The best sales reps are problem solvers in the OR. I have been lucky enough to work with great problem solvers and witness their work in the OR. These men and women create value by making the surgeon's job easier, with better outcomes for the patient and shorter OR time.
In this strange COVID world, many hospitals don't want the rep in the OR, but technical support in surgery is not going away. Orthopedic surgeons need these device experts in the OR for complex cases or if things happen to go south.Additionally, the overall trend with device systems is more complexity (shame on the device companies for doing this). The bottom line is that surgeons feel safer when they have a knowledgeable rep in the room for backup.
With that preamble, let’s look at the new sales support in orthopedics.
I believe that the best orthopedics reps will soon be using an array of new online platforms.
less Physical —> more Virtual
This new technology platforms will make the best reps better. The best rep will be able to support more cases each day, with zero human touch and zero travel.
Let me share 3 startups that have lau...
