The Pros are also the cons. Because we like it so much "to be there" we forget to really act as accountmanagers, focussing on sales, the hospital, insurance companies, looking for opportunities, defining strategies, analyse our competitors, analyze sales and losses and enhance growth. Not only in hips and knees ( regarded as core-business by at least 60% of the salespeople) but also in areas as Biologics, spine, trauma, extremities, microfixation, sportsmedicine. Main problem is that all accountmanagers act like small independant companies within Biomet. This is almost impossible to manage, to control and to improve. Although the inter- collegue communcication on a personal level is excellent, communication about sales, opportunities, other products is almost not present. Al above is not a threat right now, but is a very unstable basis for the near future. If people want to be OR assistants, they should sign up at a hospital and exceed there.
And I am convinced they will !
There is no marketing, no campaigns, very bad customer management documentation, hardly any information about competitors.
There is some training, but the quality varies. Cementing training in Malmo, Sweden is excellent, but the knee training in Swindon last year really sucked. Training should be done by sales people, not by senior high level marketeers. Don't tell me that it is a good product. I know it is. Help me how to convince my customers.
