Medical device sales encompass the sale of disposable medical devices, capital equipment, surgical instruments, and medical implants. This type of medical sales is occasionally called “medical equipment” but should not be confused with "medical supplies," commodities such as masks and gloves.
Disposable Medical Device Sales
Disposable medical device sales promote products that are used on an as-needed basis and promptly discarded after use. The primary reason for this disposable device category is infection control. Medical device reps focused on selling disposables can increase sales through earning a new account or increasing users within a pre-existing account.
An example of a disposable medical device is an abscess drainage catheter.
Surgical Instrument Sales
Surgical instrument sales refer specifically to the purchasing of tools surgeons use. Surgical instrument reps typically sell needle holders, forceps, scissors, and the like. These instruments are used in a procedure and then sent to sterile processing, a department that sterilizes instruments for reuse on another patient.
Capital Equipment Sales
Capital equipment sales focus on expensive pieces of unique equipment purchased from a capital budget. The sales cycle for capital equipment is frequently longer than any other medical device category as budgets become available only periodically. Most pieces of capital equipment have disposable components that are used in each procedure. Medical device companies do this to have a constant revenue stream after the large purchase.
An example of capital equipment is an MRI machine.
Medical Implant Sales
Medical implants are devices or tissues placed inside or on the surface of the body. Frequently these devices are associated with ortho reps, but other implants exist to monitor body functions, deliver medication, and provide support to organs and tissues.
Rep Coaching does not support consultation regarding orthopedic sales. However, if this is your interest, reach out to us, and we can connect you to the right folks.
Pharmaceutical sales focuses on providing medicinal treatments and drugs to enhance patients' well-being. Pharma sales reps interact with physicians and focus on establishing and growing prescription volume. These medical sales representatives understand drug uses, side effects and keep current with ongoing clinical research. Rep Coaching does not offer programs for pharmaceutical sales.
Specialty Pharma Sales
Specialty pharma sales are like other pharma sales in product and process, with one caveat. Specialty pharma sales aren’t treatments prescribed to the masses. Instead, specialty pharma reps sell medications used to treat complex or rare chronic conditions. These are high-cost and highly complex pharmaceuticals.
An example of a specialty pharma sales product is medication to treat multiple sclerosis.
Biotech Sales
Biotech sales is a subset within specialty pharma sales. While all biotech sales are specialty pharma, all specialty pharma is not biotech. Cellular and biomolecular processes are used in developing medicines and products in this space.
Examples of biotech sales products include vaccines and 3-d printed body parts.