The traditional field selling role has evolved from what once was a group of autonomous individual contributors to teams working in a coordinated fashion with a variety of stakeholders. For example, there now are more key account managers calling on IDNs, and also more specialized support roles such as reimbursement specialists, clinical specialists, telesales and medical science liaisons. Obviously, this evolution comes with growing pains, but those pains can be alleviated with the right team structure and the appropriate operating capability.
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Pete Masloski is a principal in ZS’s Evanston, Ill. office and is a member of ZS’s Medical Products and Services practice. He has experience in an extensive range of sales and marketing issues, such as opportunity assessment, sales process and channel design, and account management. Pete holds a B.S.E. in chemical engineering from Princeton University and an M.B.A. with distinction from Northwestern University’s Kellogg Graduate School of Management.Contact Pete at Pete.Masloski@zs.com.
By Brian Chapman, Pete Masloski