Lynn Medical’s Ryan Milke shares his experience moving from sales rep to Senior Sales Consultant.
By Jenna Hughes
Ryan Milke has always had a passion for helping others. Early on in his career, that passion drew him to the healthcare industry. After receiving his bachelor’s degree in Exercise Science, Milke began work as an exercise physiologist and stress technician.
With a natural talent for negotiation, a goal-focused personality, and exposure to medical products as an exercise physiologist, Milke soon discovered an interest in medical supply sales and decided to switch career paths.
Now years later in his role as a Senior Sales Consultant for Lynn Medical, Milke manages a growing territory, builds client relationships, develops sales strategies, networks with manufacturing partners – and is a mentor to other sales reps in the company.
“My career at Lynn Medical aligns well with my background, interests, skills, and values. It allows me to make a meaningful impact in the healthcare field while also pursuing personal and professional fulfillment,” said Milke.
Sales rep to leader
When Milke was first promoted to a senior leadership role at Lynn Medical, he was asked to assist team members who were struggling to meet performance expectations. Right away, he decided to take a coaching approach to those conversations, providing his teammates with constructive feedback, mentorship, and daily support to help. Effective leadership is not just about achieving results, but also about supporting and empowering others to reach their full potential, he said. “The experiences that come with mentorship reinforce the importance of empathy, patience, and investing in the growth and development of team members in sales.”
Transitioning into a more senior role with the organization required a mindset shift from personal performance to strategizing for and supporting team members.
“My new role required adaptation, growth, and a commitment to helping the team,” Milke said. “While it initially posed its challenges, it also provided opportunities for learning, development, and making a positive impact on my team and organization.”
Milke believes a rep’s success in the field is tied to the preparation he or she puts into product knowledge and expertise. Sales reps, he says, must understand the features, benefits, and applications of each product in a portfolio, while also serving as a resource to clients who may have questions or concerns.
“Being a medical sales representative requires continuous learning and development,” he said.
Advice to aspiring medical sales reps
When hiring or promoting new team members, Milke values individuals with a passion for healthcare, a self-motivated personality, and a willingness to learn.
When it comes to developing successful, high-performing teams, Milke says some of the keys to being a successful sales rep include empowering other team members, providing feedback, remaining flexible and adaptable, and striving for continuous improvement.
Milke believes that proactive communication is one quality that stands out as a key asset in enhancing the customer experience in today’s marketplace.
“Despite challenges such as back orders or delays, success lies in providing customers with accurate information and viable alternatives while always ensuring their satisfaction,” said Milke.
Healthcare supply chain disruptions have caused product delays for healthcare providers, and it has been the responsibility of sales reps to remain resilient and provide alternatives to ease physician stress.
Milke says, “flexibility is crucial in our industry, and ongoing innovation to find more effective ways to meet specific customer needs is so important. Effective communication remains vital for maintaining strong relationships and exceeding customer expectations.”
Staying agile
Of course, medical industry reps continue to face numerous other challenges, including ongoing supply chain disruptions, pricing pressures, market competition, and technological integration, just to name a few.
“Addressing industry challenges requires strategic planning, innovation, and collaboration with stakeholders across the industry. By staying agile, responsive, and customer-focused, we can navigate these challenges effectively and continue to thrive in the dynamic healthcare industry,” said Milke.
He advises that sales reps navigate an ever-changing healthcare industry by staying passionate, always pursuing personal and professional goals, and being willing to step outside of their comfort zone.
Milke says that what helped him personally on his career journey has included “embracing learning new things, always looking for ways to improve, staying resilient and keeping one’s integrity.”