What Sales Champions Do Differently – 4 Key Success Factors

Published on January 19, 2023

Even after years of overall prosperity for Pharma, Biotech, and MedTech companies, the bar is continuously being raised for what it means to be “successful” in these industries. As revenue targets rise year after year, it becomes increasingly difficult to continue achieving success in such a competitive environment. This begs the question: What are successful companies doing?

We surveyed a sample of 200 senior life science sales executives from a breadth of pharmaceutical, biotech, and medical technology companies across the US and EU (Figure 1). The healthcare companies covered a span of therapeutic areas ranging from oncology to dermatology, and medical technologies from in-vitro technologies to hospital supplies (Figure 2). We characterized the Sales Champions, those who hit their revenue targets last year, and identified what they did that led to success.

Figure 1: Demographics

 

 

Figure 2:…

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