July 10, 2026- In last month’s Physician Office Lab column, we made the case that even in a rapidly evolving diagnostic landscape, success in the physician office lab still comes down to mastering the fundamentals – starting with trust and truly knowing your customers.
Building on that foundation, this installment turns to three more essentials every lab sales professional must command: understanding CLIA requirements, focusing on the core tests that drive daily care, and knowing when – and who – to rely on for expert support.
CLIA requirements and test categorization
At the end of the day, we are still talking about selling lab. So, our knowledge and understanding of key lab concerns your customers are likely to have is basic information you need to master. To be a well-respected lab consultant, you need to know which products are waived, moderate complexity and highly complex.
You also need to know the personnel and testing requirements for each level of CLIA. Your trusted lab manufacturers are a great source, but it is useful to learn the basics on your own. It keeps you sharp, keeps your lab manufacturers on their toes and assures you are providing the right information to your customers if the question comes up and your key lab manufacturer is not with you. Distributor account managers that know lab well get more productive ride with days than anyone else. You are not alone in your quest for this information.
Continue Reading in the latest issue of Repertoire Magazine.