Product Review for Independent Reps

What are some of the questions or thoughts about whether the product or service is of interest to the independent sales rep? What product line(s) does an independent sales representative choose to promote?

Every Independent Medical Sales Rep has Questions during a product review prior to taking the sales opportunity on and sometimes it is difficult to determine the adaptability in the market space.

• Does a Medical Product REALLY have all the BELLS and WHISTLES it presents with?
• Is the medical product outdated in a technologically advanced Medical world?
• Where does the product or service stand on a Competitor’s Matrix?
• Does it really have “NO COMPETITORS” or “ONLY ONE COMPETITOR that’s twice the price” or….

Below are a few questions that the independent sales rep might be asking about a product prior to taking it on. It is also a great guide for those offering independent medical reps a sales opportunity.

• Independent 1099 Commission Only Medical reps will want to know:

  • • What is the clinical value?

• Independent 1099 Commission Only Medical reps will want to know:

  • • Is there a single source provider or market saturation of distribution channels?

• Independent 1099 Commission Only Medical reps will want to know:

  • • Is the medical product or company well Branded? (Company infrastructure, support system – also for end-users healthcare providers)

• Independent 1099 Commission Only Medical reps will want to know:

  • • Does the medical product (or healthcare related service) meet and exceed PPACA / PPA Criterion?

• Independent 1099 Commission Only Medical reps will want to know:

  • • Does the medical product (or healthcare related service) provide a value proposition?

• Independent 1099 Commission Only Medical reps will want to know:

  • • Does the medical product supplier offer private label or co-branding capabilities?

• Independent 1099 Commission Only Medical reps will want to know:

  • • IS there ROI potential? (Return on investment for the independent reps efforts and the end user – the healthcare provider?)

• Independent 1099 Commission Only Medical reps will want to know:

  • • Does the medical product (or healthcare related service) provide Cost Optimization and Revenue Enhancement for the healthcare provider?

• Independent 1099 Commission Only Medical reps will want to know:

  • • Are there Reimbursement Codes?

• Independent 1099 Commission Only Medical reps will want to know:

  • • Does the medical product (or healthcare related service) support & enhance clinical and operational initiatives?

• Independent 1099 Commission Only Medical reps will want to know:

  • • How strong is the Marketing Material and Sales Presentation Material?

• Independent 1099 Commission Only Medical reps will want to know:

  • • What is the Potential Adaptability aka Market Share potential?

• Independent 1099 Commission Only Medical reps will want to know:

  • • What is the product’s Present Market share or HISTORICAL REP SUCCESS—what are the present independent sales reps closing in sales?

• Independent 1099 Commission Only Medical reps will want to know:

  • • Okay, let’s be direct: HOW MUCH MONEY as An Independent Medical Sales REP Can I Make?

• Independent 1099 Commission Only Medical reps will want to know:

  • • What are the sales barriers: Let’s face it, knowing the barriers in advance helps by being forearmed with answers!

• Independent 1099 Commission Only Medical reps will want to know:

  • • Are there Demonstration Units available for the independent reps, if needed for closing sales?

• Independent 1099 Commission Only Medical reps will want to know:

  • • What sales closing techniques are the most successful independent reps utilizing? Are Call scripts provided? Do they work?

• Independent 1099 Commission Only Medical reps will want to know:

  • • What is the introduction to closing ratio?

• Independent 1099 Commission Only Medical reps will want to know:

  • • Are there GPO contracts or other national networking alliances, references from sales already closed, Physician Sponsors, Corporate Leads, Corporate marketing, Corporate Infrastructure, Sales Support, Customer Service Support