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.
Sunday, December 16, 2007
Friday, December 14, 2007
Sonny Crockett's Great Year
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".
Thursday, December 6, 2007
The Great American Teach-In
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.
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.
Tuesday, November 20, 2007
New ConMed Linvatec Website
Last week, a new ConMed Linvatec website was released. The theme of the site is "A World of Solutions". This reflects the broad array of products the ConMed family of companies offer, as well as our global reach. Linvatec products are sold extensively in many countries internationally, including the UK, Canada, Brazil, and Korea just to name a few.
The Linvatec portion of the site includes details on our three main product lines, Arthroscopy, Endoscopy and Powered Instruments, plus Fracture Fixation. In some cases we hire reps who are responsible for the entire line, but we have also begun hiring reps with a specialty focus on just one of the main lines.
We are beginning to explore ways we might enhance the Employment portion of the website. Right now, it is little more than a list of benefits and jobs. My hope is that we will be able to include much more in-depth information about what it's like to work for Linvatec, including profiles and videos of some of our employees and sales reps.
If there is information that you would like to see added to our employment page, please let me know by commenting below!
The Linvatec portion of the site includes details on our three main product lines, Arthroscopy, Endoscopy and Powered Instruments, plus Fracture Fixation. In some cases we hire reps who are responsible for the entire line, but we have also begun hiring reps with a specialty focus on just one of the main lines.
We are beginning to explore ways we might enhance the Employment portion of the website. Right now, it is little more than a list of benefits and jobs. My hope is that we will be able to include much more in-depth information about what it's like to work for Linvatec, including profiles and videos of some of our employees and sales reps.
If there is information that you would like to see added to our employment page, please let me know by commenting below!
Thursday, November 8, 2007
Linked In
If you haven't yet discovered Linked In, you might consider joining up. It is the professional equivalent of Facebook or MySpace: networking for professionals, without the pictures of last weekend's misdeeds.
Since joining Linked In a couple of years ago, I've seen it grow exponentially. Through Linked In, you can create a free profile which indicates your availability for possible career opportunities, expertise requests and references. You can also "get recommendations" from colleagues for your past performance.
If you are already a member, or decide to join Linked In, I would love to connect. Please "add me to your network." You'll have to indicate the nature of our connection. I suggest choosing "other" . You then be prompted to enter my e-mail address, which is... LMcCallister@Linvatec.com
You can find my profile at
http://www.linkedin.com/in/lisamcglinvatecsalesrecruiter
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
Wednesday, November 7, 2007
Essential Skills Checklist
What skills must you master in order to succeed in medical device sales?
I should preface my answer by explaining that most medical device companies focus heavily on product knowledge during the training process. For many reasons, including the fact that the medical device industry is regulated by the FDA, it's crucial for reps to thoroughly understand their products when making suggestions in the operating room.
Since training resources are focused on product knowledge, most medical device companies do not train reps intensively on the fundamentals of the sales process. Reps are expected to come with that knowledge and experience already under their belts.
Here's the list of essential sales skills one needs to succeed.
1. Prospecting- cold calling, getting past the gatekeeper, knowing what questions to ask, finding the decision maker
2. Profiling or Blueprinting Accounts- a systematic way of taking the relevant information gathered (such as competitor products used, budget cycle, details about business or practice) and organizing it into a useful format, and then putting this information to use when targeting and following-up with accounts
3. Pipeline- developing one, tracking deals in process, projecting when and how many deals might close
4. Needs assessment- probing, uncovering pain and buying motivation
5. Closing- different types of closing techniques, handling objections
6. Presentation Skills- developing a targeted, polished presentation
Please feel free to add to the list.
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.
Wednesday, October 31, 2007
The Benefits of Paying Your Dues
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
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
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