Learn medical sales, start to territory.
Five tracks written by recruiters and reps who do this for a living — from deciding whether the career fits to running a territory well.
Track 03
Mastering Sales
Working a territory, running accounts, and hitting the number.
17 lessons
Become the Rep Physicians Trust
Physicians trust the medical device reps who make their day easier, not the best pitch. Learn the Trusted Resource Pyramid and the habits that turn preparation into credibility.
Build a Smarter Territory: How Elite Reps Prioritize Accounts
Elite medical sales reps don’t work every account equally. Learn how to score and tier accounts by potential and winnability, use data to target opportunity, and build a weekly routine.
How Elite Medical Sales Reps Plan Their Week
Elite medical sales reps plan the week before it starts. Learn how to set priorities, choose top accounts, set a goal per visit, and protect time for proactive work.
How Medical Device Teams Solve the Field Inventory Problem
Field inventory, consignment, loaners, and trays, is a hidden drain on medical device sales. Why it costs so much time and margin, and how modern teams get it back.
How Medical Sales Reps Win Back Hours Lost to the Road
Windshield time is a quiet drain on medical sales productivity. Why big territories cost so many selling hours, and how smart routing turns driving time back into face time.
How to Build Physician Relationships That Last
Lasting physician relationships aren’t built on the perfect pitch. Learn the relationship-first habits, genuine interest, whole-team trust, and generous praise, that turn reps into partners.
How Top Medical Sales Reps Find Growth Opportunities Before Their Competitors
Learn how elite medical sales reps prioritize territories, identify physician opportunities, and combine relationships with commercial intelligence to grow their business.
Operating Room Etiquette: The Unwritten Rules Every Device Rep Must Know
The OR runs on unwritten rules. Learn operating-room etiquette for medical device reps, the sterile field, checking in, credentialing, and how to carry yourself during a case.
Protect Before You Pursue
The best medical sales reps protect their business before chasing new accounts. Learn the Girls of Grit PROTECT framework for intentional, weekly territory planning.
The AI Playbook for Healthcare Sales Reps
AI will not replace the medical sales rep, but reps who use it are pulling ahead. Where AI actually helps, targeting, prep, admin, and knowledge, and how to start without the hype.
The Best Medical Sales Reps Don’t Chase Motivation. They Build Systems.
The best medical sales reps don’t chase motivation, they build systems. Learn the disciplined habits and weekly planning that separate elite reps from everyone else.
The Four Conversations Every Elite Medical Sales Rep Masters
Great sales meetings follow four moves: rapport, gain understanding, dig deeper, and engage. Learn Jon Alwinson’s meeting framework for understanding customers before you pitch.
The Hidden Mistake That Costs Medical Sales Reps Their Best Accounts
The quiet mistake that costs reps their best accounts: chasing new business while existing ones erode. Learn to call the right level, stop data-dumping, and protect before you pursue.
The Rep Can't Always Be in the Room. Here's How the Knowledge Can Be.
In MedTech, product knowledge lives in people and does not scale with headcount. How point-of-care clinical intelligence keeps verified knowledge in the room when the rep can't be.
What Every New Medical Device Sales Rep Should Know About the Actual Job
The real work in medical device sales happens before the procedure. Learn the field-operations discipline, tray checks, inventory, and systems, that earns surgeons’ trust.
You’re Losing Sales Before You Ever Walk Through the Door: Why Territory Planning Matters More Than You Think
Territory planning is one of the most overlooked drivers of success in healthcare sales. Why the decisions you make before the first call shape your day, and how to plan smarter.
Your Territory Is Talking. Are You Listening?
The best medical sales territories are built, not inherited. Learn to read the signals your territory sends and own it through awareness, relationships, and disciplined review.