Procrastination Medical Sales

Procrastination and Medical Sales Don't Mix

By Mace Horoff, President
Sales Pilot Medical Sales Training

While the headline might sound a bit rhetorical, there are places in life where procrastination can be forgiven, and places where it can't. Medical sales is clearly in the latter category.

Who do you sell to if you work in medical sales? You sell to health care providers and health care suppliers. The term "stat" is often used in the medical environment. Stat is slang for "right now." You will find that when your customers want something, they usually want it "stat!" If you forget what that means, or fail to live up to the expectation, your medical sales career will end -- stat!

Human resource and sales managers, and almost anyone involved with hiring in the medical device and medical equipment industry seek sales people who have a "stat" mentality. They will assess you for this during the first encounter through questions and observing how quickly you respond to any requests.

You are judged in this industry by the following axiom: How you do anything is how you do everything! If you hesitate or vacillate with respect to landing a job, or performing on the job, people will notice. If you delay accomplishing any requested tasks, people will notice. If they notice you procrastinate on anything, they will think that you procrastinate on everything.

How urgent is your approach to advancing your career and tackling the important issues? Are you trying to learn everything on your own or are you seeking the knowledge in a format that will advance your objectives quickly? If you are indecisive and don't move forward to capitalize on opportunities as soon as they arise, you will not succeed in medical sales. Whether it's an educational opportunity, job opportunity, or sales opportunity - you always need to take action right away.

Your customers won't wait for you and neither will the oportunities that lie ahead. Eliminate procrastination from your vocabulary and from your life. If it makes sense and will advance your goals - DO IT NOW!

Mace Horoff is a speaker, author, and medical device sales trainer. With a 25-year history as an award-winning sales representative and trainer in the medical device industry, Mace is founder and president of Sales Pilot Medical Sales Training, a company dedicated to sales performance improvement in the medical device industry. He can be reached at (561) 333-8080 or email. For information on having Mace speak for your group or to learn more about Sales Pilot training programs, visit www.MedicalSalesTraining.com