Scenarios Suggesting Direct Rep Selling

This year's featured leaders illustrate medtech's ability to adapt and thrive in an ever-changing business environment.

Steve Halasey

September 1, 2008

1 Min Read
Scenarios Suggesting Direct Rep Selling


A medtech company may decide to base its sales approach on direct sales reps if at least some of the following conditions are present.

  • The company is direct now and finds no compelling reason to change.

  • The market size and the company's penetration allow intensive coverage.

  • Primary customers are large and geographically concentrated.

  • The company's primary customers expect it.

  • The company has the ability to attract and hold top sales performers.

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