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Except for comedy relief this particular thread is sterile lacking the depth that real sales managers provide.  Neutral is not the best explanation to define Applied Medical products.  When the Gelport was first released it innovated the field of abdominal surgery.  The neutrality of a product that literally revolutionized the laparoscopic surgical field will never be considered flat.  I would rather contend that it is your mindset of being superficially deep as the clothes that you wear is the realistic view from my perspective and I am not hovering above.  New sales reps fall into that category when they are afraid of the unknown and too egotistical to look straightforward and not nose up.  At times it is to be expected and when they wind up freezing in the middle of a product trial or case then it is also the responsibility of their superiors to pull them through the thick of things.   That is exactly the reason that a management structure is set in place to begin with.  Applied Medicals genius is that they decided as a small business to expand while maintaining control over production.  They created products that can be considered commodities and only through experience in the operating room observing skilled surgeons in their field could a company that is privately owned transform its product line to better suit the surgeons.  What better way for a company to expand than with non-emotion products to accompany a product that is as personal as the Gelport? If hospitals are trying to meet cost saving initiative goals then they look to Applied within their product categories.  There are issues within this company but my contention is that your comments aren’t real and we as sales managers are.