BackTable / VI / Podcast / Episode #190

What Makes a Good Sales Rep / Physician Relationship?

with Aaron Weeks

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.

What Makes a Good Sales Rep / Physician Relationship? with Aaron Weeks on the BackTable VI Podcast)
Ep 190 What Makes a Good Sales Rep / Physician Relationship? with Aaron Weeks
00:00 / 01:04

BackTable, LLC (Producer). (2022, February 28). Ep. 190 – What Makes a Good Sales Rep / Physician Relationship? [Audio podcast]. Retrieved from https://www.backtable.com

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Podcast Contributors

Aaron Weeks discusses What Makes a Good Sales Rep / Physician Relationship? on the BackTable 190 Podcast

Aaron Weeks

Aaron Weeks is a pogram manager of interventional and embolic therapies at Cook Medical.

Dr. Aaron Fritts discusses What Makes a Good Sales Rep / Physician Relationship? on the BackTable 190 Podcast

Dr. Aaron Fritts

Dr. Aaron Fritts is a Co-Founder of BackTable and a practicing interventional radiologist in Dallas, TX.

Show Notes

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.

Resources

JVIR Website: https://www.jvir.org

Salesforce Website: https://www.salesforce.com

Cook Medical Website: https://www.cookmedical.com

Aaron Weeks Linkedin: https://www.linkedin.com/in/aaron-weeks-753bb1

Disclaimer: The Materials available on BackTable.com are for informational and educational purposes only and are not a substitute for the professional judgment of a healthcare professional in diagnosing and treating patients. The opinions expressed by participants of the BackTable Podcast belong solely to the participants, and do not necessarily reflect the views of BackTable.

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