What’s one of the most crowded, complex and regulated sales markets?
The medical device market.
See how Showpad empowers your medical device sales reps with expert training and coaching, compliant and searchable content, and engaging and interactive buyer experiences to drive better sales outcomes.
Below, we’ll show you why your medical device sales reps need sales enablement. We’ll also reveal how Showpad’s sales enablement solution lets reps simplify selling highly-regulated, complex, and constantly changing products in an increasingly digital world.
What Is Sales Enablement for Medical Device Sales?
Sales enablement uses technology-driven tools, content and best practices to increase productivity and streamline the sales process. For medical device sales teams, sales enablement includes providing the right training, coaching and compliant content needed to move buyers through personalized buying journeys. Sales enablement platforms also provide actionable analytics that help sales and marketing work together to make insight-led decisions that maximize revenue growth.
Why Implement Sales Enablement for Medical Device Sales?
Sales enablement for medical device sales teams drive the following functions:
- Marketing and sales alignment
- Continual training and coaching
- Searchable and compliant content
- Tailored presentations that engage buyers
The result of good sales enablement? Closing more deals faster.
Sales and Marketing Alignment
When your sales and marketing teams aren’t in sync, it’s a headache for everyone involved—including your buyers. Implementing a sales enablement strategy for your medical sales reps facilitates regular communication and collaboration between marketing and sales. And there’s no force more powerful for boosting sales revenues than an aligned marketing and sales team.
Sales Training and Coaching
When onboarding new sales reps, it’s important that they receive the right training to fully understand your products, processes and tools. Why? Ask yourself, would you be confident presenting compliant content to multiple buyers in any given hospital or practice without in-depth training on your products, processes and tools? Neither would your sales teams, that’s why the training is so essential.
Sales enablement allows you to manage all training materials in a single, always-accessible place—including hands-on learning experiences like VR and AR training. Your new sales reps can also practice their pitches, learning compliance with industry regulations while understanding how to create engaging buying experiences with tailored pitches.
Accessible and Compliant Content
Because it’s a highly-regulated industry, compliance is the most important factor in medical device sales enablement. That means your sales reps need to stay up-to-date with new regulations. If a rep shares non-compliant content because they don’t know it’s outdated, it could cost your company the deal.
Thanks to a sales enablement tool, your content is stored in a central location. With centralized content management, reps no longer need to worry about carrying around stacks of brochures, accidentally sharing outdated content, or creating their own content (which may not be compliant.) With a sales enablement tool, your marketing team can upload and update content as needed. You can be confident that your sales force is only sharing relevant and compliant content.
What is enterprise sales enablement?
Gone are the days of selling to one or two decision-makers over a round of golf. In today’s modern healthcare environment of mergers and acquisitions, medical device sales reps need to act as expert advisors to buyers ranging from physicians, clinicians, hospital executives and even large purchasing committees. And these diverse buyers need to be sold to in different ways. They’ve likely already done their own research online, closely compared you to your competitors and now expect highly customized presentations from your sales reps.
Today’s medical devices sales presentations need compliant, interactive content that connects your product with patient results. With a sales enablement solution in place, your reps can quickly find and share content they know will speak to their audience—whoever it may be.
Once a marketing team delivers content to a sales team, they typically never hear about it again. Marketing doesn’t know how that content is being used or if it’s even used at all.
The same can be said for your sales reps. When they share content with their healthcare buyers, it’s hard for them to know what pieces are most engaging and help them inch closer to sealing the deal. A sales enablement tool gives your teams insights into what content reps are using and what assets drive the best results. Equipped with these analytics, your marketing and sales teams can work together to make insight-led decisions when it comes to delivering content that impacts with buyers.
The bottom line: enabled medical device sales teams deliver results. And with the right sales enablement solution, such as Showpad’s solution for medical device sales teams, it’s possible to increase sales productivity by 10%.
How to Implement Sales Enablement for Medical Device Sales Teams
A major factor to good sales enablement is choosing the right sales technology platform. When you provide the right tools to your team, you empower them to make the most out of their resources and time by equipping them with the training, coaching and content they need to be successful.
The way companies manage sales enablement varies. But the best way to manage it is to have a dedicated sales enablement team. This team often sits under the head of sales, but could also be managed by sales operations, marketing or executive management.
The sales enablement team drives:
- Sales onboarding and training
- Creation of sales content assets
- Cross-functional communication
- Vetting of the best tools and practices
- Setting and tracking KPIs of the sales enablement program’s success
- Continuous content optimization
No matter who’s overseeing the sales enablement effort, the goal is always the same—empowering the sales team to stand out against competitors and close more deals.
World-Class Medical Device Companies
Showpad is a comprehensive sales enablement technology, providing every medical device sales team with the required skills, knowledge, content and tools to drive engaging conversations with their healthcare buyers. Showpad sales enablement can make a big impact on your medical device business through your most valuable asset—your sellers.
“Showpad offers so many advantages that it’s quite easy to get everyone on board in the implementation of using this tool.”
Caroline Collard, Marketing Director, Biocartus
Take the Next Step with Showpad
For medical device companies, sales enablement is important for creating an effective sales process and promoting profitable sales growth. Arming your sales reps with the content, training and coaching they need will help them communicate a clear and effective message that will have the strongest impact on the buyer. Showpad Sales Enablement can be the solution.