April 26, 2024- In an increasingly dynamic healthcare marketplace, connecting with clients is a key to success for both manufacturer and distributor sales reps. When making purchasing decisions, hospitals and health systems must feel as though their rep understands their needs and supports them throughout the buying and product use experience, said Midmark Territory Portfolio Manager Adam Toney.
Many aspects of the medical sales industry changed because of the pandemic, and Midmark sales reps are no strangers to experiencing the ongoing impacts of COVID-19. Toney started his role with Midmark in December of 2018, with enough time to “get his feet wet” in his position before the industry came to a halt in early 2020 due to the pandemic.
“Very quickly, meetings turned to Zoom, Teams, and Webex, and the way sales reps interacted with customers changed dramatically,” said Toney. “Our sales team traditionally engaged our customers and prospects through impactful in-person demonstrations, collaborative workshops, and voice-of-customer exercises, so we had to adapt existing and new capabilities to meet our customers and distributors where, and how, they prefer to learn.”
In his role as a sales representative, Toney is given great autonomy to be able to take ownership of both his own daily and weekly responsibilities.
Learn More in the latest issue of Repertoire Magazine.