From 1989 to 1997 I had a front row seat on the rocketship called U.S. Surgical Corp.

My ticket for the ride was punched in 1982, when I started as a sales rep at U.S. Surgical. I was fortunate enough to work through the ranks to senior director of sales and later became a VP of sales, responsible for half of the U.S. Over my more than 15 years with the firm, we went from just over $100 million in annual sales to $1.4 billion by 1997, the year before Tyco Healthcare acquired us for $3.3 billion.

By Devin Hughes

I had the opportunity to attend two conferences over the past few weeks. It is often hard to know what to expect in terms of value derived by attending but I go anyways with an open mind looking for that something. The point in going is to network while picking up a few gems that you might be able to utilize when you get back to the office. For some reason, my antennas were up at both events and I was having a blast being a card carrying member of this networking tribe.

By Devin Hughes

What goes through the mind of a medical device sales rep once they arrive at a hospital?

By Devin Hughes

If you spend a day with a highly accomplished medical sales person then you are probably going to hear that one of their primary drivers for success is cultivating surgeon relationships. It is a rather obvious point but there is certainly more to this story. You will hear such things as “champion, KOL, thought leader, advocate, race horse, Big Dog and a host of other terms of endearment.

By Devin Hughes