Evolution of Sales Models in the Medical Device Industry

Hospital administrators are focused on improving productivity and efficiency through mergers & acquisitions and network expansion. For medical device sales leaders, consolidation means fewer accounts with more buying power.

Like never before, medical device vendors must help hospitals meet both clinical and financial goals. To gain market share in an increasingly competitive and complex selling environment, vendors must build sales teams with the right mix of field resources. This whitepaper identifies one of the keys to growth – account management adapted from winning practices in B2B enterprise sales.