Top 5 challenges to sell Medical Devices

Welcome to Meditantras and first blog on this website which is chosen by me to address the issues to tackle the challenges of selling medical devices in today’s world of the explosive growth of healthcare industry in this part of the world.

When we compare India with other developed countries on the healthcare front, the figures look dismal with spending of 4% compared to the US which is 16.9% of its GDP. Even our small neighbour Sri Lanka spends more ($304) compared to ($215) per person in India, yet Indian healthcare is still a subject of discussion because of its vast size and potential.

Irrespective of the figures and changing scenarios in the healthcare segment, selling of medical devices has always been a challenge in this tough market. Tough in terms of weather conditions people work in, though in terms of the competitive market, though in terms of growing pressures from parent companies to improve revenues and tough in terms of need of education and product knowledge in this business.

Not many years ago, product knowledge was not considered to be an essential tool for companies to invest in. The sales team were given a task of just selling without providing ammunition and motivation. Today, many companies have realized this subject and have incorporated the knowledge component as a permanent feature in their HR policy. Product Knowledge comes from the technical head of the company and market knowledge comes from experience. Apart from acquiring knowledge, there are so many areas to work on to improve the productivity of the team. Productivity is directly proportional to the number of happy members in the team and tackling the challenges faced by team members. My first blog highlights a few tricks of the trade which will help some of the progressive enterprises to excel in their endeavour

Challenge 1:  Identifying the right distribution channel

Challenge 2: Dealing with difficult but potential customers

Challenge 3: Dealing with indispensable manager

Challenge 4: Sell more products to loyal customers or sell to more number of customers

Challenge 5: How to motivate the team to get consistent growth

Every month I will be dwelling with each of the above topics and will present you a case study and invite your comments to deal with those case scenarios.

So, let’s roll on to this exciting journey of selling medical devices and participate with your experience and I will offer you my point of view which surely help in building self-confidence amongst the sales team dealing into medical devices. I also invite from the readers the topics they would like to know more about so that same can be incorporated in my subsequent blogs. Good Luck