Based on the recent attacks on sales people and distributors by the medical industrial complex, TSB thought that it would be interesting to ask our fellow spineophiles; Has the Art of Selling become extinct? In recent months, sales people have been excoriated by various factions asserting that sales people have become a necessary evil, driving up the cost of the products, and bringing no value to the industry. In many respects are we responsible for bringing this upon ourselves? As you walk around the convention center today, look around and absorb how many early-growth stage companies are selling commodity products competing in a zero-sum market. Distributors have become Target or Wal-Mart, carrying multiple lines of the same product. In many respects we are no different than the foreign merchants that sell knock off Louis Vitton bags, or fake Rolex's in the back alleys of Milan, Italy. Do I have a deal for you Doctor.
So in the spirit of debate, are we to blame for euthanizing ourselves and becoming extinct in a profession that once respected the value that we brought to the game? TSB wants to know what you think?
We are working in a double edge sword environment. If you do your job and be aggressive to see a doctor then you get blamed for expense of business. If you sit back and wait for the ideal opening (problem with current products) you lose your job for not increasing sales. SO the balance is tenuous but for every commodity rep out there are a few who try to be the resource we should be for a DR. Be proud to be a salesperson in the medical industry but remember our bottom line is also to help people get better. If you think - Is this something I want my family member to have then you'll always do the right thing....(Anyone for Tort reform???-now there's an expense)
ReplyDeleteOf course it is. Now its the Art of the Deal.
ReplyDeleteSales people are to blame for thinking that they control anything. Sales is mostly a reactionary workforce - what does the market want, who has it, how can i get my company a share of it. The moment market demand changes (which is frequently), we must change to. We should actually be forecasting the change and reacting to it before it smacks us in the face. But that is seen in the innovators and is a quality of only a few. That's because true innovations and predictions are hard things to nail.
ReplyDeleteWe all exist in the workplace to the extent that the workplace needs us. Market forces are for the most part too large for any group to command. If the industry is moving toward a Target/Walmart model, so be it. That's what the industry wants. We can be like Bradlee's and Filene's and say it's not right and that the marketplace is changing for the worse, but then we know how that plays out don't we.
Adapt, migrate, or die.
it's not extinct you stupid doomsday liberals.
ReplyDeleteI guess all you need is a catalog and a consulting agreement. Good luck!
ReplyDeleteI think it's horse-sh*t to say that we have all played a part in the demise in this industry, and I can't believe that I'm the only person who really makes a strong statement to the contrary. I have never done anything illegal, unethical, or unfair throughout my entire 10 year career in spine. I have worked my tail off since day one (10-15 hrs a day, EVERY DAY!), and I sleep well at night knowing that I have earned the hefty paycheck that I bring home each month for my family. Why should I feel as though I somehow contributed to the current state of the industry? It is not the fault of all, but the fault of many ("many"...not to be confused with "most").
ReplyDeleteThe people who have ruined this industry can be lumped into one group described simply as those who want something for nothing. The ankle-biter companies that knock off legacy products despite not having spent a penny on R&D; something for nothing! The companies that steal top sales reps from other companies for the sole purpose of converting pre-existing business (I'm looking at you Globus!); something for nothing! The companies that "buy" business via unnecessary clinical studies and consultancies rather than earning business based on top-notch service and high quality products; something for nothing! The little hussies that know nothing about spine or sales, and still somehow manage to get ALL of Dr. Mid-life-crisis' business; something for nothing! I sometimes wonder what some of these people are going to do after the money has all dried up in spine. Do they have any skills suited for a job in the "real world"? I guess we'll soon find out.
There is also surgeon involvement - those who don`t maintain an active interest in evidence, and what HAS worked well. Too many "clever" guys making decisions becuase they want to be seen as cutting edge and in the limelight at the expense of their patients (there is actually a head at the end of the operating table apparently). And this plays into the reps hands, but ultimately its the guy with scalpel who is responsible for pushing prices up by being too technologically greedy (with little evidence, and not having the balls to resist temptation of a hot rep, or a nice consultancy agreement).
ReplyDeleteMM, to answer your question directly, no. We are not the ones "driving up the cost of the products, and bringing no value to the industry". Anyone who is selling is really trying to earn a living and gain market share. Good salespeople make commissions in an up market as well as the down market. However, in this changing market you better be prepared to adapt...after 18 years of this I can tell you what worked then does'nt work now. I agree with 10/6 7:30 AM...adapt, migrate or die...SpineSeller
ReplyDelete9:13, I'm right there with you as far as being honest, fair, hard working and I developed all of my own business. Where I disagree with you is the entitlement mentality of the big box company you obviously work for. Product knock offs occur in every industry and every one of the big box companies knocked off their current tulip head pedicle screw design. Most companies pay a license fee to Biomet(from Cross IP) or Depuy. Medtronic claims to spend $1.2B on R and D every year, but what did that result in this year at NASS? No new products announced that amount to anything. How can that be with all of that R and D money being spent? I did notice in the disclosure section of the NASS program guide that Medtronic was listed 14 times on the first page of disclosures.
ReplyDeleteI think you need to re-evaluate your place in the market. The market owes you and your company nothing. If you are a good rep with loyal customers, why would you continue to work for 7% commission when you can sell a product that is just as good, for a lower price and make more money? That is not "something for nothing". That is capitalizing on your talent presuming you have any. It is not theft of talent, it is simple recruitment and it happens in every industry. If you have created value with you labor and someone is interested in that value and makes you an offer that you accept, how is that stealing a rep? They wouldn't leave if the current employer recognized the value and compensated for it appropriately.
Wake up, my friend. It is still the feet on the street that bring the business in this industry. Don't be a slave to the man!
And, oh yeah, don't take that moral high road bullshit they feed you too seriously. Every big box company has mastered every one of those "sins" you listed above.
I feel like I am reading an excerpt from Ayn Rand....
ReplyDelete"Watch what people are cynical about, and one can often discover what they lack."
ReplyDelete- General George Patton Jr
Art takes time,passion and foresight. This industry wants reps to sell commodity products NOW. This breeds haste, fear and anxiety. Which leads to desperation, lowered prices and payoffs. Maybe the whole industry should go to the Rally to Restore Sanity.
ReplyDelete