Season 2. Ep.6 - Five Guys Mayo

Theme: We used to sell to hospitals.  Now we sell to health systems.  And they aren’t the same

1. ‍Our field of Healthcare Sales Has Evolved: Selling medical devices into healthcaresystems has become much more complex and sophisticated, similar to how sellingmayonnaise to Five Guys transitioned from selling to a Mom and Pop to asophisticated supply chain model. The decision-making process now involvesmultiple levels of approval and spans across multiple locations, making it morelike selling to a large, consolidated organization rather than a single smallfacility.‍
2. We need a New Sales Strategy: Sales organizations need for salespeople inhealthcare to adjust their approach. Rather than targeting local, individualdecision-makers (such as doctors at a single hospital), sales strategies shouldfocus on larger, regional or system-wide decision-makers, considering factorslike cost, supply chain, and overall system benefits.‍
3. We need to adapt to Market Changes: Thediscussion encourages sales professionals to adapt to the current landscape ofhealthcare and value analysis. What worked 15 years ago—selling directly toindividual decision-makers at smaller facilities—is no longer effective.Understanding the broader, more complex structures of today's health systems isessential for in medical device sales.

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