By Pete Mercer
In a recent episode of “The Cure … With Scotty and Sully”, hosts Scott Adams and Brian Sullivan sat down with MTMC Managing Partner Jack Moran to discuss why manufacturers partner with groups like MTMC and the changing dynamics of the today’s sales environment.
MTMC is a leading medical device and supply sales leader in the healthcare industry, providing outsourced solutions for the needs of today’s manufacturers, supply chain, and end-users.
Challenges of today’s sales environment
As the industry evolves, sales reps must work harder to stay on top of any increased volume in accounts they are managing. An increase in sales volume means that the sales reps must stay organized with their workload – flexibility and agility are key, especially as volume increases.
Moran said, “I think your typical channel rep is managing five or six times the volume that they once did, which makes it difficult to get out and do those product driven ride days.”
Working the system to your advantage
Building partnerships is a critical component to success in healthcare. As an outsourced sales organization, MTMC is an organization that thrives off building strong partnerships. Moran and his team fields pitches from manufacturers who are looking to establish a partnership. But what is MTMC looking for in a partner?
“If they’re bringing a solution that hits the call points that we are already working towards, that’s always important,” Moran said. “If we can get efficiency out of the call point, it’s important. A big component is the channel. So often, companies come to us and say, ‘We’ve got the spray product for cardiology offices, internal medicine and surgery centers.’ In order to sell their product line, it has to be set up and go through the channel. We can’t go around that.”
Building champion teams
Sales is a profession that requires a champion mindset to be successful. With the rejection and negotiation that sales reps work through every day, you must be nimble and ready to adapt to any changes.
As for building those teams of sales champions, Moran is looking for people who are interested in the “noble and great profession” of serving the solutions to the healthcare industry.
Stressing that MTMC is not a marketing firm, he said, “At the end of the day, we’re selling products and solutions. We’re looking for people who are interested in sales. Why do you want to get into this? Do you really value how great sales can be? It’s changed a lot in terms of what people call it, and it’s just a little different that it was when we were first starting out.”
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