HTML Preview Medical Device Sales Plan Format page number 3.
2. Existing Customers (E.C.)
• Identify E.C. from current customer database.
• Prioritize E.C.’s by amount of revenue potential.
• Schedule onsite appointments with each E.C., starting with those
having the highest revenue potential.
• Identify and establish contact with multi-level call points within
hospital.
-This is critical to understanding the dynamics of the territory.
-Build relationships through entertaining, dinner programs,
etc.
• Determine any opportunities for all product lines with each E.C.;
plan to convert into pipeline business in order to expand product
offering.
• Conduct product evaluations for each identified opportunity.
• Leverage relationships to identify and win business at other
facilities (if applicable).
• Close business.
3. New Customer (N.C)
• Identify new clients from targeting data.
• Prioritize N.C’s by revenue potential.
• Schedule on-site appointments with each N.C., starting with
highest revenue potential.
• Identify and establish contact with multi-level call point within
each N.C. hospital (critical).
• Establish and expand relationships for all call points
(entertaining, etc.).
• Determine opportunities for all product lines.
• Conduct product evaluations.
• Leverage relationships to identify and win business at other
facilities.
• Close business.