Mention “selling skills” to field reps, district managers, or sales training professionals, and a few things immediately come to mind: ability to listen, message delivery, objection handling, negotiation expertise, business acumen, etc.  But too often, what’s less front-of-mind is how these skills—and overall growth in today’s environment—hinge on a strong working knowledge of the dynamics of the healthcare system.

It’s clear that these dynamics are complex. What’s less evident is how field sales should navigate that complexity to drive growth. 

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