Aim for quality appointments in Medical Sales Jobs

Anyone who has been successful in Medical Sales Jobs will be well of the extent to which that success depends upon having a high "call-rate". That's basically what the job is all about. Without regularly visiting the doctors / surgeries to promote his/her products as often as possible, the average medical sales rep' is not going to be able to get the most consistent possible stream of sales.But in Medical Sales Jobs that is not the whole story. It is true of course that, up to a point, higher call-rates tend to produce higher sales levels; and that if rep's can increase their call rate, then they could possibly increase their sales levels. But there is no guarantee that this would happen.Indeed, its possible to imagine situations in which increasing the call rate would actually decrease the sales ratio. As well as quantity of calls, rep's in Medical Sales Jobs have to be concerned about the quality of those calls. Rep's need to be careful that increasing the quantity does not lead to a decrease in quality.Within the medical sales industry there are differing opinions on this quantity "v" quality debate. Anecdotal evidence is sometimes produced to show how rep's actually in Medical Sales Jobs increased their sales rates when they increased their call rates, or maybe even the opposite, that their sales rates decreased when their call rates decreased. Then there is also the argument that quantity of calls must be the most important feature because so many medical sales companies "demand" that their rep's have high call rates.  But that cannot be the whole story.The obvious counter-argument is that in Medical Sales Jobs appointments will be less effective if they are "rushed" because the rep' concerned is more interested in getting a high call rate than in making the most effective presentation. If the rep' has one eye on the clock, so to speak, either because he/she has booked too many appointments or because he/she has not allowed enough travelling (or contingency) time, the chances are that those on the receiving end of his/her presentation will "sense" this and their interest will dwindle as well. Another "fact" that will be known to rep's in Medical Sales Jobs is that some doctors are "easy to see". They are happy for the rep' to visit, and are probably already persuaded that the rep is promoting a good product ... but that in itself does not necessarily mean that they have any scope to increase their "use" of it. The rep' could possibly double his/her call rate to those particular doctors without seeing much of an increase in product take-up.No! In Medical Sales Jobs the best rep's seeking the best possible performance will be making appointments will "all" their doctors, including the "not-so-easy-to-see" ones. Indeed they may be the ones where there are the best opportunities for increasing product take-up.But at the same time they will be "ring- fencing" the quality of their appointments by carefully managing their booking times. Only when quality has been safeguarded will they will be looking to make "more" appointments. This, I believe, is crucial to success in Medical Sales JobsBut if you spent less time with the same doctors and visit different people, then your call rate could be less, but your sales figures could be higher.If you are a manager in medical sales, take this on board and look for quality over quantity when measuring performance.