Reflections for the new year
Editor’s note: Every month, Repertoire Senior Editor Laura Thill talks to interesting, successful reps and others in distribution about their past, their journey in sales, their thoughts on success in sales and in life. Here are some of 2015’s greatest hits … and food for thought for 2016.
Matt Birney, senior diagnostic sales consultant, LABSCO
His story: Recently retired from the National Guard after 22 years as a medic, trainer and Acting First Sergeant; worked with medical team in New Orleans following Hurricane Katrina.
On military training: “My military training also set me up to be a better salesperson. I absolutely think you need to establish a great relationship with your customers. After all, they are the ones that make it or break it for you. There are multiple vendors, and in the end, the customer will go with the individual with whom he or she has the closest and most trusting relationship. This is just as important within your own company. You need to maintain good relationships with the people you work with every day.”
Tyson Coble, sales rep, LABSCO
His story: After six years as a medical technician, joined LABSCO in 2011. In his free time, he likes to noodle – which is the art of capturing catfish by hand.
On sales and noodling: With noodling, as with sales, one must always keep one’s wit about him or her. “You can’t get too high, too low or too disappointed. You may not catch a fish – or close a sale – today.”
Nasser Dayzadeh, president, Bergman Supply Inc.
His story: Worked for the Industrial and Mining Developing Bank of Iran, then was detained for six years following the 1979 revolution. Joined his family in America in 1985 and began selling medical gloves two years later.
On overcoming adversity: “My experiences had taught me how to work with people. I knew how to be persistent. I was honest. And, I knew how to work hard….I have always been very thankful to the U.S. government for welcoming my family. I am very thankful for the freedom we have in America. I have traveled all over the world, and no country offers the same opportunity that this country does.”
Gary Dennis, strategic account manager, Henry Schein
His story: Made the transition from sports management, to field sales consultant, to strategic account manager. Developed medical networking group comprising a number of businesses covering the same physician customer base, including a relocation company, billing company, bank, builder, architectural firm, and more.
On the value of a medical networking group: “This group was formed to share leads among one another. It has enabled us to hone in on a much larger scale of customers, as well as helped us understand one another’s businesses. We now cover multiple aspects of the healthcare industry. And that’s important. When we are talking to an administrator at a medical office, we need to know something about that company …. This has really helped open doors for everyone.”
Melissa Deitz, account service rep, Henry Schein
Her story: Working with Wendy Klein, medical sales support team rep, she oversaw shipment of vital medical equipment and pharmaceuticals to El Salvador, where a baby girl, Dana, was scheduled to undergo heart surgery, thanks to non-profit Gift of Life in Los Angeles.
On what the sales profession is all about: “No matter how frustrating the situation might become, at the end of the day, all the work we do together as a team can result in a baby, a child or any person being saved by our company’s efforts to make every order ship and resolve any situation. I like to think that every day we have a positive impact on the medical industry across the world, as well as our neighbors next door. Our goal as a company is to help health happen, and we pride ourselves on making sure that gets done. Learning about Dana gives us a sense of purpose in our daily lives. I’ve been in this field for nearly 15 years, and this was the first time I’ve heard that my efforts helped save a life. It may be another 15 years before I hear another story of a life saved, but that’s okay. I will continue to go that extra mile, because whether I hear about it or not, I’m in this industry to do my part saving lives.”
Rupert Hawks, sales rep, Grove Medical
His story: Owned a landscaping business. At 51 years old, following a serious injury, started selling medical gloves. Subsequently joined Grove Medical. Has faced cancer threats and heart surgery. Still selling at 75 years of age.
On embracing change: “I love challenges, and I enjoy challenging myself to always move forward. If business slows down in one area, I ask myself what I must do to pick it up. Sometimes we need to accept a new direction and a new way of doing things, and then ask ourselves, ‘Now, how do we work to help make this change happen?’”
On selling in a tough environment: “In the last eight years, 20 of my customers have had to close their doors. Some of them had been in business for 50 years, but competitive bidding and other [industry challenges] were too much for them …. If you aren’t coming up with something new for your customers each day, week or month, someone else will, and you will lose that business.”
David Kohlstedt, sales rep, Tri-anim
His story: Spent 16 years as a firefighter/paramedic. Then entered sales, first in the automotive aftermarket, then medical. Helped a fellow airplane passenger who was experiencing a heart attack. Has a commercial multi-engine aircraft license.
On being a paramedic: “There is an indescribable feeling and satisfaction that you get when you are able to help somebody who is in need. This feeling is multiplied exponentially when you can help someone during a crisis [he or she] may be having. [Not only that], the excitement that goes along with the job, and the camaraderie you have with the men and women you work with, is something you can’t find anywhere else.”
On serving others: “Whether you are in the back of an ambulance, in the cockpit of an airplane or in the office of a customer, you need to be prepared for [each] moment and anything that may arise during that time. You must have a clearly defined destination before you start, and do the preparation necessary to get you there.”
Marie Mabie, sales rep, LABSCO
Her story: Grew up on a farm with 15 siblings. Began a career in medical products sales following nearly a quarter century working as a medical technologist and lab consultant in a hospital system. Enjoys service work.
On life lessons: “My mom has apologized to us that we had to work so hard on the farm. But it taught us to roll up our sleeves and get the job done, and to work as a team as well …. We were brought up that if you always do the right thing, it will come out right in the end. We were taught to follow our heart and treat people as you would like to be treated. This job is about relationships and teamwork.”
Tanner Miller, sales rep, Cardinal Health
His story: A U.S. Marine Corps officer, he was one of the first to be hired by Cardinal Health through Cameron-Brooks, a Junior Military Officer recruiting firm that helps officers transition from military service to corporate employment.
On tried-and-true strategies for sales success: Seek out the experts. Stay organized. Collaborate with manufacturer partners and lab and purchasing staff to deliver quality products in a timely manner. Stay informed, devise a plan and communicate that plan to the right people. Set personal goals, and stick to them. Stay healthy, including following a nutritionally sound diet, exercising and getting adequate sleep.
Matthew Pearsall, primary care account manager, McKesson Medical-Surgical
His story: Was lieutenant fire fighter and emergency medical technician prior to joining McKesson in 2009.
On firefighting/EMT experience, and selling: “I believe I am a very calm individual, and I know that comes from being exposed to many highly emotional situations [while I was with the fire department].” Both as a firefighter and a sales rep, “you must stay focused on your goal and anticipate change at all times. [It’s important to be] self-aware and know how to adapt to many types of people, in all situations.”
Polly Van Slambrouck, sales rep, Tri-anim
Her story: Following a career in respiratory therapy, joined the medical products sales industry in 1991. Has traveled across the country to participate in annual walks to support breast cancer research. Lost a friend and colleague – Terri Wilt – to breast cancer in September 2013.
On Terri Wilt’s fight against breast cancer: “She fought this disease with such a giving spirit, enrolling in clinical trials and becoming a fundraiser for the cause, and she accepted the disease in the hopes that the medical field would learn and others wouldn’t have to go through what she went through. Terri often shared her philosophy for coping with cancer. She called it the Fs of fighting cancer: faith, family, friends and fun. Her courage and determination will forever remain with me as an inspiration.”