I was talking with a successful sales executive today and realized that orthopedics sales are changing. The shift is gradual, but at the same time, permanent.
The realization: I believe that the Generalist Orthopedic Sales Rep will be replaced Specialists. I am not going to get into the definitions of direct sales, independents, W2s or 1099s. I am going to address the type of work performed.
Disclaimer: Sales pros. Please don’t get mad at me. I don’t create the future, I just notice it and share it.
Pre-Covid
The typical Pre-Covid orthopedics sales rep wore many hats. He did everything. We all know him. Let’s call him Gene.
Here is a typical day-in-the-life of Gene. [ Read full article here ]
Summary of Gene's Day
Case Support – 34%
Selling – 7%
Case Preparation/Admin – 18%
Driving/Down Time – 41%
Before Covid hit us, Gene performed some or all of these activities:
Training - Gene helped to train the surgeon on a new procedure at a cadaver lab
Inventory/materials management - Gene delivered implants and trays into the hospital
Gene was involved with contract negotiation on the local level
Case prep - Gene trained or brie...
