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Questions to Ask Your Medical or Healthcare Sales Force

November 4, 2009 · Posted in For Sales Managers, HealthCare Sales, Medical Sales, Sales Advice 

Mark Hunter has a great set of questions for you to ask your medical, laboratory, biotech, medical device, clinical diagnostics, imaging, pathology, or pharmaceutical sales force to get them to think about the strengths and weaknesses of your sales process, the sales team,  and your reputation with customers and competitors that will improve your company’s bottom line:

Sales Development Training:

Questions to Ask a Sales Force
  1. What are the three things the sales force could do that, if done well, would significantly increase the volume and profit of the company?
  2. What would the sales force say is the single greatest thing blocking them from increasing their sales?
  3. If each layer of the sales team could change one thing about the layer above them, what would they change?
  4. What are the things that have made us successful? How do we expand on these things?
  5. What is the greatest weakness each of our competitors has that we can exploit?
  6. What do our customers say about us?
  7. What do our competitors say about us? What would they say is our strength and our weakness?
  8. What is the single greatest contribution you make to the company on a weekly basis?
  9. Do all people in the sales force truly understand what is expected of them in their jobs?
  10. When a sales person is not able to accomplish something, is it because of a lack of skill or a lack of attitude?
  11. What is teach person doing in their job that is significantly better than the way they did in one year ago? How about there years ago?

Mark Hunter, “The Sales Hunter”, www.TheSalesHunter.com, © 2007


Written by Peggy McKee - the medical sales recruiter
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