Need help with strategically building business.

[Ted_Walker]

I've spent 3 years selling Trauma for a major Ortho company but was basically a farmer. We were so busy there was very little time to have to actually go out and acquire new business. I have since moved in to a shoulder sales role in the same territory. My company has launched a brand new shoulder device and I'm working directly with one of the design surgeons. With the new year I now need to focus on growing the business. I have cases on Monday and the rest of my weeks is generally open. How should i best be spending my time to help grow this territory? I spent a good amount of time calling in to offices but I'm starting to feel like that's a waste of time. Is it really as simple as just consistently showing up to surgeons offices asking to schedule time for coffee/lunch?

 

[anonymous]

I've spent 3 years selling Trauma for a major Ortho company but was basically a farmer. We were so busy there was very little time to have to actually go out and acquire new business. I have since moved in to a shoulder sales role in the same territory. My company has launched a brand new shoulder device and I'm working directly with one of the design surgeons. With the new year I now need to focus on growing the business. I have cases on Monday and the rest of my weeks is generally open. How should i best be spending my time to help grow this territory? I spent a good amount of time calling in to offices but I'm starting to feel like that's a waste of time. Is it really as simple as just consistently showing up to surgeons offices asking to schedule time for coffee/lunch?

Yes, it can be that simple, so keep doing that when you have time. Leverage your relationships!! Ask your current docs for help, to share your info and their successes with their buds, etc. Good luck!