What Makes a Good Sales Rep / Physician Relationship?

In this episode, Aaron Weeks, program manager at Cook Medical joins host Dr. Aaron Fritts to discuss what it takes to become a sales rep, qualities of a good sales rep, and how to establish customer rapport.

The episode begins by discussing the training of a sales rep, which includes learning customer relations, procedure and product details as well as the disease states and anatomy of procedures. Aaron Weeks discusses how a key aspect of sales is understanding product compatibility and knowing what alternatives are available.

The speakers discuss degrees and pay next, and Weeks clarifies that an MBA is not a requirement. He says around half of IR sales reps now were previously techs or nurses because they know the procedures well, making them great trainees and knowledgeable reps. Pay is variable, but often starts as a base salary when training, with quotas or other incentives added later on.

Next, the speakers discuss what qualities make a good sales rep and pitfalls to avoid on the job. Weeks notes the importance of emotional intelligence and being able to read the room. He notes that those who are easily frustrated or trying to make a quick sale will not be as successful. The speakers agree that one of the biggest strengths of a good sales rep is knowing their product's limitations and when to step away.

The speakers touch on the difficulties that COVID has placed on the job. Weeks discusses how he stays up to date on current products and techniques being used for the procedures he covers. He says podcasts, virtual society meetings and other digital media outlets have played a key role in this aspect of his job.