Hier erfahren Sie, wie Sie den Widerstand gegen die Einführung neuer Technologien im medizinischen Vertrieb überwinden können.

Overcoming resistance to new technology in medical sales requires a multi-faceted approach that combines clear communication, stakeholder involvement, comprehensive training, and a supportive culture. By addressing the root causes of resistance and demonstrating tangible benefits, organizations can foster a more receptive environment for technological advancement allowing space for try-learn-repeat.

Entender los miedos, quiere decir que nuestro cliente esta en la fase de "resolución de preocupaciones", según el modelo decisional del cliente. La clave para avanzar a la siguiente fase es revisar en las etapas anteriores del modelo, cuáles podrían ser las barreras que tanto el foco de problema, como el de poder podrían enfrentar de cara a la decisión de compra. Recuerden los miedos y problemas viven en la mente de los clientes, por lo tanto hay que resolverlos con los clientes y no para el cliente.

People fear what they di not understand. Staying in the comfort zone is tempting & avoiding risk that comes with change is the norm. Understanding fears is essential yet it is mot enough to mobilise people towards embracing change. Highlighting benefits that come with change together with training and skill building are the two arms that enable people embrace change

I feel change in mindset is important to adopt changes. Change is constant It is just that you have to make it a Habbit, And when going gets tough ,tough gets going

It's important to understand the customer potential, highlight the benefits of the technology in the practice, and probe more to understand how the new technology fits into regular practice. Practical experience is more important for usage success than assuming HCP understands and tries to sell the technology. 

For change to occur, you must understand each doctor and the level of their skill set. Do not push the comfort level of a doctor that may struggle. Never forget, that it is a live patient on the table, not a mannequin. For those doctors that possess the skills, I fix their mind on being that trail blazer. Setting the bar and cutting the trail for their colleagues, which benefits their colleagues and their. If I have a doctor that has the skills, but not wanting to try new technology, I will use the fear of loss. “Hey Doc, just wanted you to know you are the only doctor with your skill set, not using the new device. And the most important thing, if the doctor is very comfortable with the devices he or she uses, it’s ok.

Abraçar novas tecnologias deve ser visto como uma oportunidade de crescimento e não como uma ameaça. Profissionais de vendas médicas devem enxergar as inovações tecnológicas como aliadas. A chave está em uma mentalidade de aprendizado contínuo e adaptação, explorando as novas ferramentas para potencializar nossas capacidades.

2 points d'attention parmi tant d'autres ... *L’absence de consultation : Il y a moins de résistance au changement quand la personne y participe. C’est gratifiant de comprendre ce qui se passe surtout si le travail à effectuer est impacté par la transformation. Il est donc indispensable d’être impliqué et de solliciter du feedback. *Des compétences obsolètes : Toute évolution nécessite d’élargir ses compétences, et tout le monde ne s’en sent pas capable. Il est important de se mettre à la page, afin que tout le monde « parle le même langage ».

Es importante identificar el origen del miedo o rechazo el cual generalmente se produce ante algo desconocido y nos pone a la defensiva. Tener empatia y conocer cuales son la verdaderas razones que llevan a un profesional de la salud a sentirse íntimidado nos acerca a la solución del problema ya que conocer la razón de fondo nos permitirá aproximarnos a la solución adecuada ofreciendo claridad en el tema, además de capacitación y acercamiento a las nuevas tecnologías destacando los beneficios y la forma en que los mismos contribuyen a sumar de manera positiva en nuestra profesión.

Acredito que Incorporar novas tecnologias no processo de vendas médicas pode: melhorar a eficiência e produtividade com a automação de tarefas, personalização e segmentação da análise de dados, aumentar o engajamento dos clientes, aprimorar o conhecimento e ampliar o suporte à vendas.

By Illustrating the advantages with real-world scenarios where the technology has positively impacted similar organizations, providing concrete examples of success. This approach not only demonstrates the technology's effectiveness but also helps alleviate concerns about the adoption process. By shifting the focus from potential challenges to the practical improvements it will bring, we can foster a more receptive attitude towards the new technology. Emphasizing these benefits can inspire confidence and motivate stakeholders to embrace the change, ultimately leading to better healthcare delivery and patient care.

Las tecnologías nuevas son excelentes y aplicarlas en el ámbito médico para lograr la salud de los pacientes , es algo maravilloso

We have to apply the SWOT here and has to see all the aspects Strength, weaknesses, opportunities and threats. Wholesome analysis will make our job easier. And majority of the time should go into analysis and for that attaining data is most important that to from credible sources and agencies like Boston Consultancy and Morgan Stanley and Deloitte depending on the domain we are in. And if possible we need to follow the Design thinking approach before starting something new.

It’s crucial to design comprehensive training sessions that accommodate various learning styles and proficiency levels, ensuring inclusivity and effectiveness. Incorporating hands-on demonstrations and ample practice time can significantly enhance understanding and skill acquisition. This approach helps users feel confident and reduces anxiety about using new tools. By addressing individual learning needs and providing practical experience, the training program will build a solid foundation for successful implementation, fostering a supportive environment where everyone can thrive with the new technology.

Training session are mostly felt cumbersome by the majorities. They only took it as a necessary evil. Only few were enthusiastic about learning new things. So what to do in that case. Simple make the new technology as a necessity

It's understandable. The rapid pace of technological advancements can sometimes outstrip the training available, leading to uncertainty about how it will impact patient care. Training and education are crucial to ensure that new technologies are effectively integrated into healthcare practices.

I would say basis my experience so far learning with examples and stories makes all the difference. Trainer has to be proficient with story telling techniques and best of the industry used cases while explaining. And there has to be multiple used cases and stories for each of the aspect. You do not know which is replicant for whom b’coz perspectives of each individual is different in life based on their experiences and environment they have been in. That will suffice the need.

Las capacitaciones y actualizaciones siempre deben ser acordé al público dirigido , crear un speech para cada tipo de público , logrando así un amplio entendimiento y posterior aplicación de lo aprendido .

En un mundo tan acelerado es necesario hacer uso de las nuevas tecnologías para poder dar cobertura a las demandas comerciales, pero es indispensable que la formación sea continua y que los involucrados lo vean como un aliado y no como una amenaza.

A incorporação de novas tecnologias permitem uma melhor solução em escala para o pós-venda. A recompra em vendas depende Muito do suporte da empresa na etapa depois de que o produto/ serviço foi adquirido.

Definitivamente, o suporte contínuo desempenha um papel fundamental na adoção bem-sucedida de novas tecnologias. Estabelecer um helpdesk ou contar com uma equipe experiente pode não apenas resolver problemas técnicos, mas também demonstrar um compromisso com a transição suave. Ter ajuda disponível prontamente não só alivia preocupações, mas também incentiva uma adoção mais entusiasmada da nova tecnologia.

Contar con un equipo de apoyo en el cual lo aprendido se pueda implementar y si surgen dudas contar con ese soporte a tiempo , es indudablemente un éxito asegurado

Help desk and Chatbots which majority of companies have established is good but their immediate managers should take the job of hand holding rather than making them be dependent of a mechanism or tool. So the first hands on has to be of FLMs. And until they have mastered they should not be given access to the tool. When supervisors do the handholding, It will save the revenues and uplift and boost their confidence also and create a great harmony in team and earn respect as well.

Help desk and Chatbots which majority of companies have established is good but their immediate managers should take the job of hand holding rather than making them be dependent of a mechanism or tool. So the first hands on has to be of FLMs. And until they have mastered they should not be given access to the tool. When supervisors do the handholding, It will save the revenues and uplift and boost their confidence also and create a great harmony in team and earn respect as well.

In my experience people value validation from those who have experience with it. Physicians have an expensive reputation to protect and I get that. A sales rep can only get them so far...When they hear about the benefits from a colleague with specifics about patient outcomes, it carries a lot more weight because they share common ground.

Los casos de éxito son siempre motivaciones , tanto para el que los comparte , como para el que los escucha , el ser reconocido siempre otorga ese sentimiento de ser valorado y reconfortante .

I would like to second Paige Jack's comments: Educational sessions involving local and nationally recognized specialist's (guest speakers) in the field at the highest level, are effective in shifting late adopters into venturing into new ground, in therapeutics and technology.

Incentivar o diálogo aberto e o feedback contínuo é essencial em qualquer implementação tecnológica. Ouvir atentamente os usuários e realizar ajustes com base em suas contribuições pode levar a resultados significativamente melhores. Isso mostra que suas opiniões são valorizadas e que o objetivo é uma melhoria coletiva, não apenas uma imposição de cima para baixo. Essa abordagem colaborativa não só promove um senso de propriedade, mas também incentiva um maior investimento no sucesso da nova tecnologia.

Attracting the Medical professionals to be part of the change (The new technology) and collecting an assessment of what gaps do they face most in their institutions helps to tackle the resistance