Regulatory change and industry consolidation have lead pharma companies to shrink their sales teams by 20% or more. This causes many to ask “Are healthcare sales representatives providing value in today’s healthcare environment”? We believe the answer is yes if sales leaders have reconfigured their competency models to match the needs of healthcare buyers.
Brad Ansley, Director of SPIHealth and Jay Graves, VP of Sales for Roche Diabetes Care, sat down in an in-depth interview by Matt Hanis from Business to Healthcare, to discuss what it takes for sales organizations to provide value. With over two decades of experience in the life sciences industry as a microbiologist, pharmaceutical sales, and marketing leader, and sales training consultant, Brad Ansley leads SPI’s healthcare industry practice. He is a principal developer of SPI’s Evidence-Based Solution Selling methodology and has helped dozens of companies to improve their ability to sell life science industry solutions to their customers. ‘, ‘Brad Ansley and Jay Graves