Category: Consulting

The role of compassion in medical device sales

July 15, 2010 by Lisa McCallister

Eds. note: MassDevice.com blogger Lisa McCallister broke her leg in a skiing accident in April. On May 29, eight weeks into her recovery, she wrote this post.

My windows are open on this bright, cool morning. Outside, the breeze rustles the leaves of the aspens in my yard.

Eight weeks ago today, I fractured my tibia skiing. As I sit in my kitchen writing, my right leg is stretched out to the side, foot resting on another chair. I have a cold pack strapped to my knee. Someday soon, I hope to achieve a full range of motion again. This week, I will try to walk again.

FDA-CMS data-sharing deal may mean less than meets the eye

July 12, 2010 by Edward Berger

The Food & Drug Administration and the Centers for Medicare and Medicaid Services signed a Memorandum of Understanding June 23 intended to promote data-sharing between the two agencies. Announcement of the MOU came from Center for Devices & Radiological Health director Dr. Jeffrey Shuren at a June 24 public workshop on device innovation. The MOU, Shuren said, "will allow for the first time routine and timely sharing of information and expertise between our two agencies to strengthen our ability to achieve our respective missions.

Five things top medical device reps do better than the rest

July 6, 2010 by Lisa McCallister

If, just for fun, you read the Bureau of Labor Statistics' Occupational Outlook Handbook, you will notice there is a bell curve of earnings for most jobs. Sales is no different. The top 5 percent to 10 percent in a given field often earn almost twice as much as the median income. Within each company, a similar distribution is often evident among the earnings of salespeople, especially when compensation structures are heavily commission-based.

Here are a few observations from my years of sales recruiting on what to do if you want to be in the upper echelon of earnings:

Regulatory compliance vs. innovation: Does it have to be either-or?

July 5, 2010 by Tim Mohn

Arne Carlson, the former governor of Minnesota, recently contributed an opinion column to the Minneapolis Star-Tribune, voicing concerns about increased Food & Drug Administration regulation of the medical device industry stifling innovation. The column came as Dr. Jeffrey Shuren, director of the FDA's Center for Devices & Radiological Health, prepared to visit the state — one of the country's biggest medical device hubs — for a town hall meeting to discuss CDRH's 2010 Strategic Imperatives and hear feedback from industry officials.

What motivates salespeople?

July 1, 2010 by Lisa McCallister

2009 was not a banner year for sales achievement in most industries. Economic conditions certainly played a role. Staying motivated through such a tough economy is probably one of the chief issues salespeople and sales leaders faced last year. Some salespeople steeled themselves by “refusing to participate” in the recession and found ways to exceed their quotas and grow their business. Many individuals and companies did not.