-free-open-courseware-classes-about-sports-medicine /

I briefly looked at some of these courses. Some were more course outlines, but I think there could be useful information to be had here for the enterprising sales person looking for to increase their knowledge of anatomy and medical terminology.

As long as we are celebrating... Why not celebrate 3 years of blogging?

2009-11-11T21:46:00.009-07:00

I realized today it has been about 3 years since I started this blog. My first post was in November 2006.

While I am not one of the prolific most bloggers, I try to make my posts useful and interesting. I hope that there has been some beneficial information shared here, for both those looking to break into medical device sales, as well as industry veterans. Thank you to those of you who have taken time to comment and contribute your perspectives.

Here are some of my favorite posts (if I may say so)...

For Neophytes:
1. How to Get Experience When You Don't Have Any 3/17/08

2. Becoming A Sales Associate - Fast Track Opportunity for Growth 10/23/08

3. A Day in the Life of an Electrosurgery Rep 7/15/09

For Everyone:
1. Ten Truths from Rookie of the Year 4/26/07

2. Pocket Guide to the O.R. 3/12/08

3. 212 Club 8/08/08

The Interviews:
1. Sonny Crockett's Great Year 12/14/07

2. Athletes in Medical Device Sales 5/30/07

3. The Rookie of the Year Interviews
NOM 3/13/08
2007 7/21/08
2008 7/17/09

If you have a favorite, or something you'd like me to consider writing about, let me know!

Reason to Celebrate

2009-11-09T17:21:00.003-07:00

Sometimes its good to look for even small reasons to celebrate. So break out the champagne, I have surpassed 500 contacts on Linked-In!

Hitting the 500+ mark on Linked-In is considered the "big time". They stop counting individual connections after that point. Thank you to the many who have accepted my requests or reached out to me to join my network.

If you haven't yet connected to me, you can find me at
http://www.linkedin.com/in/lisamcglinvatecsalesrecruiter

Once in my network, you will be notified when I update what I am working on (like new positions), add new connections or join new groups. My blog is also uploaded to my Linked In page.

If you haven't spent much time on Linked In, now is a great time to build your network in anticipation of new possibilities in 2010!

New! Jobs on Twitter

2009-11-05T16:38:00.007-07:00

I am now on Twitter. You should follow me at:

http://twitter.com/MyJobScope

Get the inside "scope" and be the first to learn about new openings!

25 questions

2009-11-04T17:15:00.003-07:00

No, this is not the list of questions you get tagged with on Facebook.

I referred to 25 questions I had prepared before going on a ride-along with the electrosurgery rep this summer. A candidate I spoke with today is preparing to go on a ride-along and wanted to know what these questions were.

The list of my actual questions on that day follows. I recommend anyone going on a ride-along prepare a list of questions before going with the rep to gain as much information from the rep as possible. The focus of the questions might be slightly different than mine, but not much. Basically, you want to understand the job as best you can from someone who does it, and to learn what it takes to be successful.

1. If you were a recruiter (like me), how would you explain this job to a candidate?
2. What does it take to be a successful rep for this company?
3. Who is your major competition (in this territory)? (follow-up by various second level questions to find out more)
4. Biggest day-to-day challenges? Toughest part of the job?
5. How often are you in surgery?
6. New products?
7. Average sales cycle?
8. Cost of (major products) and financing/purchase options?
9. What is the biggest challenge facing you in this economy?
10. Tell me about a typical/recent sale, and decision makers in the process.
11. How much influence does the surgeon/clinician have over the final purchase decision?
12. Why are our company's products better than the competition? What is our biggest competitive advantage?
13. What do you have for demo equipment? How do you run evaluations (samples etc)?
14. How much contact do you have with customers after the sale?
15. Do you do much selling to the C-Level, how when why?
16. What has been the biggest surprise to you about this job?
17. How much cold-calling do you do versus existing business?
18. What are the essential skills and attributes for success in this role?
19. What questions you ask if you were me? If you were me, what would you make sure I/candidate understood about this job?
20. What is your background?
21. How long have you been in this position?
22. How did you approach "starting up" your territory?
23. In retrospect, what would you do differently? What have you learned?
24. Tell me about the training and support you've received from the company.
25. How much travel do you do, how many overnights?

If you count the number of question marks, there are more than 25 questions here ;) This should be at least a starting point for anyone going on a ride-along. I am sure there are other people who have some great questions to ask, or if a rep, questions they wish someone would ask them.

Demand for Sports Medicine Products

2009-11-02T09:41:00.003-07:00

When I talk to candidates, one reason they often mention for wanting to be in medical device sales is the demographics of the aging baby boomers. The reasoning goes that because baby boomers are staying active longer, by jogging, playing sports etc, they are putting more wear-and-tear on their joints. Hence, increased demand for Sports Medicin e repairs.

This is true, but there are several other factors driving demand for such products. Unfortunately, the so-called obesity epidemic also increases demand. Extra weight puts a lot of extra stress on joints.

Another contributor to increased demand is the intensity with which athletes engage in, specialize and train for sports from a younger and younger age. Thank you to the candidate who brought the following information and article to my attention:

http://www.theithacajournal.com/article/20091031/LIFE/910310321/1127/Health-Watch--Student-athletes-reap-benefits-from-conditioning--prevention

"As kids begin to specialize in their sport at a younger age, doctors are seeing an increase in the injuries associated with the sports that they choose."

Excerpt: By way of example, we are seeing more swimmers suffering from shoulder pain and rotator cuff injuries, more cross-country runners with knee pain from patella femoral problems, and more soccer players with ankle sprains and anterior cruciate ligament injuries.

Rep Tracking in Hospitals

2009-10-30T05:57:00.003-06:00

Most hospitals have instituted a system to track sales representatives and other vendors who visit their facilities on a regular basis. One of the main reasons is to protect the safety of patients. Requirements to register with the services usually include background checks and certain immunizations. There are several services out there, so it is likely a representative will have to register with more than one, and stay current through periodic renewals, in order to have access to the hospitals in their territory.

When I went on the ride-along with Raquel, you will remember that she signed-in at the first hospital we visited. That was with one of these credentialing services. Even though it was her first time in this particular hospital, she was already registered with the particular service they used.

I have added 2 of these services to my blogroll below. Reptrax and Vendor Credentialing Service (VCS). VCS offers on-line HIPPA, bloodborne pathogen & OR Protocol training for $60-125 each. Most medical device companies will offer this training to new sales reps themselves. However, this training might offer one way for an enterprising candidate to demonstrate their initiative and commitment to breaking into medical sales.

If there are other major rep tracking services you are aware of, please feel free to note in comments below...

Follow-up on foul language

2009-10-29T06:28:00.002-06:00

Today I received an invite to attend a webinar entitled "Workplace Cursing and Off-Color Remarks: Policies that Stop Lawsuits". Although I will not be able to attend, I thought it was worth noting as a follow-up to my last post.

The first line of the description states: "Cursing and off-color remarks in the workplace are a lawsuit waiting to happen."

Cursing should not only be off-limits during the interview, but forever thereafter too. If you've considered cursing in the workplace acceptable, it is probably time to rethink this idea.

Interview Suicide

2009-10-27T05:14:00.005-06:00

No matter what, never ever ever curse in an interview.

As a recruiter, I work really hard to find the best qualified, smartest, most enthusiastic candidates I can. When one of them goes to an interview and drops the "bomb", it is enough to make me want to jump off a bridge. Or worse yet, curse- but I don't. Because it's simply not professional.

(Please note: I even omitted the sixth letter of the alphabet above. That is how serious I am about absolutely no cursing.)

Most often, cursing seems to occur when a candidate is relating a story about a certain situation. They may actually be quoting someone who cursed at them. Not a good idea, however colorful or dramatic it may seem. It does not convey how tough, intense, determined or assertive you are.

The only thing it communicates is that you have poor judgment.

Not only should you avoid the "bomb", you should avoid any version of a curse word that a fourth-grader would be reprimanded for saying. I don't even like to hear my fourth grader call anyone stupid or say "shut up". Your safest bet is to keep it totally G-rated.

We all come across people in this world who are "difficult". Situations that are "challenging". You could also say they are jerks, and that the situation sucks- but I would think twice about saying even that in an interview.

I guarantee, the hiring manager will understand you, even if you do not use foul language.

Terms in Electrosurgery

2009-08-11T17:20:00.002-06:00

While I was on my ride-along a few weeks ago, there were quite a few new terms I learned about electrosurgery. Here is an explanation of electrosurgery on Wikipedia. As noted here, "electrosurgery is usually used to refer to a quite different method than electrocautery".

I myself have made the mistake of describing electrosurgery as "cauterizing", but no more! Raquel said it is common for hospital staff to refer to electrosurgical units as the "cautery" or "bovie" unit. Since she was properly trained in the correct terms, when she refers to the "electrosurgical unit", it sometimes results in looks of confusion from the staff.

Essentially, electrosurgery is the use of energy to cut (like a scalpel) and coagulate. Electrosurgery helps limit blood loss while making precise cuts, as described on the Wikipedia page. For this reason, electrosurgery has a very wide range of applications in many different specialties. On Conmed units, a higher "blend" means more coagulation.

Another new term I learned was thermal necrosis. Some tissue may become necrotic (dead) at the electrosurgical site, evidenced by black spots. Although the goal should be to minimize this as much as possible, Raquel said that she has spoken to some doctors that think the black spots are good because it tells them that "it's done". Woo.

Before Raquel espouses her product's ability to reduce thermal necrosis compared to competitive products, she is sure to find out what matters to the doctor and what the doctor interprets as a good result. She also noted the importance of finding the right surgeon who cares about electrosurgery and will champion her product.

2008 Rookie of the Year

2009-07-17T12:07:00.006-06:00

Today, I'll have an opportunity to interview the latest Rookie of the Year. He is someone who from his first interview showed that he was "hungry". It's a quality that people talk a lot about, but what exactly does it mean? I hope that our conversation today will shed some light on it.

From my perspective, true hunger for success includes the willingness to take responsibility for preparing yourself for the next step in your career, not just asking someone to "give you a shot."

(Read comments below for the interview...)

A Day in the Life of a ConMed Electrosurgery Rep

2009-07-15T22:03:00.003-06:00

This morning, I met the Conmed Electrosurgery sales representative at a local hospital. Raquel* (not her real name, but you knew that already) has been representing Conmed Electrosurgery for about a year. She had prior medical sales experience, including some O.R. sales experience. In her first quarter with the company, she catapulted her underperforming territory into the top echelon of the company.

When we originally began talking about this day, she said, "Everyone wants to be in the O.R.. That's the glamorous part of this job. But there is a lot of work that goes into getting to that point. That's what I really want to show you." So today, she showed me just that- the cold calling and prospecting that goes into uncovering opportunities.

Before we went into the first hospital, she explained some of the things she does as part of her pre-call planning. She reviews the rolling history report, which shows what the facility has been purchasing over the last 18 months. In this case, even though it was not a major ConMed Electrosurgery customer, the facility was buying pencils used in the electrosurgical generators. She also checks which GPO the facility is under. In this case, it was a contract that Electrosurgery is not on; however, the particular GPO does not generally require a high level of compliance. She also established a few goals for the call: finding out the types of equipment in the facility and seeking out a key contact who might be able to facilitate a CE course.

Before today, I did not realize that the ConMed Electrosurgery reps offered CE (or continuing education) courses to their customers. They have a number of topics they teach to hospital, such as a course on the importance of smoke evacuation. The hospital personal benefit by gaining CE points, necessary as health professionals. The rep gains a suitable audience.

When we entered the facility, we headed to sign in on RepTrax. Once Raquel had signed in to the RepTrax computer, it printed off a sticker for her to wear while in the facility. Most hospitals now have a similar vendor management system, which requires that all reps register and sign-in when visiting the facility. Those who don't may find themselves escorted to the exit. When you are done in the facility, you must sign out. If you overstay the time period you've specified, then you get a black mark on your record.

From there, we headed to biomed. This was a mid-sized hospital, but the windowless halls were labyrinthine. At every intersection, there were signs indicating different directions for different departments. The thought occurred to me that as a new rep, one might have to allow almost as much time for navigating an unfamiliar hospital's hallways as the roads to get there.

The first thing we saw when walking into the biomed office was a dismantled System 5000, the workhorse of the Conmed Electrosurgery product line. After introducing ourselves to the two friendly biomedical engineers, Raquel began examining the unit and asked the head biomed engineer what was wrong with it. She knew her product well and identified a possible need for an in-service to prevent a recurrence of the issue that had sidelined that particular unit. She also asked what I thought was a pretty good question, "Who yells when these are broken?"

The biomeds were quite willing to share information about ConMed Electrosurgery's history and equipment in the account, as well as competitive equipment and status. They also gave her an overview of how many operating rooms there were in the facility. One of the biomeds mentioned that he was on the committee for new product evaluations. She also found out the names of several key contacts in the account.

Raquel had noted that biomedical engineering was a great place to gather information when first calling on a new account, and I could see why. When we left biomed, we had a pretty good initial overview of the status of the account.

From there, we called on several other departments in the hospital, including the O.R., GI Suite and Labor and Delivery. At each point, she gathered more information, and more contact names and numbers. Later, she shared her point of view on approaching gatekeepers with me. She said that when she begins talking to people, she shares information with everyone she speaks to about who and what she represents. She is careful to wait until she has a conversation underway before asking, "Who's in charge (of making the particular decision)?" Asking this question upfront can sometime offend people, because they might think she's implying the are not important enough. She also said because she makes sure everyone knows who she is and what she has to offer, that sometimes these gatekeepers will spread the word on her behalf if a need arises.

Before the end of the day, we made similar calls on a couple of other facilities. In these other facilities, she had more established relationships, so she followed up on specific opportunities. We did not go into the O.R., but she said on average she is in surgery a couple of times per week.

Between calls, I had a chance to ask her my 26 questions, and was able to get answers to pretty much all of them. That is more that I can write about in one post, but I promise to write more in the coming days. I learned so much today and can't wait to share.

Ride-Along Today

2009-07-15T07:36:00.002-06:00

Today is a day I have been looking forward to for quite some time. I am going out on a ride-along with one of the sales representatives for ConMed Electrosurgery.

It is common for potential candidates to go on a ride-along during the interview process for many medical device sales positions. Today my goal is to get a flavor of what such an experience might be like, and to better understand what it takes to be successful as sales rep for Conmed Electrosurgery. To that end, I have 25 questions I've prepared for the sales rep. I don't know if we'll cover them all, but I'm sure I will gain a lot of valuable insight today of what the day-to-day of the job is like. (And I just thought of one more!)

If you are going on a ride-along, you will not only be learning about the job, but you will also be assessed by the rep, who will give input to their manager on whether or not they think you can "do the job". It's an opportunity for the company to take an in-depth look at you in a daily setting: how you handle new situations, how you relate to potential customers.

The American Orthopaedic Society for Sports Medicine meeting

2009-07-11T11:39:00.005-06:00

Yesterday, I went to the AOSSM meeting in Keystone Colorado. Although I have lived in Colorado for a couple of years now, this is the first time I've been farther than the Eisenhower Tunnel. The morning drive into the mountains was gorgeous. Colorado has to be one of the most beautiful places in the world to live.

Perhaps because of the natural beauty outside, the traffic on the exhibition floor inside was quiet. I was told that this is not uncommon for this particular meeting, especially since many surgeons brought their families and headed out to the mountains after seeing what they were most interested in.

This was an exciting show for ConMed Linvatec, since the launch of the new Shoulder Restoration System is official. FDA approval was received a few weeks ago, and product is being rolled out across the country. Accordingly, the booth highlighted the new shoulder system.

I met some of the new people I've been involved with hiring recently, and reconnected with some long-time colleagues. When I arrived, I asked the two new hires from Colorado to walk me through the booth product-by-product to show me what they've learned so far. One of them has been on-board for only two weeks, the other about three months. I asked lots of questions about the products, including strengths and competitive advantages. It was a good learning experience for me, and good practice for the new reps. It think they did a great job.

The shoulder system is a fantastic addition to our product line. The leadership and direction of our new president was a major impetus behind bringing this product through the development process so quickly. R&D and marketing have done a fantastic job. There are superior and patented features that are part of the system which will contribute to its success in the marketplace.

The sales force is thrilled to have this product in their bag, and I believe their customers are going to be too. I watched as a surgeon tried out the product. One of our marketing folks walked him thru step-by-step as he "implanted" the device. From my observation, the surgeon seemed impressed by the product features and ease of use.

The head of R&D for sports medicine was kind enough to give me an overview of the major competitors' products, comparing and contrasting ConMed Linvatec's system to theirs. As a recruiter, I am often asked about our competitive advantages, and it was great for me to learn more about this new system. The launch of the SRS goes to the heart of ConMed Linvatec's future as a company.

I also learned from him about "booth etiquette": do not step onto the carpeted areas of competitor's booths, don't gawk, and never handle your competitors' products or instruments at the show. Violation of these rules mean that your company could be sanctioned, and your booth demoted to a less favorable location at the next year's show.

Still, I walked the floor of the convention hall several times, observing the people as much as the displays. Almost all of ConMed Linvatec's direct competitors were present, plus a range of other companies, perhaps 50 or more vendors in total.

It was a terrific day. I can't wait to see the impact the new SRS will have in the coming months.

AOSSM in Keystone

2009-07-07T21:11:00.003-06:00

This Friday, I will be attending the American Orthopaedic Society for Sports Medicine meeting in Keystone, CO. I will have updates from the meeting. If you will be in attendance, please feel free to reach out to me to let me know. LMcCallister@Linvatec.com

For more information on this meeting and association, visit the AOSSM website.

Introducing Electrosurgery

2009-06-23T07:20:00.002-06:00

Earlier this year, I began recruiting sales people for one of ConMed's other divisions: ConMed Electrosurgery.

It has been a great experience for me. Not only are the folks at ConMed Electrosurgery great to work with, but I believe it has also sharpened my ability to assess fit for both Electrosugery and Linvatec. There are differences in the overall sales process derived from the different product lines, and subtle difference in the organizational cultures of the two divisions.

What makes someone a good fit for ConMed Electrosurgery?

1. Capital sales experience- developing and managing a pipeline of business, identifying, qualifying and pursuing the right opportunities at the right time. Not that this isn't important for ConMed Linvatec, but ConMed Electrosurgery has an even more focused, capital-intensive product line.
2. Process orientation- at ConMed Electrosurgery, they have identified some key sales processes that lead to success. If you are someone who enjoys mastering a process, ConMed Electrosugery would be a good fit for you. I noticed this as a distinct element of the organization's culture early on, and I saw this trait in the first hire I made with this division. I understand this salesperson is now thriving. As a recruiter, that's just about the best outcome possible.

After filling 8 positions in the last six months, I still have more to learn, but have enjoyed my experience tremendously so far.

Next month, I will be going on a ride-along with one of the Electrosurgery reps. I will be able to bring you a "Day in the Life of an Electrosurgery Rep." I am sure it is going to be a great learning experience for me- and I hope for you too!

If you want to learn more about the products, check out the website: ConMed Electrosurgery

I am presently recruiting for a Conmed Electrosurgery Territory Manager, based in Cleveland, Ohio. If you are a local, qualified candidate, I invite you to send me your resume at LMcCallister@Linvatec.com for immediate consideration.

Reports from the AAOS Annual Meeting

2009-02-26T23:43:00.003-07:00

When the meeting began yesterday, someone told me that they'd heard the number of surgeons attending the AAOS was down significantly. Today it was a different story.

Due to the climate of economic uncertainty, many companies scaled back the number of representatives they sent to the AAOS this year. The result is that the people who are there staffing the booths are very, very busy.

Mid-day today, the report from the Linvatec booth was that it was busy. All the surgeon stations, where the doctors can try out the new products, were full and had been all morning. Linvatec's power products were garnering a lot of attention, in particular the MPower system and the React blades. The MVP- Most Versatile Suture Passer - continues to grow in popularity. Interest was genuine and leads are strong.

AAOS in Las Vegas

2009-02-20T13:26:00.004-07:00

The annual meeting of the American Academy of Orthopaedic Surgeons is taking place this year in Las Vegas. Linvatec sales reps were given an opportunity to "win their way" to Las Vegas this year by selling a targeted amount of products in different categories.

If you are going to be at the AAOS next week and would like to learn more about opportunities with our company, please let me know right away. You can reach me at LMcCallister@Linvatec.com

I would be happy to send you more information and arrange a "meet up" with someone on our team. Here are a few of the immediate opportunities we are currently hiring for....

Regional Sales Managers in Dallas, Baltimore/DC and the Carolinas.

Direct Sales Representatives in the same areas.

Product Managers in Sports Medicine and Arthroscopy Power.

Even if you are not actively seeking a new position, but are interested in networking, please let me know.

Resume Bloopers

2009-02-17T21:56:00.002-07:00

In college, I was a comparative lit major. That basically means I love words, I love books. Keep that in mind if you decide to send me a resume.

Even though I consider my grasp of the English language pretty good, I still grab the dictionary and look up a word if I want to confirm its nuances. Which is what these people should have done...

How about the person who provided "proper instructing of instillation of equipment during surgeries." Instillation- really? I wonder if there is any moonshine involved.
Exactly the opposite of what they intended: "My successful and verifiable entrepreneurial experience in sales and new business development has required that I be tenuous in my approach to the business and sell through strong relationship development." Frankly dear, I don't know anyone who is looking for a tenuous rep. Usually, quite the opposite.
Or the overly empathetic cover letter: "I understand that in these current economic times you are intonated with potential candidates for career advancement. I am sure that at times it is actually overwhelming." While the sentiment is appreciated, let me set the record straight: I do not generally sing or chant while reviewing resumes, even when I get a lot of them.

So don't be shy about whipping out your dictionary if you are reaching for the right word. Better to get the right one than an unintended meaning.

"Portable Employer"

2009-02-14T13:16:00.002-07:00

In the orthopedic world, many reps are 1099 independent contractors. This means the sales reps are responsible for their own benefits and expenses. As independent business people, they must file their own quarterly taxes. Some choose to incorporate. These are added responsibilities, but there are also some potential advantages if one is a savvy business person.

Recently, we discovered a company which touts itself as a "Portable Employer of Record". They essential handle billing for independent contractors and consultants. As an "employee" of this organization, you have access to an array of benefits. Of course, there is some cost for this service- which is about 5% of the billed amount. Still, there might be some advantages.

MBO Partners

If you are familiar with this or other similar companies, I would be interested in learning more. Please comment or drop me an e-mail.

Search and Apply

2009-02-02T23:21:00.003-07:00

Today, about 1200 people stood in-line for 35 firefighter jobs in Miami. It made the news I suppose because it is a good illustration of how tough the job market has become.

On the recruiting and hiring end, the downturn equates to a lot of resumes to review. I have definitely seen a significant increase in the number of applicants for our open positions. Some people unfortunately just seem to be lobbing their resume at any job they can find, whether or not they are qualified.

I have a suggestion- even if you think you are capable of doing a job, if you do not have 75% of the qualifications or required experience listed as a requirement, basically that is a pretty good indicator that is a waste of time to apply- of yours and everyone else who is involved in the process. Some qualifications- like "Bachelor's degree", or "Local candidates only"- are pretty much non-negotiable, so heed them well.

I have a lot of compassion for people who have been laid-off in this economy. In fact, it hit home pretty recently with one of my family members. Still, I think it is better to focus your time and energy appropriately, perhaps especially at a time like this, on opportunities that you are a viable match for.

Going Green

2009-01-24T07:00:00.006-07:00

There has been a lot of talk about the green jobs, a "clean energy economy" and reducing one's carbon footprint. Recent college graduates are interested in working for green companies, and consumers have begun to demonstrate their willingness to consider the environmental impact of their purchasing decisions.

Being green is not new to ConMed Linvatec. The operations group has really lead the way, starting with a strong commitment to Kaizen that dates back to the 1990's. At that time, we were all big fans of the book Lean Thinking. As part of the operations group, I participated in a number of Kaizen events. I understand that Kaizen is an integral part of manufacturing operations at Conmed's New York facilities as well. Kaizen is a fundamentally green approach to manufacturing.

Lean Thinking highlights the Toyota Production System. Japanese car manufacturers like Honda and Toyota are some of the foremost practitioners of lean philosophy in the manufacturing world, but as the book explains, many of their manufacturing ideas were inspired by Henry Ford and american grocery stores- where "just-in-time" inventory was, and still is, an art form.

These ideas connected with a deep current in Japanese culture of respect for nature and a need after the second World War to be as resourceful as possible. You could say this philosophy is exemplified by "Waste not, want not." The TPS approach is to eliminate as much waste- wasted time, energy, materials and scrap- as possible from the manufacturing process. The idea is that in most manufacturing processes, there is much more waste than there is opportunity for increased efficiency. Unlike the high-dollar investments often required to increase efficiency, reducing waste is about observing and streamlining the manufacturing process carefully to eliminate waste and improve quality.

So over nearly two decades, through dozens upon dozens, perhaps hundreds of Kaizen events, the manufacturing of ConMed Linvatec products has become less wasteful, faster and more flexible, cleaner and greener.

In an excerpt from a recent article written by one of my esteemed colleagues at ConMed Linvatec, here are some other ways that ConMed Linvatec has been "Going Green" for many years...

Packaging. Almost all our boxes and shipping containers are made out of recycled material.
Trade-in programs for capital equipment. We accept back any and all prior generation capital equipment and offer credit toward the purchase of new equipment. The returned equipment is often taken apart and some parts are used in the service and repair of other products.
Made in the USA! Not only are most of our products manufactured in the USA but we also contract with many local suppliers. Many of our direct competitors are now subcontracting the manufacture of their products(s) outside the US; shipping from China (or elsewhere) increases the consumption of fuel and the "carbon footprint" of such products.
Autoclavable camera heads. Autoclaving is a widely accepted and environmentally friendly method of product sterilization. It is a much "greener" method of sterilization than other methods which rely on harsh chemicals that need to be specially handled and disposed of.

More and more business have begun to realize that being green is just plain smart. In the medical device industry, ConMed Linvatec is a green leader.

Knee Arthroscopy

2009-01-23T06:39:00.002-07:00

It seems pretty intuitive, but patients who undergo knee arthroscopy are quick to recover and return to their normal activities. The Journal of Arthroscopy published the first study that measures patient recovery time last year. This was done because the study's authors note that "return to activity has been poorly quantitated."

A brief synopsis on the AAOS website highlights the results and leads to a layman's explanation of the knee joint, including common problems that may warrant arthroscopy.

Semper Fi

2009-01-22T21:30:00.003-07:00

The other day I interviewed a military veteran. He told me that he uses the values he learned in the military in every day life: leadership, loyalty, duty, personal courage and selfless service.

In particular, I think loyalty can unfortunately be undervalued. Every man/one for himself, right?

I see a lot of talented people who jump from job to job to job, sometimes by misfortune, sometimes by misjudgment. I don't think any of us can completely escape misfortune in our lives; times like these make it all the more apparent. At this point, we probably all know good, hardworking people who have been laid off.

What you can guard against is misjudgment.

One of the most common, career-wrecking misjudgments I see is when people make their career choice strictly based on money, strictly on "comp plans". As Lou Adler, my recruiting hero says, "money does not drive day-to-day satisfaction on the job". I am paraphrasing here, but I believe he is right.

When people focus strictly on money in making a career move, they often blind themselves to other equally important matters (products, company culture, stability) and therefore set themselves up for disappointment. Because when the comp plan doesn't pan out exactly the way they thought it would, then what are they left with? Anger, resentment and a job they probably don't like all that much. Like they say, if it sounds too good to be true, it probably is.

They also get a resume that gets choppier and choppier over the years, which hurts them in the end. It is not uncommon for such people to peak early in their careers and have a lot of excuses why this job or that job did not work out- it is never their fault.

I realize there are companies and recruiters out there who overpromise and underdeliver, inflate and maybe even lie sometimes about income potential. Some of this is inherently fuzzy business because the final numbers depend a lot on the efforts of the individual rep. All the same, I don't think I am sort of recruiter, or that ConMed is the sort of company, to exaggerate the potential or cover-up the challenges.

This became clear to me the other day when I heard back from a candidate had just been on an interview in on of ConMed's other divisions. He told me he appreciated the fact that both the opportunities and challenges had been made clear to him- that no one was trying to paint a too rosy picture. I thought to myself, "Well, that's just the way we do it at Linvatec." I gotta say, I am kinda proud of that.

In the end, I think people who are loyal often save themselves a lot of heartache and turmoil. They are "stickier". They usually don't make a move unless it is a well-considered. In the end, their decisions benefit both themselves and the companies they work for.

I call that a win-win.

Opportunities with ConMed Electrosurgery

2009-01-19T23:30:00.003-07:00

I have recently started recruiting for ConMed Electrosurgery. There are about 300 capital and disposable products in this line. The key product in this line is the System 5000, an electrosurgical generator. It is used to stop bleeding during a variety of different procedures.

The reps in this division tell me 1) they are proud to represent the best product of its kind on the market and 2) they love the fact that they are in so many different types of surgery: general, ortho, neuro and more.

Current Territory Manager openings include:
Columbus, OH
Cleveland, OH
Indianapolis, IN

If you are a Hoosier or a Buckeye with great capital sales experience, please send your resume my way for immediate consideration. Recommendations and networking encouraged!

White Space

2009-01-13T23:11:00.006-07:00

This seems to be the time of year when a lot of people update their resumes, perhaps this year in particular.

Do not underestimate the value of white space in making your resume more readable.

Sometimes people seem to want to cram everything they have every done in their entire life onto their resume, often in big thick blocks of text that are nearly impenetrable. When you look at dozens of resumes each day like I do, trying to pluck out what is important from what is not important on such a resume is rather tedious.

That is where white space helps. It gives breathing room and legibility to your resume. It allows the reader to read, instead of making them strain through your thorny thicket of words. It may force you to edit, to prune out the unnecessary information to keep your resume a reasonable length. For reasons like these, white space is an essential element in highlighting your accomplishments.

Chose the accomplishments that you are most proud of, ones that you can substantiate, the ones that have made a difference. Set them apart with a little space all around. Use a few bullets. It gives your accomplishments the chance to be been seen and understood. And it is a lot easier on my eyeballs.

Cold Calling, Girl Scout-Style

2009-01-12T05:50:00.007-07:00

It's that time of year again, when the girl scouts come calling to ruin your New Year's resolutions with boxes of cookies. Actually, the order form says that if eaten in moderation, the cookies can be part of a healthy diet. That is, if you can resist the temptation of downing half-a-box of Samoas in one sitting.

That's it pretty tough to resist, even for the strong willed.

I got my daughter off to a good start by ordering 14 boxes of cookies, including half-a-dozen boxes of Samoas. (Well, you know, they freeze well.) (Not that any of these cookies will actually be around long enough to make it in to our freezer.)

If you don't know what Samoas are, they are these fiendishly tasty confections, covered with caramel, chocolate and coconut. It's like a triple threat, highly addictive. If you haven't tried one yet, I would advise you to consider the decision carefully, since one cookie will probably alter your eating habits for the rest of your life.

Whenever there is anything to sell, my daughter is more than determined to meet and exceed her quota. Her troop wants every girl to sell 25 boxes or more. In this case, she decided that her personal goal was to sell 233 boxes of cookies.

"Whoa," I said. I want to support Girl Scouts as much as the next parent, but I know selling cookies, lots of cookies, means I have to be right behind her at every step along the way. "How about you try for 100 boxes? Then if you meet that goal, we can reassess and see if you want to increase it?" Fortunately, she agreed. The Girl Scouts suggest that this is a good exercise in goal setting, and I think an important part of it is learning to set a goal that is challenging but not unattainable.

Before we went out, she wanted to practice. She knocked on my bedroom door. When I opened it, she said, "Hello, would you like to buy some Girl Scout cookies?" She also made her own visual aide- a poster with cut-outs of the different cookies pasted on it. Once she had rehearsed some more and was fully prepared, we set out down the street.

I hung back a little at each door, letting her have a chance to run the show. She knew her stuff: how to fill out the order form, when the cookies would arrive. She was determined to make a sale at every door.

When one lady said, "I'm on a diet. I am really trying not to buy cookies," my daughter responded, "We have sugar free cookies." She ended up selling that household 2 boxes of cookies. As we walked away from that house, my daughter said, "I did not want to loose another customer!"

A lot of people did order, because my daughter was the first Girl Scout to come around this year. Some people were out, and there were a few who declined. I could tell it took a lot of gumption (though my daughter has plenty) for her to knock on each door.

She did get a little discouraged when she was turned down, but I counseled her if she stays positive and keeps her activity level up, that she will be able to meet her goal. I saw a few opportunities to tweak her presentation a little to increase the average sale. (Can you tell I interview a lot of sales people or what?)

She sold 17 boxes yesterday. A good start. I did not expect that she would meet her goal in one afternoon, but in time I am sure she will.

Credit Crunch Hitting Hospitals

2009-01-04T12:15:00.002-07:00

A recent story on NPR explained the impact that the problems in the credit market have had on hospitals. The lack of credit available for new construction projects could foreseeably have an effect on other types of capital expenditures, such as equipment.

Resolutions Anyone?

2008-12-30T21:39:00.002-07:00

It's that time of year again. Time for New Year's Resolutions. Jeffrey Gitomer wrote about it in his current newsletter. For that matter, so did Oprah in the current issue of her magazine.

Much like any goal, if you want to succeed, the experts say it's best to write down your resolutions. They should also be specific and measurable, with concrete actions that will help you achieve the outcome you are seeking.

So I will be writing down a few of my own this year. No, not here, though making them public would lend a certain impetus.

There is one interesting idea about making a successful resolution, or any successful change, that I recently discussed with a friend of mine. She is a doctor, and often encourages her patients to make lifestyle changes like loosing weight or to stop smoking. "Just try," she says, "Even if you fail, keep trying." It turns out the greatest predictor of success for people who loose weight and keep it off is that they have tried many times. They just keep trying until they get it right.

It's an interesting way to think about failure: that it is actually a part of success. Perhaps the more you fail, the more you learn. Or the more you fail, the more energy you are exerting, and eventually it pays off. Kind of like activity in sales. It is a numbers game, and the more you keep trying, the better your chances of eventually succeeding are.

"Cutting Edge" Newsletter

2008-12-29T10:51:00.002-07:00

Steve Porcaro has started a newsletter publishing for medical device sales professionals. Steve runs 14AllCoaching. With his experience in the medical device area, he works with medical sales professionals improve their sales skills and increase revenue. At his website, you can subscribe to his newsletter. He has a great article on building your sales confidence.

Steve also started a Medical Device Sales Professionals group on Linked-In, of which I am a member. I've spoken to Steve and I think he has a great perspective to offer.

A Word of Caution

2008-12-05T15:49:00.002-07:00

People sometimes quit their jobs before they've found a new position, to devote themselves fully to their job search. In this economy, one word:

DON'T

Don't quit your job before you've found a new one. There are far too many people out there without jobs now. The number seems to be growing every day.

Many of the hiring managers I work with, all pretty Type-A, hard-driving sales professionals used to juggling 72 things at a time, can't really wrap their heads around why anyone would need to devote themselves full-time to a job search. One considers it bad "business decision." And unfortunately, it seems likely that anyone who is out of job in this economy could be so for far longer than expected.

Why Copier Sales is a Great Foundation for Your Sales Career

2008-10-31T07:39:00.007-06:00

Another letter, from someone I interviewed a few months back. I thought they had great potential, but not enough sales experience yet.

I recommended that he get some experience in copier sales. I've made this recommendation many times before, and not everyone likes to hear it. However, it is an excellent foundation for your sales career. As challenging as the experience may be, it gives you a chance to develop more sales skills better and faster than in any other arena.

If you have watched the 212 video, you'll remember it says,

"The only thing that stands between a person and what they want in life is the will to try it and the faith to believe it possible."

He has taken up the challenge, which demonstrates to me that he is committed to developing himself and ultimately to success.

Ms. McCallister-Grant,

How are you Ms. McCallister-Grant. I spoke to you a couple of times. I just wanted to give you an update on my current job situation. The last I spoke to you, I was leaning toward accepting the job at (Copier Company A). Since then, I have accepted the job. I am currently employed as an Account Representative with (Co. A) in the (X) branch. I am glad that I spoke to you and thank you again for your guidance and advice. I feel strongly that I have accepted the right company (I was also offered a position at (Copier Company B).) They have a great training program. It was just revamped. My start date was (date). Since then I have been through 3 weeks of training. And am currently going through another 2 weeks of the training process. I know when we spoke you told me that it would be a good idea to find a company with a good training program. Here is an outline of what type of training (Co. A) is putting me through:

In branch for 2 weeks observing tenured reps.

2 Weeks training at the (Co. A) facility - This involves some product training but mostly focuses on selling strategies.

2 Weeks of training in facility - This involves implementation of what was learned in the two weeks along with networking.

2 Weeks training back at the (Co. A) facility (I just finished the first week of these two weeks. I am e-mailing you from the hotel room they have provided. I will be here until next Friday.) - More selling techniques with some product training.

The training (Co. A) provides is very thorough and extensive. It is 9-5, Mon-Fri. After I complete these two weeks of training I will return to the office to begin networking and using the skills I have learned from training. In 6 months they will send me back for another week of training and 3 months after that for the final week of the training. In total I will go through 10 weeks of extensive training. The training is a great help and will be very useful in the field. The funny thing is that this training program was just implemented. I have spoken to many account representatives that have gone to training but their program was only one week. I am happy I got in when I did. I am enjoying the sales aspect of the job very much and am excited to get out in the field.

I hope everything is going well for you. I would appreciate any advice or insight you can provide. I highly value your opinion. Thanks again for the help. I hope to hear from you soon.

Note every copier company offers training this extensive, but many do. Training like this, plus the experience of hitting the streets and cold calling daily, are part of what makes copier sales a great opportunity for learning a lot in a short period of time.

Milk's Favorite Cookie

2008-10-30T17:56:00.003-06:00

Yesterday I interviewed someone in advertising sales. She shared with me something she'd learned thru her sales training for dealing with objections.

OREO

Objection (listen to customer's objection, concern, issue, griping, ranting, raving)
Restate the objection you heard (this shows you're listening)
Empathize with the concern (this shows you care)
Outcome, offer a new outcome or solution to the problem

"That's great," I said. "I bet it could be a useful tactic in many areas of life, not just sales."

"Yeah," she said, "I tell all the guys I work with to try it with their girlfriends. It works!"

ConMed's 3rd Quarter results

2008-10-29T12:35:00.002-06:00

ConMed's third quarter results have continued the positive growth trend. Overall, sales are up 9% compared to the first three quarters of 2007. Sports medicine and power products, part of the Linvatec product offering, are particularly strong.

Link here to read more.

As we well know, there are many companies and industries that aren't fairing so well in this economic downturn. That is part of what makes medical devices sales such a great career path.

Becoming a Sales Associate - Fast Track Opportunity for Growth

2008-10-23T06:28:00.008-06:00

In the Northeast in particular, we hire a number of sales associates each year. One of the associates who was hired last year was recently promoted and shared his experience with me:

And yes, I have moved on now to my own territory.

You are absolutely correct in that "X" was an excellent mentor. I would contest it would be impossible for someone else to do better. He prepared me in every facet and made me better with every mistake and every triumph that I had.

So far I am doing pretty well with the new territory. It is definitely a whole different world then just being an associate. As an associate, per my request and desire along with my mentor's desire to train me into becoming not just familiar with product but to be a hunter and to sell, I did have the opportunity to take on some selling opportunity and actually was successful in getting some evals which eventually led to nice deals that we were able to close. However, through most of that process a lot of the basic relationships were my mentors before they were mine and even though I built some very strong relationships there on my own, I suppose you could say I already had a foot in the door from the hard work my mentor had put in that territory over time.

Now, in the new territory it is quite a bit different in that those preexisitng relationships aren't nearly as strong, or sometimes nonexistant altogether. Also, as an associate, the buck doesn't really stop with you. You do all the things necessary as per your Sr. Reps request, or tasks you have taken on etc, you go home and maybe do some studying or learning, however the actual NUMBERS are not really your concern, or directly in your view at all times.

So there is definitely a whole new level of responsibility and awareness of what is going on in the territory that I have certainly begun to realize in my new territory. All in all however I have viewed this merely as a vast amount of potential to grow business in a territory which really has a lot of case volume and nearly the amount of Linvatec business to match. Hard to think I was on the phone with you from my college apartment only about 15-16 months ago.

There was definitely a lot of hard work, although over some of my colleagues I think my background in biomechanics got me faster in the right direction as opposed to those with non medical type backgrounds. And I was also very fortunate to land in the environment with OR Specialites...where my mentor gave me so many invaluable opportunities, as did the distributor owner and even learning from several guys who really get it and have a proven track record of success.

Being a sales associate has been a stellar growth opportunity for this young rep. It really is a fast track to success in our highly competitive industry.

Right now, we have a sales associate opening with our distributor OR Specialties in Hartford. Though we prefer for candidates to have a year of outside B2B sales experience, this could be great opportunity for recent or December grads of UConn's or William Patterson University's professional selling programs. If you are interested in being a part of this great team, please send me your resume at LMcCallister@Linvatec.com

Distributors Explained

2008-08-22T19:25:00.002-06:00

I got an e-mail recently from a sales person asking how to become a distributor for Linvatec.

The notion of distributor seems to cause a lot of confusion for people who are from outside the orthopedic realm. That's partly due to the fact that a distributor in different industries can mean very different things.

There are large medical distributors like McKesson, Physician Sales and Service (PSS), and Cardinal Health that carry thousands of products. They can outfit a physician's office with everything from Band-Aids to exam tables. They carry a whole catalogue of products from hundreds of manufacturers. These companies are pretty close to the traditional notion of a distributor that might exist in other industries, like an electrical distributor or a distributor of building materials.

This is not what a typical orthopedic distributor is like.

Orthopedic distributors are typically of two varieties, as far as I can tell:

1. Individual reps with experience and a base of customer contacts in the industry who decide to go into business one their own. They pick up different lines to represent on a 1099 basis; these lines may be from smaller or start-up companies who want to develop a base of business but aren't ready to launch a sales force. These individual distributors or independent contractors may hire on associates to work with them if they get busy enough and typically have a fairly focused territory they are responsible for.

Unfortunately, the distributor is susceptible to loosing the product if it is successful in the market and the company develops direct sales force. If this happens, the distributor goes looking for additional lines to replace the lost revenue, and the cycle starts again.

2. Regional distributors with strong ties to a major manufacturer. The distributor owners run larger organizations with multiple reps over a multi-state area and may warehouse inventory. Sometimes, but not always, the distributor owners may have once worked for the manufacturer itself and have earned the opportunity to become a distributor owner (as in business owner) through stellar performance. Although they may carry smaller, non-competing lines, the major manufacturer's line constitutes the bulk of their business. They typically have multi-year contracts to represent the line, and are expected to meet the performance expectations laid out by the manufacturer.

Linvatec's distributors, and those of many of our major competitors, are of this second variety.

212 Club

2008-08-08T18:30:00.003-06:00

Due in part to some training I've been going through, I've been thinking a lot about this question, "What do top performers do differently from average performers?"

I am reminded of small things, small details that I've learned in interviews from people, both this week, but especially a moment in an interview a few years ago with someone who has now become a top performer. We always look for someone who goes the extra "mile", but perhaps it's those small details that are equally telling, equally important.

At Linvatec, instead of President's Club, we have what we call the 212 Club. If you have never seen the 212 movie, you need to watch it...

NOW

If this describes you, then you are definitely someone I would like to speak with.

We have so many great big opportunities around the country. If you are interested in learning more about any of them, please feel free to e-mail me at LMcCallister@Linvatec.com to let me know of your interest. I'd be happy to give you a call to chat.

Openings now in:
New York
Boston
Miami
Augusta
Little Rock
Central Illinois
Houson

Another Great Surgical Site

2008-07-29T11:20:00.001-06:00

One of The Upside's readers suggested checking out this site to see videos of surgeries:
http://www.nlm.nih.gov/medlineplus/surgeryvideos.html

Thanks for the tip!

Strong Second Quarter Results

2008-07-24T07:45:00.003-06:00

Today ConMed announced second quarter results, posting a 13.9% sales growth compared to the second quarter of 2007. It continues to be a great year for the company.

Arthroscopy and Powered Instruments are the two categories which reflect the growth of the Linvatec division. As noted in the press release, "The Company's sports medicine Arthroscopy line grew 18.0% over second quarter 2007 on strong sales of single-use surgical devices and placements of integrated operating room systems."

Although it is not something that I've touched on extensively, the Linvatec sales force has an opportunity to be directly involved in selling and earning commissions from the installation of integrated operating rooms. These can be multi-million dollar sales which result in a tremendous amount of pull-through business in endoscopy systems and other products. Click here to learn more about ConMed Integrated Systems.

Arthroscopy+Endoscopy+Powered Instruments+Integrated Suites= One Giant Opportunity

Video Sale in the News

2008-07-22T18:15:00.003-06:00

I came across this local newspaper article on a facility who recently purchased Linvatec products. The language used to describe the equipment is a little different that I would expect to hear than if it had been written by an industry expert.
All the same, I think it's an interesting story told from the customer's perspective about why the facility decided to make the investment.

2007 Rookie of the Year

2008-07-21T13:35:00.000-06:00

The competition for the 2007 Rookie of the Year was stiff. Many of those nominated, including reps I've interviewed here previously, doubled the business in their territory.

For me, it's exciting to think back on my initial interview with these people. They were standouts, even then: in addition to have great sales skills, they also showed desire, drive, and a hunger for an opportunity to prove themselves.

The opportunity is what they focused on, and when they got it, they did not waste a moment. They threw themselves into it wholeheartedly and made the most of it.

Today I will be interviewing the rep who won Rookie of the Year.

Opening in Fort Myers Florida

2008-07-14T10:45:00.002-06:00

If you live in sunny Ft. Myers Florida, we have an opening for an experience representative with superior selling skills. You'll have an opportunity to work closely with one of our key surgeons.

You must be a local candidate, and if you are, you know the tremendous grown potential in this area. Our product line has never been stronger.

This is a great opportunity to work directly for ConMed Linvatec. Full benefits- including a company paid pension. If local, qualified and interested- please send your resume to LMcCalllister@Linvatec.com (that's me!) Referrals also appreciated!

O.R. Experience- The Next Best Thing

2008-07-01T13:50:00.002-06:00

In an interview today, a candidate made me aware of a fantastic website called O.R. Live.

The site offers live webcasts of surgeries. Recent webcasts have included a partial knee replacement surgery and an arthroscopic rotator cuff surgery. The webcasts cover a wide range of surgical specialties, not just orthopedics, but also ob-gyn, cardiac, neurosurgery and general surgery, among others. I think this site could be a great resource in many ways.

For those looking to break into the industry, it's the closest many can probably get to first hand experience.

I can imagine those already in the industry may find it a great resource in many ways:

to prepare for a case that falls outside of the typical scope of procedures the rep is familiar with
to learn more about competitive products- the rotator cuff surgery features Mitek products
to watch and learn more about a surgeon who may be a prospective customer. What could be a better conversation starter than... "Doctor, I saw you on O.R. Live yesterday."

On Linvatec's website, we have a great education section that is not to be missed. As I've noted before, it offers numerous videos of surgical techniques using our products.

The chance to observe a surgery live thru a webcast seems like a really unique opportunity. If you have a chance to tune into any future webcasts- I'd love to hear about your experience.

Baltimore

2008-06-30T21:59:00.004-06:00

One of the perks of my job, I think, is getting to hear all of the great accents around the country. I've started recruiting for a sales associate position in Baltimore, and I must admit I am totally taken with the Baltimore accent. It's right up there with Boston and Chicago.

It's very subtle. Something to do with the "o" that sounds a little "oy", like "turn oyn the light!" At the end of the day, I try to recall what it precisely is, but it never sounds right when it comes out of my mouth. I suppose as a Midwesterner I have an accent too, but I just can't hear it. Maybe someone will point it out to me.

So if you are a great sales candidate in Baltimore (or know someone who is)- (whether you have the accent or not)- please let me know right away if you are interested in learning more about this great opportunity!

As always, you can reach me at LMcCallister@Linvatec.com

Positive Selling

2008-06-27T16:41:00.003-06:00

Not long after the National Sales Meeting, I received a book in the mail. It was from Powergirl- a.k.a. Pocohontas.

It's a book that we spoke about when I interviewed her. It's called How Full is Your Bucket. Her note included a "drop" for my bucket. She's awesome this way, and partly why she's become such a valued member of Linvatec's team so quickly.

I read it right away. It's short, quick and a very worthwhile read.

The theme of focusing on the positive and "filling" other people's buckets ties in very well with Linvatec- where we are, where we are going, how we view ourselves, and our relationships to one another and our customers.

During one of the presentations at the National Sales Meeting, one of the members of the management team talked about how deals are best won not just by being honest, but blatant with our customers. He said, "I really believe we are the ones in the white hats."

In other presentations, reps advised staying positive in every interaction and emphasizing the strengths of Linvatec's offering rather than racing the competition to the bottom. They talked about counteracting misinformation and shared examples of when such negative tactics have backfired for the competition.

When competition is tough, I think Linvatec's company culture reinforces that fact that it's important to stick to the high road and do right by the customer. I think it's the best path toward creating trust and long-term relationships with customers.

I think integrity like this is important to reps who are looking for a company to build a long-term career with. Having interviewed sales reps from other companies and industries who feel they've been pressured to do unsavory things just to close the deal, I understand that it's a pretty uncomfortable position to be in.

Another way Linvatec lives out "the positive" is the way everyone is so willing and eager to help one another- through sharing knowledge and cheering each other on. This sentiment came through loud and clear in a survey the sales force took earlier this year, and was palpable throughout the meeting.

I don't know if you've heard about Bill Gates idea about creative capitalism- "Doing Well by Doing Good"? This isn't anything that's new to medical device sales- it's an inherent part of being a good rep, and part of the reason why so many people are attracted to the industry. Linvatec's motto could well be "Doing Well by Doing Right".

Well, in sharing this great book Pocohontas did right by me, and I, in turn, intend to pass it along. I've picked out who I will send it to next.

And let's "keep it in the family"...

Competitive Advantages

2008-05-19T18:09:00.007-06:00

One question savvy candidates often ask me is how Linvatec's products compare to our competitors. I was able to broaden my knowledge of the competitive advantages through the training sessions last week. Here are a few highlights.

Sports Medicine

Self-reinforced bioabsorbable material- When I compared samples, the non-reinforced material broke after a few bends. I am still trying to break the unique, self-reinforced material that Linvatec's bioabsorbable implants are made of. No luck so far. This material is used for products like the Matryx screw and Fracture fixation line. One of the product managers explained that there is an obvious benefit to greater strength when these implants are used in knees, ankles and feet where they are sure to be subjected to wear and tear.
New products- such a patented Sentinel Drill Bits and a hip arthroscopy kit for that new, emerging arena are innovative additions to Linvatec's already extensive line

Power Products

Cleaning- Linvatec's large bone M-Power and small bone Micropower lines can be cleaned through the washer/sanitizer. Our major competitor's products should be scrubbed by hand. This advantage results in a labor savings for customers and meets the AORN preferred standards of care.
Because Linvatec's power products are better sealed, they are more reliable and durable
2 years warranty standard, versus 1 year for competitor's

Endoscopy

Our camera can be routinely autoclaved- again, a significant cost and labor savings for the hospital, with a 5 year warranty against steam capture to back it up
Patented ShockFlex prism mounting protects the camera from damage if dropped

I don't think our product offering has ever been stronger. It is a great opportunity for reps who want to represent products of exceptional quality and a company who stands behind them, every step of the way.

Yee Haw Fun!

2008-05-18T09:55:00.005-06:00

I shot the Western Director of the United States. Stone cold dead. Twice.

Then he shot me.

Obviously, we were just using blanks. All the same, I was pretty proud of my gunslinging ability.

Friday night we all shared a wonderful western adventure. I won't make any claim as to the authenticity of our experience, but it sure was fun.

It was a beautiful outdoor setting atop a mesa. It was a great opportunity for us all to express our inner cowboy or cowgirl- gunslinging, pitching horseshoes and lassoing. Doc Holiday, Pocohontas and a crazy bunch of urban cowboys contributed to the lively evening. There was even some line dancing involved, though not strictly of the country-western kind.

One of the highlights of the night was the 212 club, roaring up on the back of Harley Davidsons, special treatment in honor of their superb performance in 2007. Though the fireworks have faded, it's a night we'll all remember fondly for some time to come.

Training

2008-05-16T18:31:00.003-06:00

Gophers, godfathers and great products made for a very interesting day.

Rather than simply subject reps to hours of Power Point presentations, the marketing group worked hard and succeeded today in keeping the training sessions lively and interactive. Here are a few highlights of my fun day...

I drilled a tunnel in a saw bone with our Badger drill bit and wiredriver.
I was shot at by gangsters multiple times, but emerged unscathed thanks to my skillful Matrix-like evasive maneuvers.
I practiced using our new MVP suture passer on an Alex model and discovered it's a lot like sewing.
I played St Andrew's and finished -8 par. Pretty good for a girl playing golf for the first time, wouldn't you say?
Heard from our new president, Joseph Darling, about his management philosophy and direction for the company.
Saw pictures of JT's beautiful baby girl.
Counted my blessings many times over that I get to work with such a generous, creative and wonderful group of people.

2008 National Sales Training Meeting

2008-05-15T19:13:00.003-06:00

Today is the beginning of Linvatec's National Sales Training meeting.

Since so much of what I do is over the phone, I look forward to opportunities like this to meet face to face for the first time many of the people I've had a hand in hiring. If I listen carefully, I can sometimes come up with the name that matches the voice I heard during the interview process. I'm usually not good with names, but when I already know someone's biography, it usually sticks.

The training sessions get underway tomorrow. It's a great opportunity for me to learn more about the company's products, initiatives and successes so that I can speak intelligently to candidates about what Linvatec has to offer. There are also the intangibles that are so important- like the pervasive, upbeat feeling among the sales force, their excitement about the direction of the company- that I soak up from being here.

Stay tuned for more over the next few days.

Industry Newsletter

2008-05-13T13:02:00.002-06:00

Someone brought to my attention the AdvaMed Smart Brief. It's a newsletter centered on medical technology, and covers current news of many medical device manufacturers. It looks like it could be an interesting read to learn more about the goings-on in the medical device industry.

Strong Quarterly Results

2008-04-24T07:07:00.003-06:00

ConMed today announced first quarter results. The details are on the website.

A few highlights:

Sales grew 11.6% in the first quarter, a new record, and strong growth is anticipated for the remainder of the year
The Arthroscopy line, in particular the HD video systems, led the way with significant growth of 17.6%
Sales outside the US grew 21% overall

What this means:

The TrueHD camera is a huge success. It offers reps a tremendous opportunity to grow business and market share with a best-in-class offering. This is only one of many outstanding innovative products in Linvatec's expansive portfolio. Representing phenomenal products like TrueHD helps breaking into new accounts and making sales that much easier- a sales person's dream.
It's a great time to join Linvatec.

Here are some of current openings:

Tampa, FL
Miami, FL
Westchester, NY
Boston, MA
South Houston, TX
Augusta, GA

If you are interested, or know someone who would be a great match for any of these openings, please e-mail me at LMcCalllister@Linvatec.com

Outpatient Surgery

2008-04-18T07:20:00.002-06:00

Outpatient Surgery a publication and site which offers information on products and business practices in the outpatient or ambulatory surgery center market. Centers like these are a growing source of business for Linvatec. Surgery centers may be owned by a group of doctors, rather than a hospital system, which only increased the decision making power of the surgeons in these instances, since they have a direct stake in the center's profitability.

One particularly relevant recent article was titled "How to get what you need from HD". Reading up on resources like these is advantageous for current reps and prospective candidates alike.

Healthcare for 1099's

2008-04-11T12:39:00.004-06:00

In orthopedics, many reps are hired as 1099 independent contractors thru distributors. Linvatec does, as well as companies such as Zimmer, Arthrex, Smith & Nephew and others.

As a 1099, reps are responsible for buying their own insurance. I came across a site that provides quotes from multiple companies that could be a good source of information.

http://www.ehealthinsurance.com/

Minimally Invasive Surgery in the Headlines

2008-03-18T21:57:00.003-06:00

Last week, there was an article on the front page of the Denver Post about minimally invasive surgery.

It's not the first article I've read about this interesting progression in endoscopy. The article talks about surgeons accessing surgical sites through natural orifices. It highlights the story of a young man who had a tumor removed through his nostril, avoiding a lot of "collateral damage" that is typically incurred by cutting through other healthy tissue and bone. Linvatec's TrueHD camera is the kind of product that makes such remarkable surgeries like these possible.

Read it here.

How to Get Experience When You Don't Have Any

2008-03-17T20:14:00.002-06:00

One the the biggest frustrations of job seekers is to be told time and again that they fall short of the right type of experience.

New grads are told they are not the right fit for a sales position, because they don't have any prior sales experience.

Experienced sales people are told they aren't qualified for medical device sales because they don't have any O.R. experience.

In both cases, it's sort of a conundrum. How do you get experience if no one will give you an opportunity to get it?

From the employer's perspective, they are always taking a chance, even with candidates who have the right experience. Will this person perform? Will their results measure up? So a less experienced person represents an even greater risk.

Here's what I propose: short of having the actual experience in the O.R., for example, do everything you can to lessen the employer's risk in hiring you. There are many ways to do this, and the method that is most effective may depend on the particular employer.

To start with, characterize the risk that the employer thinks they may be facing by hiring someone without the right experience. In the case of O.R. experience, the risk is that it will take someone too long to gain the knowledge and familiarity they need to function adequately in the O.R., in particular talk to surgeons in an intelligent, fluent way about surgical procedures.

My last few posts have pointed to some resources which I think could be very helpful for someone who wants to learn about the O.R., and demonstrate their willingness, eagerness and ability to learn quickly to a potential employer.

If you want to be a device rep, you'll need to know anatomy and medical terminology- why wait until you get the job? Start now.

As I mentioned before there are surgical tech programs around the country which would provide a tremendous amount of useful knowledge. You can locate certified programs through the Association of Surgical Technologists and the National Center for Competency Testing

Obviously these programs would take a lot of time, money and commitment to complete. I think is probably more important to have solid experience in B2B sales. That's why I think the books suggested below are the next best step in the right direction.

Also, on Linvatec's website is an amazing Education section on surgical techniques. It includes videos of surgical procedures by some top surgeons and detailed PDF's with step-by-step surgical techniques.

One candidate told me he went into "lock-down" the week prior to his interview, where he read and studied everything he could find on Linvatec's products. What he realized in the midst of his self-imposed cramming was: "Hey, I actually enjoy this stuff."

And yes, despite his lack of prior surgical experience, he was hired.

Feedback on "Pocket Guide to the OR", other resources

2008-03-15T10:17:00.002-06:00

I received some helpful feedback on the Pocket Guide. Although I think could be a valuable resource, the comprehensive nature of surgical procedures is much broader than Linvatec's product focus.

For a more in-depth focus, consider looking into "the 'bible' of Sports Medicine, which is McGinty's Operative Arthroscopy."

Compared to the Pocket Guide to the OR, it is a much more in-depth and pricier option ($50 vs. $225, overstock discount thru publisher). On Amazon, there seem to be a number of used books available. The publisher Lippincott Williams & Wilkins seems to a specialty house focused on clinical and medical markets, with books on many more surgical specialties.

Also recommended, as I've mentioned previously, is the Arthroscopy Journal for keeping up on the latest topics in the Sports Medicine field.

ROTY NOM

2008-03-13T20:15:00.004-06:00

I got an e-mail a couple of weeks ago with this in the subject line. It took me a minute to figure out what it meant. Looking at the name of the sender made it click.

Rookie Of The Year Nominee.

This rep came through the training class I talked about in my post called "Something Special". I remember sitting next to him when I dropped by one afternoon. I could tell he was just soaking up the information, grasping new ideas and snapping the pieces into place amongst what he'd already learned, as though solving an immense puzzle.

Sometime last year I spoke to him, about the time he hit "the wall". His voice sounded a little strained. He told me that he had written 42 thank you notes to one account after an evaluation. He was struggling, running around, working hard and not yet seeing the fruits of his labor. I don't think it was too long after that things began to turn in his favor.

I think the numbers indicate that he doubled the sales in his territory in 2007.

Please read the comments below to learn more...

Repurposing "Salesforce" for the Greater Good

2008-03-13T20:01:00.002-06:00

I heard an interesting story on National Public Radio about a group in New Orleans that is using Salesforce to help rebuild a neighborhood. The database helps them to track needs for materials, repairs and volunteers in a neighborhood called Broadmoor.

Link here to read or listen to this story.

I've heard good things about Salesforce. I am sure they never envisioned their software being utilized in quite this way.

Pocket Guide to the Operating Room

2008-03-12T07:30:00.002-06:00

This week I interviewed someone who has recently completed a surgical technology program. Much like reps, surgical techs needs to learn procedures inside and out, including the sequence and the instrumentation involved.

Time in the operating room is valuable. Surgeons like things to move along quickly and efficiently, which in the end is better for the patient. Surgical techs are expected to anticipate what the surgeon needs, and reps who can do the same have a great opportunity to build credibility with the surgeons and their OR team.

The rep is there to support the entire OR team. By making sure techs and nurses know exactly what they need and when, the rep can ensure the procedure moves along smoothly, even when new products are being introduced.

Gaining this level of knowledge about a myriad of different surgical procedures is challenging. The average surgical tech program takes 1.5-2 years to complete, including 500 hours of clinicals. Reps need a comparable level of knowledge, which comes through training, experience in the OR and a lot of studying.

Here's a great book this surgical tech suggested to me which sounds like it could be an invaluable resource for reps. It's called:
Pocket Guide to the Operating Room by Maxine Goldman.

According the the publisher's website, it includes details on more than 500 surgeries, with descriptions, drawings and instrumentation. This tech told me that she would review the guide in preparation for each surgery while she was going through her clinicals and being exposed to new procedures daily.

Noted as a key feature, which is particularly relevant to Linvatec's product line, is the emphasis on: "extensive coverage of minimal access surgery, including endoscopic procedures for multiple specialties, microsurgical techniques, and instrumentation for these procedures."

The guide also indicates what to expect if there are complications and what types of procedure(s) the surgery might evolve into as a result, allowing one to anticipate the instrumentation needed if specific scenarios were to occur.

Much like a good surgical tech, anticipation and preparation are key to a rep's success. A well-prepared rep always has exactly what they need for the case, and more. If a surgeon turns to a rep and asks, "do you have...", the answer had better be "yes".

MVP of AAOS

2008-03-10T18:32:00.003-06:00

From what I've heard, this year's Academy was a big success for Linvatec. Lots of excitement, on the part of customers, reps and everyone involved.

Of the new crop of products released, one standout may be the Spectrum MVP Suture Passer
It's part of Linvatec's Spectrum line, which has for many years been recognized as an essential instrument set for arthroscopic repairs.

I once heard the challenge of arthroscopic procedures summed up something like this: imagine trying to tie a knot in a piece of wet spaghetti with a couple of chopsticks (while the noodle is inside a box, no less).

I think the analogy I heard was a little more elegant, but still I think you can understand the challenge and level of skill required for an arthroscopic procedure. The MVP Suture Passer greatly simplifies some of the common challenges surgeons face.

Economic Downturn

2008-03-07T17:25:00.002-07:00

The news is rife with reports of lost jobs last month. 63,000 job were eliminated, the most in five years.

On my end, I've definitely seen an increase in the number of applications from certain job markets that were previously "dry". In particular, there has been a flood of resumes from folks in the real estate and mortgage industries seeking higher ground. I think there has been a bit of a shake-out in pharma as well. Talking to folks who are focused more on B2B sales, I sense some concern about the willingness of businesses to expand and invest in services and capital equipment.

I am far from being an economist, but being a recruiter does put you close to job trends in the economy.

Medical device sales is touted by some as "recession proof", the idea being that medical care is a necessity, and not something people can put off as they would buying a new car or refrigerator. Again, while I can't put cold, hard numbers to this entirely plausible theory, I can offer a few interesting anecdotes.

I asked one of our distributors recently if he felt there was truth to this statement. He said that in his 20 years in the industry, there hadn't really ever been a serious slowdow, despite fluctuations in the larger economy.

A couple of months back, someone applied for an opening that had just recently been filled. The person was from the mortgage industry and was pleasantly persistent, such that I was prompted to call and speak to him briefly to explain the situation. In the course of our conversation, I found out that this young man's father had worked for Linvatec back in the '90's.

I ended up talking to his father, who told me that he'd always told his children that he had chosen a career in medical sales precisely because of the stability of the industry. When you have mouths to feed, avoiding industries that are feast or famine, boom or bust becomes all the more important.

"I think my son is finally starting to understand exactly what I was talking about," he told me.

Some salespeople I talk to seem to focus on base salaries and expense packages as the primary measure of stability in a company or opportunity. I think this view is too narrow. The industry itself can have a huge impact, as many have recently seen first hand. I think some other important factors are: stability of the management team, average tenure or turnover in the salesforce, consistency of the compensation plan, the breadth of the offering. On these measures, I think Linvatec is very strong.

I wonder how many people have seen what they thought was a solid career, solid success vanish in front them. Some will ride out the lean times, while many will start from scratch establishing themselves in another industry. It takes a lot of hard work to succeed in any realm, a lot of hard work to develop your product knowledge and base of contacts, master the nuances of the sales cycle particular to your industry. And even more hard work to start all over again.

I think many sales people are self-starters who want to have control over their own destiny, a big part of that being their own income. Although nothing is absolutely certain in this world, I think building a career in medical device sales offers favorable conditions that put salespeople in a position to exert a good measure of control over their future. They aren't likely to see their hard work swept away by a downturn in the economy. Even now, despite the challenges in the larger economy, medical device reps can continue building their careers, onward and upward.

New Products released at the AAOS

2008-03-06T17:36:00.002-07:00

The annual meeting of the American Academy of Orthopaedic Surgeons is being held this week in San Francisco. For Linvatec and many other orthopaedic companies, this is the most important trade show of the year. There are 15,000 attendees, primarily orthopaedic surgeons from around the world. Our entire marketing team and much of the sales force is in attendance.

Linvatec has launched eleven new products at this year's show. Link here to learn more.

What Does Your Voicemail Greeting Say About You?

2008-02-18T18:45:00.004-07:00

Last week, I heard a great voicemail greeting.

You may be wondering, what can be so great about a voicemail greeting? Though seemingly insignificant, a voicemail is often the first introduction a stranger has to you. I can sometimes be put off by this first contact with a potential candidate, or intrigued.

I am annoyed by greetings that are chopped off, as in " ... back. Thanks." As simple as it seems to listen to your greeting after recording it, there are people out there who don't. Sometimes greetings sound as though the person recorded it while visiting a dog pound, or on the inside of a meat grinder. I've heard greetings that sound decidedly irritated, as though the person recorded their message after a fight with their significant other, or so low-energy and miserable it's as if they'd recorded the greeting while lying flat on their back in bed with the flu.

Voicemail greetings that intrigue me are those that make me think, "This person sounds really (energetic, professional, on-the-ball). I am really looking forward to speaking to them." They are clear, easy to understand, and sound as if the person takes their voicemail seriously. It makes me hopeful of a prompt and courteous return call. There are even those in this industry who become so fanatical about returning calls, that they call back even if I don't leave a message just to make sure they didn't miss anything important.

Of course, I realize that you can't judge a person solely by their voicemail greeting. Why, it's preposterous to even think such a thing (although it would make my job a lot easier).

I hope you'll understand I am exaggerating to make my point. My point being, that your voicemail greeting is part of the total impression you make on recruiters, customers, and potential employers- people that can have a direct impact on your livelihood and future prospects.

So why was the voicemail I heard the other day so good?

After stating their name, etc, this sales person proceeded to say, "Be sure to ask me about some of the new products I heard about at our national sales meeting..." and then briefly mentioned three of them. Wow, I thought. Smart.

If you've ever read the Little Red Book of Selling by Jeffrey Gitomer, you may have encountered this idea before. This candidate had not read Gitomer's book. So much the better. A voicemail may seem so mundane, so simple, but Gitomer says that it is a greeting that people hear over and over, so why not make it work in your favor?

What I Like to See in a Resume

2008-02-12T21:55:00.002-07:00

I remember reading a book once on how to write the perfect resume. It offered several suggested formats. As a recruiter, there is only one I prefer: chronological, starting with the most recent work experience at the top. It's straightforward and easy to read.

When I read resumes, I have a few questions in my mind.

1) What products does this person sell? Suggestion: Include a short description of major product (categories) and total number of different products.
2) Who does this person sell to? Describe the primary decision makers in the buying decision.
3) How complex is this sale? Expand upon the decision making context.
4) Results? Rankings and yearly performance to quota are the most relevant. Awards or outperforming quota in a given month are fine, but it's the final number at the end of the year that matters most.

If your resume can answer these questions clearly and succinctly for each position held, then you give a recruiter an opening to see past the obvious and recognize relevant patterns of similarity between different industries.

Happy New Year

2008-01-03T15:25:00.001-07:00

The New Year is full of so much promise and possibility. I always find it exciting. It's also a great time to pause and reflect on one's accomplishments of the past year. At Linvatec, it was a pretty good year for all concerned.

I came across a question on Linked In that had a lot of excellent information who are new to sales.
"What general advice would you give to someone starting out in sales?"

I considered contributing my two cents, but the answers were so good, I didn't really need to.

Why I Love Linvatec

2007-12-16T07:14:00.001-07:00

As I mentioned previously, we have started work on revamping the career section of Linvatec's website. The group of designers we are working with are very talented and have some great ideas. I think the final results will be exciting.

This project has prompted me to think about my experience with Linvatec.

If you read between the lines on the previous post, Sonny Crockett saw a great opportunity to have an impact in his territory. He was excited about the products (the quality and breadth of the offering), the chance to sell in the O.R. to surgeons, the potential earnings, and I think through the interview process, he also meet a manager that he was interested in working for. These reasons might summarize why he decided to take a position with Linvatec's distributor.

He's stayed because the earnings, current and future, are real and substantial. He is fully convinced after winning some deals and feedback from his customers that our products are outstanding. The competition is exciting. His success is supported and appreciated as an important contribution to his team and the company. He might add to these reasons, but I don't think he's disagree with any of them as I've stated them here.

My reasons for joining Linvatec over 10 years ago were similar. The products are exciting and meaningful. Linvatec is also a solid, stable company. Part of that is due to responsible management. Part of that is due to the products. Linvatec offers a portfolio of essential surgical tools, not some fly-by-night niche products. I also saw the potential for having an impact. Actually, a better way to describe it might be an invitation to have an impact.

Here are some reasons I've continued my relationship with Linvatec:
1. risk taking
2. autonomy
3. ideas/creativity
4. access to senior mgmt
5. growth opportunities
6. flexible career path
7. congeniality
8. positive feedback
9. everyone matters

I will return to these ideas in future posts to expand upon them.

Sonny Crockett's Great Year

2007-12-14T06:46:00.001-07:00

It has been an amazing first year for Sonny Crockett (not his real name obviously). He started on Labor Day 2006. Over the past year, I've interviewed him about his progress as sales representative for Linvatec's products in a downtrodden territory.

The territory he took over was every salesperson's nightmare: inconsistent representation had allowed the competition to dominate the market. Despite these challenges, he has exceeded expectations in every way. He has doubled the business in his territory since last year.

Below, I'll talk to him about both the challenges and successes he's had this year on his path to success.

If you want to read prior interviews, search my blog (above) for "sonny".

The Great American Teach-In

2007-12-06T20:17:00.000-07:00

My fellow recruiter participated in the Great American Teach-In this year. If you are not familiar with the Teach-In, every fall in schools around the country parents visit their children's classroom to share information with the class about their jobs. I think it's a great way to expose students early-on to different kinds of careers.

She received this great thank you letter from a student who was obviously paying close attention.

In case you find it difficult to read, here's a translation:

I though your presintation for the Great American Teachin was really cool because Iv'e never seen the inside of my kneecap before. Also you said you have enigenners there to make all the insterments for opperating on a person that has been in a car accinedent or something that could get a person hurt really bad, well when I grow up I may want to be an enigneer because I love drawing, and making useful inventions out of legos. I hope that one day one of my inventions will be used for one of the operations of the place you work at.

What we find remarkable is the level of detail he captured in his drawings, from her short representation and a video about our company and products. Look at the hubs on those shaver blades! Pretty amazing.

New ConMed Linvatec Website

2007-11-20T09:51:00.001-07:00

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!

Linked In

2007-11-08T08:22:00.000-07:00

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
http://www.linkedin.com/in/lisamcglinvatecsalesrecruiter

Essential Skills Checklist

2007-11-07T12:53:00.000-07:00

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.

The Benefits of Paying Your Dues

2007-10-31T07:48:00.000-06:00

As December graduation approaches, I am hearing from upcoming grads about the best way to "break into medical device sales". I have referred many of these people to my earlier post on copier sales as an excellent route to prepare oneself for success in this field. After all, it's not just about getting the job- it's ultimately about succeeding, isn't it?

Although every employer would love to achieve perfection in their hiring process, most employers admit that they've made a few "bad hires". For my part, the most tempting candidates are those who have the potential, passion and personality that would seem to indicate they are destined for success. Such a candidate can be a great fit for a sales associate opening, where they will have an opportunity to learn from and be mentored by a seasoned pro.
But sometimes, the kindest thing I can do in such instances is encourage such candidates to pay their dues by getting the right kind of experience and to stay in touch with me as their career develops.

Because the hiring process is so complex, as much art as science, it is essential for candidates to be proactive during the interview process if they are to make the best career choices for themselves. A recent article I read in the employment section offered an insightful perspective on this matter.

"'It may sound basic, but, unfortunately, applicants frequently place all their emphasis on getting the actual job offer and fail to recognize the importance of truly objective self-assessment of the skills he or she actually has to offer,' said attorney Kim L. Ritter. Her practice emphasis is in employment litigation with Minor & Brown in Denver. 'In some cases, after being hired, this can translate to a core competency mismatch and result in being fired for inadequate performance.
'Job-seekers should be accurate in their own self-assessments, even if the hiring official mistakenly overlooks critical skills necessary to be effective on the job,' she said. ' Do some research before and during an interview, and relate your skills to the actual requirement. Also, be honest in your self-assessment. Be objective and know what you can or can't offer.'"

While confidence is an essential part of being a sales person, humility, honesty and integrity are just as important. Overconfidence can be costly. Consider paying your dues a wise investment in your career.

Next Up: Essential Skills Checklist

A Long Time...

2007-09-18T21:44:00.001-06:00

I did not intend to abandon my blog for three months, but a cross country move packs a little bit of a wallop. In July, we moved to Colorado. Here are a couple of things I learned in the process...

1. Don't bother to move all your stuff- just sell it. It's not like it's going to fit in your new place just right anyway. And by the time you've packed it, lugged it, hoisted it, shoved it, lifted it and unpacked it again, you'll hate it anyway.

2. Don't fret about your kids. They absolutely adapt better than adults. Worry about yourself. I think I've aged a year for every mile we moved, which would make me about 2,000 years old.

Despite these hard lessons, I am delighted to be in Colorado. What a beautiful state it is. Third sunniest state in the union, as my sister has told me many times. Now that we are settling into a more normal routine, I hope to begin writing again on a more consistent basis.

I am continuing my work for Linvatec, and there's been quite a bit of it lately. We are actively recruiting for a direct sales force in Florida, for both direct sales reps and management positions due to some recent changes. Local, qualified candidates welcome!

Athletes in Medical Device Sales

2007-05-30T07:44:00.000-06:00

Former collegiate athletes are often considered good candidates for medical device sales. Obviously, having been involved in competitive athletics alone is not enough to qualify you for a sales role in our industry, but in combination with other relevant experience, it can contribute to the foundation of a solid career.

Last year I helped hire one such candidate. He competed for the University of Northern Colorado in track and field and was an NCAA All-American in the decathlon. In addition to his athletic achievements, he was a four-time NCAA Academic All American and completed both and undergraduate and master's degree in kinesiology. Today I'll chat with him about how his background as a competitive athlete has proven relevant to his success as a medical device rep.

Manpower Survey

2007-05-29T10:32:00.000-06:00

For the second year in a row, Manpower's Survey of hardest jobs to hire ranks "sales representatives" as the toughest position to fill.

Manpower Survey On Hiring

I guess that explains my occasional urge to bang my head against the wall. It's not just in the US; apparently it's tough to find good reps anywhere in the world. According to the survey, employers find the positions difficult to fill due to "lack of available talent".

What I see as a recruiter is that too many people think that the fact that they "enjoy meeting new people" is enough to make them a good sales rep. I've written before how short-sighted I think this point of view is. I have to weed out a lot of totally unqualified candidates who have zero relevant experience.

Think of it this way, if you were applying to another position at Linvatec, say a mechanical engineer, would you even consider saying to the recruiter or hiring manager, "I know I have don't have any experience, formal training or degree in mechanical engineering, but I know I can do this job if you just give me a chance!" Sounds crazy, right? But that's the way people too often seem to think about sales jobs.

Maybe it's the dearth of professional designations that contributes to the idea that anyone can be a sales person. The fact is, sales is a profession.

I am encouraged by the fact more schools are starting to offer certificates and degrees in Professional Selling. I've interviewed candidates from Baylor in Texas, Weber State in Utah, William Patterson in New Jersey. These programs and others seem to offer a solid curriculum that teaches students about the steps of the sales process and offers them a chance to develop their skills through presentations, mock sales and competitions.

Considering the results of the Manpower survey, I think anyone who pursues such a degree will find themselves well positioned to succeed and in high demand upon graduation.

Ten Truths from Rookie of the Year

2007-04-26T20:08:00.000-06:00

Well, I've been kinda busy lately, but I'm back with a good one. Last week, our 2006 Rookie of the Year made a presentation to our most recent training class. They were hanging on his every word, despite the fact that it was Thursday afternoon and they were starting to feel a little worse for wear at that point.

The new reps were in the "what-in-the-hell-have-I-gotten-myself-into" phase of their career with us that I've mentioned before, feeling just a little overwhelmed. I think it was reassuring for them to hear that even the Rookie of the Year felt like he was spinning his wheels when he first started. He had a lot of great ideas that he shared with the group about how he gained traction in his territory. Here are ten which contributed to his successful start.

1. 6:30 am to 4:00 pm you must be in the O.R. everyday with your customers. Get up and out, be ready to step into the O.R. at the start of the day and don't leave until the day is done. An "office day" is prime time lost. Nothing matters as much as being with your customers. If it's a beautiful Friday afternoon and you want to go play golf, you better take a couple of doctors along with you.

2. Get to know everyone on a first name basis. The nurses, the scrub techs, the guy who mops the floor, not just the docs.

3. Set up a regular, weekly call schedule which includes seeing your major accounts every single week. "If they aren't buying from you, it's because you aren't calling on them," he said. He makes it sounds pretty simple, doesn't he? Be consistent- apparently it works.

4. Make the most of your time. Stuck in the O.R. during a four hour case? Time to fire up your PDA and pack it with info on that account. For his 100 or so accounts, he has dozens of names and phone numbers, docs, biomeds, nurses, pricing and many other details for each account in his PDA. He bought a printer for his car so he can print out quotes on the spot or while he's driving.

5. Profile your targets. He has a profile for every doctor in his territory which includes background information such as where they went to school, organizations they belong to, how many kids they have, which products they are currently using, frequency of different types of procedures, etc., including pictures. These profiles are constantly evolving, more information being added all the time. When he pulls up to the account, he can review his binder for useful information.

6. Take care of your accounts. He has a check list that he uses to review equipment. If he finds anything wrong, he lets the biomeds know. A little preventative maintenance goes a long way to keep things running smoothly I'm sure, and it's another reason for him to show his face and prove to his accounts that he's looking out for their best interests.

7. Immediate follow-through. For examples, if a doctor agrees that s/he's interested in meeting with him to try out a new product on saw bones, as soon as he leaves the doctor's side, he'll put in a call to schedule a time with his office. In this and other scenarios, he made a point of saying "My next call..." to emphasize the importance of prompt follow-up.

8. Leverage your relationships with key surgeons. He has partnered with an influential doctor in his area to put on labs for other surgeons who want to learn new techniques. It's a great way for the Rookie to introduce himself and Linvatec's products to an interested audience. An added benefit is that he's helping his key surgeon grow his own business, which only serves to make their relationship stronger.

9. Develop strong relationships with everyone else in the company. Distributor, product managers, customer service- you need everyone on your team. Don't be afraid to ask. One hallmark of a successful rep seems to be that they ask more questions and make more calls to marketing and their distributors, which may be the direct result of activity level. They are constantly learning and fully engage the resources available to them in a positive way. If he wants samples, he makes his case, offers a reason why it will be beneficial or how it's going to help him gain more business. He asks rather than demands.

10. Treat it like your own business. The Rookie has a sales coach. He's hired an intern who helps him with his profiles. He invests time, money and effort to continuing growing and improving. It's obvious he enjoys what he does, but he also takes it very seriously. He takes total ownership.

Perspective from a Senior Rep

2007-03-13T16:00:00.000-06:00

Today one of our experienced reps gave me a call and I took the opportunity to ask him his opinion about what it takes to succeed in medical device sales. In his opinion, success comes down to the ability to develop strong, solid relationships.

In his day, he's seen companies hire according to two basic models. Companies look for "achievers" who know how to sell and have a strong track record of accomplishment to show for their efforts. Folks from this background need to be inquisitive and must have a willingness to learn, constantly, about medical products and procedures.

The other model, one which I think is falling by the wayside, is to hire surgical techs who already a strong knowledge of surgical procedures and teach them to sell. I say it's falling by the wayside because it has been observed that surgical techs may be successful managing an existing account base but aren't necessarily driven to grow the business. While there certainly are exceptions out there, it may be because someone from this background may not as competitive as a career salesperson.

So, to recap, essential qualities according to one of our "frontline" reps, are...
1.Willingness to learn, continually, constantly, about your own products and everyone else's. He says his customer's call asking his advice about products that have nothing to do with Linvatec's product line. He uses his time in the OR to learn a little bit about everything, anethesiology, bracing, patient outcomes, and the surgeons appreciate his inquisitiveness.
2. Competitiveness, a desire to win. Pretty self-explanatory, so I won't elaborate any further.
3. Ability to Develop Relationships The ability to make connections frequently, easily, sincerely is pretty much essential. Without it, the other two don't matter too much in this business.

Award Winners

2007-02-28T15:51:00.000-07:00

Last week I caught up with one of the newbie reps who was honored with an award at the AAOS. In his first year, he was up 48%! I felt kinda proud because he was one of the folks I helped hire.

It seems like every time I checked up on this rep over the past year, he had just closed another video deal. He is delightfully humble, saying that our products are so good they "speak for themselves". Well, I think there's a lot more to it than that, especially when someone has to sign off on a purchase order worth nearly $200k. To win those kinds of capital sales, you not only have to have good products, but you also need a rep who knows how to conduct a successful evaluation, handle objections and win the confidence of the OR staff.

This rep is well recognized by his accounts for his conscientiousness. The distributor he works for tells me that all his accounts rave about him. "It's not just one account," his distributor says. "It's all of them." So, since I can't reveal his name lest his phone start ringing off the hook with job offers, that's just what I'll call him here...
Mr. Conscientious.

con'sci'en'tious adj. 1. Guided by or in accordance with the dictates of conscience; principled. 2. Thorough and assiduous.

Mr. Conscientious tells me that when he started in his territory, he began to make the rounds to meet his accounts and listened politely "hat in hand" to their concerns. Not all were happy with the amount of attention and service which they had previously experienced.I think new reps in any territory, in any industry can expect to encounter similar sentiments... hence the need for additional representation and expansion.

Mr. Conscientious, who says he's never has a bad day yet, took these concerns in stride and set about to remedy them by going "overboard" on service. He was polite, nice, and did exactly what his accounts asked and needed, even if it was a small thing that made him little or no money. Sometimes he would just drop by to ask if they needed any help and got to know his accounts by showing up regularly. (If you've read my earlier article called "A Doctor's Perspective", you'll notice a lot of overlap.)

Mr. Conscientious is himself from a clinical, rather than sales background, so he knew from his own experience that hard-nosed sales people who show up only when they can make a buck wear out their welcome pretty fast.

"There's a fine line between being a butt kisser and being a professional," he says. "I'm friendly and professional, but not oozing, fake or contrived. I try to be a nice guy and I'm concerned with good service."

He strives to take care of things before he's asked. One of the ways he does this is by checking the boards where the surgeries are scheduled so that he can anticipate the accounts' needs. By the sound of the feedback, they've noticed and appreciate his efforts to make their lives easier.

"My goal is to be prepared in advance, never to be behind the eight-ball," he says. He's friendly, prompt and doesn't b.s. anybody.

He's noticed that although reps may be in fierce competition trying to win deals, the hospital staff has their own struggles and day-to-day battles they are fighting. He believes that a rep who helps them solve their problems, rather than focusing solely on personal gain, can earn their loyalty and their business as a result.

After his first year, he's thrilled with the growth in his territory and is looking for ways to improve his skills and expand his business. He loves the daily challenges of being a medical device rep for Linvatec and the constant learning that is required for him to be his best. I think we can only expect his success to continue.

Valentine's Day Launch

2007-02-14T11:51:00.001-07:00

This week is the American Academy of Orthopaedic Surgeons' annual meeting in sunny San Diego. It's one of the big shows that Linvatec, and many other orthopaedic companies, attend each year. Today, Linvatec is officially releasing several major new products, including the much-anticipated TrueHD - High Definition Camera System.

To read the press release about this product, plus the new 24k arthroscopy pump and our new hip arthroscopy set, follow this link...

2007 AAOS Product Launches

Recommendation from a Reader

2007-02-13T09:15:00.000-07:00

I received an e-mail from a reader who suggested the following book...

I wanted to suggest a book that I think you (and your entire organization/ salesforce ) will enjoy. It is the easiest sales read that I have found, and the best part is that it is written in "simple" terminology by a very successful former device sales rep/manager from Johnson & Johnson. The book is called "The Greatest Sales Book Ever Written" by Dean Gould (modest title huh....but I think he might be right).

I located an entire copy on-line through Google. I have some other recommendations from our distributors which I hope to share very soon!

Free Newsletter, Orthopedics News & Analysis

2007-01-31T18:11:00.000-07:00

I discovered a private equity group called HealthpointCapital which focuses largely on orthopedics. According to their 2006 Industry forecast, the orthopedics industry is forecast to increase around 15% per year... that means the industry is growing about $4 billion dollars a year. No, I did not make a mistake, that's $4 billion a year! I look forward to reading their 2007 forecast in the near future.

Here's their overall thesis...

We believe orthopedics will emerge as the single most promising source of future investor returns in healthcare, given the confluence of demographics, technology and global expansion. While other healthcare categories such as cardiovascular devices, cancer or biotech may have been more lucrative in the past, what the American Association of Orthopedic Surgeons (AAOS) calls the "Decade of Orthopedics" provides the best opportunity for future investor profits in healthcare.

A number of elements will create this opportunity for the next ten years:

Increased life expectancies, which is a powerful demand driver that uniquely favors orthopedic devices.
Technological innovation, which will change the entire complexion of the industry.
Attractive industry economics and profitability.
Combined, these elements will cause the industry to grow more than three fold from $20 billion per year to $65 billion in the coming decade resulting in as much as $75 billion of potential investor profits.

This combination of factors supports sustained, attractive industry valuations.

Well said! Of course, it paints a pretty picture not just for investors, but orthopedic manufacturers and anyone lucky enough to sell such products. You can read more and subscribe to their newsletter at www.healthpointcapital.com

The Ultimate Tag Team Returns

2007-01-26T14:18:00.000-07:00

Sunny Crocket and Rico Tubbs join me once again to share their perspective on life as a new medical device reps. Read the interview in our shared comments below...

Do What You Love

2007-01-22T19:13:00.000-07:00

One of the best parts of what I do is congratulating someone when they get the job. They are usually beside themselves with excitement. They may have worked and planned for several years to get to the point where they are qualified for such an opportunity. Landing a job in medical device sales is often the fulfillment of a major life goal for a candidate and reason for celebration. Before we find the one who really wants it, a person who is prepared and committed to succeed, we often talk to a lot of window-shoppers, people who don't seem to know for sure what they want.

The employment section of the Tampa Tribune had a good article yesterday entitled, "Choose Your Career Wisely". The article makes some solid points about why a job that is rewarding on a personal level is so critical for a achieving a sense of satisfaction in life.

Here's one part I like...
"People ask themselves the wrong questions," agrees Hodowanes, a career strategy advisor in Tampa... "They ask 'what kind of money can I make, does the career have visibility, what is the career path?' These are all the wrong questions. The first question a person needs to ask him or herself is 'what can I get passionate about,' because what you can get passionate about is also something you have an ability to do."

As I wrote in my last post, some people are rather superficial about their reasons for wanting to get into medical device sales. Everyone I talk to seems to have a "friend" who is successful in medical device sales. Sometimes it's good, because such people sometimes have a more realistic perspective of the challenges and potential of medical device sales, but sometimes there's more job-envy happening than serious introspection and commitment.

Do what you love and the money will come... it takes someone with a lot of hunger and self-confidence to lay aside questions of immediate income and focus on the long-term, but I guarantee you, that describes our most successful reps. They know they can "make it happen" because they know deep down that this is exactly what they want to do.

Read the entire article at http://careerseeker.tbo.com/careerseeker/MGBL1N6D9XE.html
And do what you love!

Best Books on Sales

2007-01-17T19:49:00.000-07:00

Over the next few weeks I will be asking our distributors what their favorite books on sales are. I hope this will be an interesting topic for both newbies and industry veterans. As a group, our distributors got to where they are because they were (and still are) extremely successful as sales people, so their recommendations should make for some interesting reading. I plan to read a few of the books myself.

So often when I ask people why they enjoy sales, they say something about how they like meeting new people, or that they like the variety and independence of being out of an office and visiting customers. That's nice for them and all, but it's rather shallow. If you like people, there are lots of jobs you can have... teacher, waiter, lawyer, nurse. It doesn't really answer the question why sales, in particular.

Sales is a profession and the best sales people commit to constantly improving their craft. Just like healthcare professionals earn continuing education credits, so salespeople should be constantly learning, improving, sharpening and updating their skills.

My recommendation is to check out Selling Power. They offer free newsletters by e-mail on a variety of topics, which alway contains really interesting and useful information. www.sellingpower.com

The first recommendation from one of our distributors is Execution, The Discipline of Getting Things Done by Larry Bossidy, Ram Charan and Charles Buck. Great title, isn't it? From the description on Amazon.com, it does not appear to be a book strictly on sales, rather achieving goals, which is very very important.

Results, not efforts, determine the worth of a salesperson. It's a salesperson's lot in life to be measured by the numbers they produce, as another one of our distributors says. You're only as good as your last month, laughs another. And off they go, after the next deal, the next sale, the next quota. Kind of exciting, isn't it?

If you have your own recommendations to share, please feel free to add to the list!

Jobster

2007-01-16T22:06:00.000-07:00

There are some great benefits to having a techie husband. He has already helped me plenty with my blog. I have blundered through most of it on my own, but he so kindly pitches in when I get in over my head.

Like today, he helped me activate my Jobster links, over there to the left, wink wink.

Join Our Talent Network... means you can fill out a very short profile and will be notified when positions open up in your area. You choose the frequency.

Link to Our Current Openings... well, pretty self-explanatory, that one.

It's easy to get addicted to on-line networking. I read somewhere... is it networking or not working? (Which is one of the reasons I do this mostly in the evenings.) It's pretty easy to confuse the two. It's easy to start feeling like a character in a Bruce Sterling story, sucked up in some sort of virtual world.

In any case, we are in the process of rolling out Jobster, which is sort of a second (or maybe third or fourth) generation job "portal". I don't know what else to call it. Think Monster and CareerBuilder with a heavy emphasis on networking and on-line profiles. I've created a profile, anyone can. If you do, or have a blog or have a myspace or facebook page, let me know. Send me an e-mail, I'd love to check it out.

Topics for The Year Ahead

2007-01-11T20:28:00.000-07:00

Last week, while I was off sipping champagne and celebrating, we received about 250 job applications. I'm telling you, this is the time of year when folks come out of the woodwork. Fortunately, I have a colleague who has been helping me cull through them.

This year I plan to have lots of fun with this blog. I already have a lot of topics in mind, for both wannabees and alreadyares. Topics for young and old, new and experienced will include:

more interviews with the ultimate tag team and other newbies
cover letters
resume do's and dont's
interviews with successful, seasoned reps, maybe a few distributors / hiring managers
1099 independent contractor, intro and advanced topics
typical day
healthcare savings accounts
our new HD endoscopy camera
lesser known routes to medical device sales
"ask the recruiter"
transition and career planning

If there are any topics you would like to see addressed here, please let me know by commenting below. For some reason, I've been getting e-mails from folks who've been reading and enjoying, but no one wants to be the first to comment. I am hoping some brave reader with lead the way!

My subscription button is active. Be sure to subscribe so you won't miss any of the fun!

The Truth about Copier Sales

2006-12-28T18:49:00.000-07:00

It's a frenetic time of year for our reps and many others, and not just because of the holidays. Our reps are out closing every last deal in sight right now. I've been hearing it in candidates' voices too. Everyone sounds kind of winded. It kind of makes a good argument for a fiscal year that ends at some other time of the year. Then again, it's been a good year for Linvatec so there will be much reason to celebrate on New Year's Eve.

I've been pondering my resolutions for 2007. I usually have lots of them, in every category of life- home, family, work, personal, health. My resolutions this year include red wine and chocolate milk, among other things. I'm sure you've heard of the many benefits of drinking a glass of red wine every day. It's even good for your gums. But why chocolate milk, you ask.

First of all, tastes great, no question about it, I could use the calcium and I read recently that they've found that athletes recover most quickly from their workouts by drinking glass of chocolate milk. So everyday after my run I've decided to chug at least 8 ozs of the sweet stuff. I did pretty good with my resolution this past year to eat a square of dark chocolate every day so I think I can handle the chocolate milk thing too. The way I look at it, everyone needs a few easy resolutions each year in addition to the tough ones.

I'm gonna need all the energy I can get. When everyone recovers from the New Year's Eve revelry and post-quota hang-over, they'll fire up their hiring plans for 2007. Last January, I was extremely busy. It also seems like the time of year that sales reps like to polish up their resumes and test the waters, especially if they've busted their quota and banked president's club.

Maybe this year is the year you've decided you are going to break into medical sales, or maybe you're at a stage where you are trying to figure out the best interim steps to take to get you there. Sometimes I think the the hard part of making resolutions that matter is sifting out the good information from the bad, and there is an awful lot of bad career advice out there. Recently, a writer in the employment section wrote that "job hopping" no longer matters. He couldn't be more wrong.

So, I thought I might hit on a topic for those of you interested in preparing yourself for a career in medical device sales. It seems funny, but in our industry, hiring managers would much rather see candidates with copier sales experience than prior pharmaceutical sales. (In fact, some hiring managers consider pharma sales the kiss of death, but more on that another time.)

Could copier sales be your golden ticket to the chocolate factory? (You'll soon notice chocolate is a recurring theme with me.) It's no guarantee, but it's a good start. If you work hard at it, you can develop great skills that will serve you well throughout your sales career. Be prepared for a rough road if you decide to give a try. It's a relentless, cutthroat business. Don't cop out too soon. Stick with it for a while and get tough.

Listed below are some of the things that make copier sales such a great career booster.

Highly Competitive Industry: many players out hunting and beating the bushes for deals, head-to-head competition
Technical Products: think hardware, reps have to demo products, troubleshoot problems, study and develop their product knowledge and continuously learn about the competition
Capital Sale: higher dollar value means more commitment required on the part of the customer, more persuasion and skill required of the rep to close the deal
Higher-Level Decision Makers: C-level selling experience is good because a sophisticated and demanding buyer is more like a surgeon than is your average consumer
Excellent Sales Training: not just on products, but sales as a process, it should be "formal" i.e. classroom not just Joe Mgr telling you the way he's always done it
True Close: somebody's got to sign on the dotted line and commit funds from their bank account
More than a One-Call Close: consultative selling, digging into the buyer's needs/pain, requires some rapport/trust/relationship building
B2B: selling to businesses, not individuals, 'nough said
Rankings: you'll need to be able to document your performance against your peers

If you can find most of these characteristics in a sales position, then it might be a good alternative to copier sales. Other types of sales to consider include: wireless, IT/hardware, some financial sales, uniform sales. These positions may not have all of the characteristics listed above, but with a good training program, might be worth considering. Companies include Verizon, Cingular, Cintas, New York Life in addition to the Xeroxs, Laniers and Ikons of the copier world.

If you already have succeeded in such environment, please apply directly to our website or one of the other options listed to the right. Again, we prefer local candidates, so if you don't see an opening in your area right now, send me an e-mail with your resume and I will keep it on file for future reference. Soon I'll have a tidy button on this site where you'll be able to join our Talent Network through Jobster and be notified when positions open in your area. Happy New Year!