What are the different kinds of medical devices sold?

Generally speaking, two classes of medical devices exist- disposables and capital equipment.

Disposables Explained:

These single-use devices are purchased as needed and discarded after surgical use.

Unlike a piece of capital equipment, you can anticipate and forecast disposable sales if you understand the case volume at your accounts. The easiest way for medical device companies to increase their revenue is by selling more disposables within their pre-existing accounts. This is accomplished by converting more physicians into users or by raising a user’s volume. The other way to increase disposables revenue is by selling your product in a new account.

Typical compensation can be a flat commission percentage (i.e., 10% of sales volume).

Or you may have to hit certain thresholds before receiving any commission (i.e., at 80% of quota, you receive $X / at 100% of quota, you receive $Z).

If analyzing sales data isn’t a strength of yours, we have created this quota attainment tool specifically for disposable sales reps: bit.ly/MQAP1