3 Factors To Increase Healthcare Sales With Virtual Selling

by Mike Esterday
There are three factors that play a pivotal role in healthcare sales reps’ ability to adjust to this virtual selling environment and deliver value that results in more appointments and more closed deals.
Between the virtual selling environment and the added pressure to fill unanticipated revenue gaps this year, even the most successful healthcare sales reps may be feeling a bit thrown off their games right now. The comfort zones of their tried-and-true practices are gone. Drop-in visits? Not likely. Hands-on product demos? Forget it. Instead, they’re being forced to adapt to a selling reality that requires getting an appointment, running a technology-driven meeting and adhering to tightly scheduled agendas. 
While the current situation is the byproduct of the pandemic and social distancing, salespeople shouldn’t expect that one day a light will switch on and everything will go back to “normal.” As hospitals, clinics, physicians and their practices begin