How to Conquer the Unique Challenges of Recruiting and Hiring a Medical Sales Rep
Recruiting and hiring productive sales representatives is an ongoing challenge that you shouldn’t attempt without a plan. In fact, it is critical to the success of your company to identify and hire the right people to represent your product or service. Your sales force holds your bottom line in their hands because without replacing lost customers and growing your existing customer base, your profit margin will become smaller and smaller until it disappears. The best products and services are worthless without someone to buy them.
Your sales reps determine how your company is perceived in the marketplace. Every day, they are on the front lines broadening your reach and building brand awareness. They should be promoting your brand and creating a positive image of you. The sad truth is that a bad rep can have the opposite effect by tarnishing your hard-earned image and reputation. That’s why it is critical that you hire the best.
Identifying and hiring the best sales reps is only the beginning. A good sales person needs the proper resources to make them successful. They will need comprehensive training, marketing materials, and assistance in identifying your client/customer targets.
The most critical elements of a successful sales force are challenge, motivation and reward. Work with them to define and set goals. Have a simple attainable compensation/reward program. Work to convince them they are part of a team. High quality promotional material, competitive and flexible pricing, ongoing sales education, market information and a high ranking, professional website are all ways to grow your business and show your sales force that they are part of a team striving for success.
As a recruiting and business development executive for a medical billing service, I have found recruiting sales personnel for the medical billing industry especially challenging. While the earning potential for a sales rep is excellent, the startup time required to begin earning those commissions can be somewhat lengthy. There are several steps in the sales process and commissions are based on results of a complete monthly billing cycle. As a result, I look for self-confident and self-motivated independent sales reps that have experience with selling several product/service lines to physicians and office managers in small to medium medical practices. This model reduces the likelihood of losing sales personnel who cannot keep their eyes on the finish line or become easily discouraged.
To learn more about independent medical billing sales opportunities with Experics, contact Bob Vincent at 772-494-2700, Ext. 303.