Kevin Brown–Since I spend a lot of time in my car I always try to find vehicles that are comfortable and have some semblance of year-end resale after 40k miles. On one particular day I had just traded in for a new truck and drove up to a gaggle of reps in the hospital parking lot. One newly hired rep in particular made a huge deal about my acquisition, and made sure that every one in earshot knew HE could not afford such. It was extremely awkward but I said nothing.
I made a mental note that this particular rep would never end up as a ‘tenured’ rep, and indeed I heard the other day he had moved on. Why did I make that assessment and why is this issue even important? Here are the three takeaways:
1) Covetousness is a function of narcissism (ME) which is the enemy of success in device sales (or anything else for that matter). You will never make critical deposits in your relational ATM machines when the focus is you, and even if you did, you will be expecting something in return…your customers pick up on that!
2) NEVER discuss others income/success/stuff in public, even if it’s a competitor who is decidedly not nice and you feel is fair game. When you call out someone else for having something you don’t, you scream ‘victim’ status to the world, and vicTIMS are rarely vicTORS. Again, never voice a covetous sentiment in mixed company, people are listening and may make judgements about you, rightly or wrongly.
3) The rep who incessantly sends out the “underpaid” signals will not toil at the grindstone for long, as the first job that comes along that pays them a little more will invariably send them packing. Tenure is a huge card at the poker table of medical device, the reps I am describing rarely are dealt it. I realize every situation is different, but as a general rule this business rewards those who faithfully, and with integrity, work the long game in a positive manner.
I have made most of the mistakes I have listed above as a young rep, so know that I am not speaking from some lofty perch. Resolve this 2020 to keep a close guard on your mouth by speaking positively about all those around you….You will never have to apologize for THAT.
Author: Kevin Brown Box Opener, Podcaster, Orthofounders Member, Contributing JOEI Editor, Electric Guitar, Fro-Approved!