Hiring the Best Occupational Health Sales Professionals
Do you hire an experienced salesperson and train him or her in occupational health, or hire an occupational health professional and train that person in sales? The former brings sales experience but needs to learn the “product;” the latter brings product knowledge but needs to learn fundamental sales skills. Given this choice, my answer is the former. It is easier to train an experienced salesperson in product knowledge than vice versa. However, there are numerous …
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March 2008
Learning to be Direct in Sales Negotiations
In 2008, we live in a vastly different world in which we feel information-saturated, overburdened, and pressed for time. It is a world in which long dialogue is generally a nuisance and short, to-the-point interchange is embraced. It is a world that values Headline News, USA Today, and Internet blogs more than traditional news shows or in-depth books. In short, we live in a world in which people want things short, simple, and digestible. That …
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February 2008
Public Speaking Skills Enhance Professional Standing and Proficiency
Whether you are a clinician or a sales professional—or both, as is often the case in the urgent care occupational medicine arena—it is likely that you will find yourself in front of an audience giving a talk at some point. The topic may be a clinical one or something intended to get the audience to employ your professional services; either way, proficiency as a public speaker will greatly improve your chance of making the most …
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January 2008
Urgent Care Occupational Medicine Defined
A joint International Labor Organization/World Health Organization committee defines occupational health as the “promotion and maintenance of the highest degree of physical, mental, and social well-being of workers in all occupations.” This article will refine that definition as it applies to urgent care occupational medicine (UCOM) and explore the rationale for incorporating products and services of value to employers within an urgent care clinic. Scope of Practice Clinics that offer occupational medicine services are uniquely …
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December 2007
Customer (and Patient) Service is Key in Occupational Health
“Let sales people sell” should be more than a cliché; it should be a way of life. Unfortunately, though, many occupational health sales professionals spend a disproportionate amount of time engaged in client maintenance and customer service at the expense of direct sales. This is not to say that customer service and patient service are unimportant, however; in truth, maintaining good relationships both with customers and patients is crucial to the success of every occupational …
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