Case Study: Medical Device Distributor

Industry Medical Devices
Customer Regional Distributor
Description Telephone & Field Sales Growth Initiative
Result                      Growth of 24% annually in territory – Top growth territory


Business Performance Group was hired by this client to shadow their sales staff and customize our training offerings for both new hires and seasoned sales representatives. The client’s customers are orthopedic surgeons, medical clinics and outpatient surgical centers. The salespeople are highly trained, product knowledge is extensive, and the salespeople attend many of the surgeries where their products are used.

Most of the salespeople are young, with a background in sports medicine or physical fitness. Business Performance Group conducts annual training sessions for new hires and reoccurring training for veterans.

The salespeople use a consultative selling approach, with the features/benefits of their products important for not only the patient, but to enhance the business model of the surgical center and the surgeon’s practice. Surgeons are busy, and a key training requirement is to successfully build relationships with gatekeepers and to gain access to discussing their offerings with surgeons.

Work with this client is ongoing.