I recently came across an article on LinkedIn that really resonated with me. The author, a surgeon, shared a personal anecdote about a family trip to Hawaii, where his son got caught in a dangerous ocean current. Just in time, the Hawaiian Water Patrol arrived on a jet ski and pulled him to safety. He then made a compelling analogy: in the operating room, sales reps often play a similar role—quietly stepping in at the right moment to help surgeons navigate challenges.
One particular line stood out: If a surgeon says they’ve never been rescued by a sales rep, there are only three possibilities—they haven’t done enough cases, they’re not working with the right reps, or they’re not being completely honest. Anyone in this industry knows how true that is.
Over the years, I’ve seen firsthand how the best sales reps do much more than just provide instruments and implants. They understand procedures inside and out, anticipate potential issues, and offer solutions when they’re needed most. It’s a role that requires deep product knowledge, quick thinking, and the ability to support a surgical team under pressure.
The article also mentioned ORninja, a training platform designed to help new reps reach this level of expertise faster. While nothing can replace experience, the right tools and training can certainly accelerate the learning curve and ensure that every rep has the knowledge to be an asset in the OR.
This conversation is important because it highlights something that often goes unrecognized: great sales reps are an integral part of the OR ecosystem. Their contributions may not always be obvious, but they make a real difference in patient outcomes. It’s time we give credit where it’s due.
SOURCE: LinkedIn Post: https://www.linkedin.com/posts. (Author: Eric Price M.D.).Note: We do not receive any form of compensation or financial remuneration from ORninja for discussing or referencing their product.