By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com
We’ve all run into a closed door in that figurative sense. What makes you decide to enter? I recently watched a young salesperson have great success in a tough situation. Others in the organization had previous opportunity with the practice, but did not make progress. Why? Maybe it was just the right place, right time, but it begs the question, “Do I ever slow my own path to sales success?”
I am going to assume that any barriers are not related to a lack of product knowledge or confidence in the product. If that is the case, get the training you need. The harder closed-door situations are generally more personal. Maybe it’s a past failed attempt or perhaps it’s a confidence issue.
- Past Rejection
Sometimes, in sales our memory is too good! We start to recall the one that got away or a negative situation and it plays over and over in our mind. We find ourselves feeling less confident in our field visits and as a result, the visits are less successful. If you find yourself in this situation first set a goal to reconnect. Take on a small number at first, do a good pre-call plan and set a very basic goal. Seek advice from others too. Meet with a leader or another trusted field team member to share the situation, your goal, the approach you have planned and then get feedback. When you do this, talk through your concern – what’s the worst that could happen.
- Good enough is good enough
We all know people who “settle.” They chose not to go through that virtual door because they are doing okay without it. They sometimes tease the overachiever – to their face or not – and more often work a small group of comfortable clients. The reasons for falling into this pattern are varied, but for high-performing teams, this is not a fit. If you find yourself justifying your behavior and failing to do more, then invest in your personal development to re-establish that “thrill of the deal” mindset. For some it can be as simple as a clinical shadowing day where you see the good work happening, for others it might be a ride-along with another team member or asking someone to ride-along with you. Sometimes it’s learning in other ways or giving yourself permission to test a new field technique. Set a goal, create a plan and work to be an overachiever, even if it is in a small way.
- Other important work
This may take the form of, “Our access is bad, so I am working internally to enhance the process” or “While I love my time in the field, my days are filled with meetings and there is little time left.” I am not doubting either of those reasons; hospital organizations are all about meetings and there are enough barriers to keep people busy forever. Yet, sadly, for many, once they are out of the field, they find it harder and harder to get back. Having said that, assuming the organization hired you because of the need for growth this one is a critically important personal door to push through. Start by tracking the time spent in the field before anyone else asks you about it. In other words, self-assess and own the solution before anyone else asks you to. Find ways to schedule field work first and then set other meetings around that routine. Commit to gathering intelligence on a topic for a service line or leader so you have a very tight, time-defined goal. And if you just don’t have it in you then you owe it to yourself and your organization to re-visit your aspirations and determine if the field role is something you really like.
Feeling the desire throw open any doors yet? Probably not because patterns did not happen quickly and the ideas each require a little time and attention, but it’s worth it. This is a really special job and many people could never do it. You can.