Managing a Medtech Sales Force 3994

Originally Published MX March/April 2006

ADVERTISING, DISTRIBUTION, & SALES

Medtech's ever-changing global marketplace demands innovative approaches to sales and customer relations.

Moderated by Steve Halasey

For all the time and money that medical device companies spend on product research and development, at the end of the day it is the sales effort that determines a company's success in the market. Recruiting and managing a sales force to meet the needs of medtech's continually changing environment is no small task, and often presents challenges that can absorb a significant amount of attention from company leaders.

To find out more about the challenges that medtech companies face in developing and managing their sales forces, MX invited a panel of seven industry sales experts to share their views (see sidebar).