Why?
Every surgeon, hospital, ASC, and value analysis committee presents a unique set of challenges. You can’t fly someone in from corporate headquarters to solve a unique problem at St. Joseph’s West.
This is why orthopedic companies must have specialists on the ground, familiar with idiosyncrasies of each hospital or ASC to effectively navigate customer needs.
National sales standards, national sales contracts, universal sales training and generic sales practices simply don’t work in places like St. Joseph’s West. Each location requires a tailored approach, highlighting the importance of local expertise in this industry.
This is why most companies need local feet on the street.