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Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
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<p>[QUOTE="Anonymous, post: 5019502"]In the eight years I’ve been at Patterson I’ve seen many good reps (with lots of potential) go and I’ve seen many bad reps (with low potential, skill, and work ethic) rise. That model worked well for many years because the number one concern for a rep was their ability to connect with the office on a personal level. The “relationship sale” so to speak.</p><p><br /></p><p>That is all changing. Patterson’s biggest challenge will be to attract and retain talented sales reps. These are intelligent reps with the drive to not just service their accounts well, but also continually develop their accounts into “super accounts”. </p><p><br /></p><p>Selling technology will be key because it will be what allows us to capture and retain merchandise business at decent margins. </p><p><br /></p><p>Many of the more successful reps I’ve met seem to be successful simply because of their longevity. Often they seem to be the type of people that wouldn’t stand a chance in other industries. Therefore, they linger around, get an account or two handed to them year after year, ultimately ending up with 2M worth of business. That’s not to say they don’t work hard at keeping their customers happy. They just aren't going to develop too many customers. </p><p><br /></p><p>Former service techs, people that are not intelligent, and people that are not driven to develop themselves (in addition to their customers) will not be as successful in the coming years.</p><p><br /></p><p>Based on what I’ve seen I don’t feel that Patterson is prepared to make the necessary sacrifices to attract and (more importantly) retain talent. </p><p><br /></p><p>Just my two cents.[/QUOTE]</p><p><br /></p>
[QUOTE="Anonymous, post: 5019502"]In the eight years I’ve been at Patterson I’ve seen many good reps (with lots of potential) go and I’ve seen many bad reps (with low potential, skill, and work ethic) rise. That model worked well for many years because the number one concern for a rep was their ability to connect with the office on a personal level. The “relationship sale” so to speak. That is all changing. Patterson’s biggest challenge will be to attract and retain talented sales reps. These are intelligent reps with the drive to not just service their accounts well, but also continually develop their accounts into “super accounts”. Selling technology will be key because it will be what allows us to capture and retain merchandise business at decent margins. Many of the more successful reps I’ve met seem to be successful simply because of their longevity. Often they seem to be the type of people that wouldn’t stand a chance in other industries. Therefore, they linger around, get an account or two handed to them year after year, ultimately ending up with 2M worth of business. That’s not to say they don’t work hard at keeping their customers happy. They just aren't going to develop too many customers. Former service techs, people that are not intelligent, and people that are not driven to develop themselves (in addition to their customers) will not be as successful in the coming years. Based on what I’ve seen I don’t feel that Patterson is prepared to make the necessary sacrifices to attract and (more importantly) retain talent. Just my two cents.[/QUOTE]
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Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
Home
Forums
>
Dental Reps
>
Patterson Dental Supply
>
Patterson's biggest challenges ?
>
Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
Home
Forums
>
Dental Reps
>
Patterson Dental Supply
>
Patterson's biggest challenges ?
>