A Shot in the Arm for Sales
It’s hard to believe we’re already in May. Things are opening back up, travel is increasing both personally and professionally, and our first live industry meeting is happening this month in Nashville, Tennessee. Needless to say, all of this makes me so happy!
As I talk with reps across the country, it’s nice to hear they are seeing things normalize in their territories. Electives are back online in most areas, driving sales of things other than PPE and COVID tests. Backorders and fire drills seem to be slowing down, paving the way for face-to-face meetings with accounts.
In this month’s cover story, you will read about some of the positive things happening as we open back up. The combination of vaccines and heard immunity should help sales bounce back for our industry as a whole, so even if you’re not selling to an ASC, I believe this story is for us all.
Despite all of its difficulties, COVID-19 might have provided a shot in the arm for ambulatory surgery centers, Todd Johnson, who leads the medical device sector for management consulting firm Bain & Company, told us for the cover story.
“COVID has really changed the game,” he says. “Doctors who might have been reluctant to perform total joints or other higher-acuity procedures in the ASC were forced to do so, because of capacity reasons or simply because patients were afraid to go to the hospital. They have become more comfortable with ASCs, which they’ve found are more convenient for doctors, payers and patients. So we expect continued growth.”
This past year has been one for the ages, but almost halfway through 2021 life seems to be popping all around us like springtime. Keep sending me your stories about face-to-face selling, traveling for work, and living in general. If I learned one thing last year it’s to take none of this for granted!
Have a great month!
Dedicated to the industry,
R. Scott Adams