It's about what objective organization has set for the sales team. Every organization prepare clear set of products which they wish to grow and make larger. In parallel, as sales executive l, customer must be core of your activities. His demands, needs and services must be top of your mind.

In medical sales, organization isn’t just about efficiency—it’s a pathway to trust and credibility. A detailed product catalog is my quick-reference for responding with clarity, while a CRM tool is essential for capturing client insights and following through thoughtfully. Focusing on high-impact products and key client meetings ensures my energy aligns with where I can make the biggest difference. This blend of tools and prioritization fuels stronger connections and drives results.

Setting priorities is crucial. Focus on your priority products with the appropriate attention and investment. Use STP (Segmentation, Targeting, and Positioning) as your framework to establish customer priorities. First, identify the most suitable customer segments to focus on. Next, target the most promising customers within those segments. Finally, craft a compelling product message that differentiates you from the competition and positions your product effectively in the minds of your potential customers.

Focus on the categories of products that you are going to have , so you will be clear about types of products that you can be engaged with .

We typically sell devices and products into procedures or applications and one way to organize is to lay out everything that is needed for that procedure. This also forces an understanding of the profitability (reimbursement minus cost) of the case or procedure and implications on pricing for the medical products. Additionally, it is customer focused and provides convenience for the customers. Another aspect to organize is to look at the contracting bundle and to examine what is needed to be competitive in it. Happy to expand if anyone has questions.

Managing a portfolio of medical products in sales requires strategic organization and the right tools. To achieve this, implementing a robust CRM system is essential, as it centralizes customer information and streamlines the tracking of sales opportunities. Additionally, segmenting products by customer profile, medical specialty, or technical complexity enables a focused effort and tailored sales strategies for each group. Leveraging mobile technology is crucial for accessing key information during meetings and efficiently managing time. Finally, setting clear goals for each product line helps maintain focus, allowing for performance evaluation and adjustments based on market conditions.

F- find and identify the needs of the customers, sometimes even before they realise E- engage with the right target customers for the right products instead of everyone O- overdeliver and being customer centric instead of features, product focused etc.

Focus: 1. Set clear goals: Prioritize products and sales targets. 2. Product categorization: Group similar products together. 3. Customer segmentation: Identify key customer groups. Organization: 1. Product knowledge database: Centralize information. 2. Sales collateral organization: Easily accessible materials. 3. Customer relationship management (CRM) tool: Track interactions. Additional Tips: 1. Develop a pre-sales call checklist. 2. Create a sales playbook for each product. 3. Identify cross-selling opportunities. 4. Establish relationships with product experts. 5. Stay up-to-date on industry trends. By implementing these strategies, you'll maintain focus and organization, leading to increased sales productivity and success.

Setting the portfolio mix for any team is a strategic resposnibility for marketing with alignment with sales team, First we have to priortize the portfolio products according to life cycle phase as well as the financial objectives for each product to have weight % according it we’ll allocate team time in the field. Second point is the customer list and targetted speciality we need to focus with according to market analysis who prescribe this kind of products. Third, detailing priority is settled and agreed on from the begginning of the calendar year and communicated to sales team with no deviation unless there is a new communication message from marketing team. Following up all these directions in a CRM tool to check team implemetation.