
Medical Sales Targeting (Part 2)
Are you looking to improve your sales force targeting and medical sales results? In my previous post, I covered the importance of sales force targeting, some typical errors, and the financial and non-financial impact of un-targeted sales strategy. Today I will discuss some strategies that can help you increase sales force targeting and improve your medical sales results. What is sales force targeting? In my opinion, targeting is identifying the most promising prospects and proposing the right product, with the right message, at the right time. This enables the customer to buy the product with a relatively small sales effort. How to identify the most promising prospects One of the objectives of your marketing department is to produce the ideal customer profile. Your ideal customer profile must be based on…