Claire Buckley’s Post

At a JOEI open mic I was asked the 𝟏 𝐭𝐫𝐚𝐢𝐭 𝐭𝐡𝐚𝐭 𝐦𝐚𝐤𝐞𝐬 𝐚 𝐦𝐞𝐝 𝐫𝐞𝐩 𝐬𝐮𝐜𝐜𝐞𝐬𝐬𝐟𝐮𝐥. I picked Paranoia over discipline, customer service etc. Here's why 👇️ In the high-stakes world of orthopedic sales, being “paranoid” isn’t just a trait – it’s a superpower. Andy Grove’s classic, Only the Paranoid Survive, taught me that vigilance and adaptability are crucial to thriving in fast-moving, high-risk environments. Here’s why I believe a healthy dose of paranoia is essential for anyone in orthopedic sales: 𝟏. 𝐓𝐡𝐢𝐧𝐤𝐢𝐧𝐠 𝐓𝐡𝐫𝐨𝐮𝐠𝐡 𝐄𝐯𝐞𝐫𝐲 𝐃𝐞𝐭𝐚𝐢𝐥 𝐢𝐧 𝐚 𝐂𝐚𝐬𝐞 𝐈𝐧 𝐨𝐫𝐭𝐡𝐨𝐩𝐞𝐝𝐢𝐜 𝐬𝐚𝐥𝐞𝐬, 𝐧𝐨𝐭𝐡𝐢𝐧𝐠 𝐜𝐚𝐧 𝐛𝐞 𝐥𝐞𝐟𝐭 𝐭𝐨 𝐜𝐡𝐚𝐧𝐜𝐞. A great rep is paranoid in the best way possible – they anticipate every possible scenario in the operating room, from instrument availability to ensuring each piece of equipment is functioning perfectly. This mindset minimizes the risk of surprises and maximizes the chance for success in every procedure. 𝟐. 𝐀𝐯𝐨𝐢𝐝𝐢𝐧𝐠 𝐭𝐡𝐞 𝐂𝐨𝐦𝐟𝐨𝐫𝐭 𝐙𝐨𝐧𝐞 One of Grove’s most powerful lessons is that “success breeds complacency.” When a rep gets too comfortable, that’s when mistakes happen. Great reps stay alert, always questioning if there’s something they might be missing or overlooking. It’s this constant questioning that pushes them to continuously improve, be better prepared, and to support their surgeons in the best possible way. 𝟑. 𝐒𝐭𝐚𝐲𝐢𝐧𝐠 𝐀𝐡𝐞𝐚𝐝 𝐨𝐟 𝐏𝐫𝐨𝐝𝐮𝐜𝐭 𝐚𝐧𝐝 𝐌𝐚𝐫𝐤𝐞𝐭 𝐂𝐡𝐚𝐧𝐠𝐞𝐬 Paranoia also means staying on top of evolving technologies and market shifts. A rep who embodies this trait is never content with the status quo; they're learning about new tech, new strategies and more. 𝟒. 𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐑𝐞𝐬𝐢𝐥𝐢𝐞𝐧𝐜𝐞 𝐢𝐧 𝐇𝐢𝐠𝐡-𝐏𝐫𝐞𝐬𝐬𝐮𝐫𝐞 𝐒𝐢𝐭𝐮𝐚𝐭𝐢𝐨𝐧𝐬 Being paranoid in a constructive way builds resilience. Orthopedic sales is high-stakes, and things don’t always go as planned. Paranoid reps expect challenges and are mentally prepared to pivot on the fly, troubleshoot issues, and provide solutions quickly and calmly in the OR. In a field where precision and preparation can make or break a career, a little paranoia goes a long way. It keeps reps sharp, adaptive, and ready for anything. As Grove put it, “Success and complacency are mortal enemies.” For med reps, staying paranoid isn’t just smart – it’s essential. 🟦 𝐂𝐡𝐞𝐜𝐤 𝐨𝐮𝐭 𝐦𝐲 𝐚𝐦𝐚𝐳𝐢𝐧𝐠 𝐩𝐚𝐫𝐭𝐧𝐞𝐫 𝐒𝐡𝐨𝐰𝐩𝐚𝐝 If you're a sales leader looking to give you sales team a powerful tool in the field you gotta checkout my partner Showpad They were a handful of companies Steve Jobs picked to work with when releasing the ipad. Check the link in the comments below or go to showpad dot com /stateofmedtech to book a demo. #medtech #medicaldevices #medicaldevice #medicaldevicesales #medicalsales #digitalhealth #JOEI

In this week’s episode on The Scrubbed In Show, Catriona Maybury shares her journey from dermatology to a medical director at HeliosX Group. Interestingly, this episode uncovers why pivoting or building a diverse portfolio career doesn’t have to happen overnight but can be a slow and fluid process, even as a consultant! We discussed: 🩺 Motivations to study medicine and becoming a dermatologist 📚 Building an academic career in medicine 🏅 How to secure a training post/number in any competitive speciality 🎨 Exploring creative outputs + writing career 🌊 Why building a portfolio career is a fluid process? 🔗 Securing the first role at Dermatica through LinkedIn ⚖️ How to balance commercial goals alongside clinical safety/efficacy 🌟 What makes a great leader? 🔬 The importance of evidence based practice across medicine and business 📱 Dealing with social media pressures around skin health and beauty 🤖 The potential for AI in medicine and dermatology 👩👧👦 How to manage work-life balance and motherhood Link in the comments!

🔥 Orthopedic Burnout 🔥 I recently conducted a poll on LinkedIn to better understand the experience levels of individuals in the field of orthopedic sales. The results were insightful, with 50% of respondents indicating they had been in the field for 0-5 years, followed by a significant drop to 19% for those with 6-10 years of experience. This trend raises an important question: why do we observe a substantial drop-off in orthopedic sales representatives after the 5-year mark? The initial surge of individuals within the 0-5 year bracket could be attributed to the appeal of orthopedic sales among newly recruited professionals. The challenge of promoting innovative orthopedic products and building relationships with healthcare providers often attracts young sales representatives inspired by the prospect of making a tangible impact on patient care. However, as these professionals gain experience, the realities of the field may prompt some to pursue different career paths. One factor contributing to the drop-off could be the demanding nature of orthopedic sales. The competitive market, the need to stay updated with the latest advancements in orthopedic devices, and the pressure to meet sales targets can lead some representatives to seek a better work-life balance or explore sales opportunities in different industries after gaining a few years of experience. Similarly, the need for continuous education and training to stay knowledgeable about evolving orthopedic technologies can be challenging for some sales professionals, leading them to seek alternative career paths outside of the medical device industry. Furthermore, the decline in numbers within the 6-10 year bracket may be reflective of the challenges and complexities inherent in the orthopedic sales domain. As representatives progress in their careers, they may encounter hurdles such as navigating complex procurement processes, managing competitive pricing strategies, and adapting to shifts in healthcare regulations. These challenges can contribute to a shift in career trajectory as some professionals seek opportunities in less demanding or high-stress sales fields. It's also worth considering the impact of burnout on orthopedic sales representatives. The pressure to meet sales quotas, navigate complex customer relationships, and manage the demands of a rapidly evolving healthcare market can take a toll on individuals, potentially leading some to reconsider their career paths after a few years in the industry. Moreover, the need to balance travel, client meetings, and administrative responsibilities can exacerbate burnout, prompting individuals to explore alternative roles within or outside of the sales domain. What do you think? #testamony #notjustaBoxOpener

I've worked with refractive surgery practices for over 20 years. I've trained over 500 sales reps. This is what I found works best. Most refractive surgery sales teams have three to five sales reps. Each sells differently. That's why recruiting "naturals" is necessary for most practices to win. Naturals, however, don't tend to apply for (or stay in) sales jobs in medical practices. They can make WAY more money elsewhere. Thus, I'm typically working with people who are either brand new to sales or didn't even realise they were meant to sell when they got the job. So, I first teach them my playbook. My first goal is adherence to the playbook because I have a control variable. Then, I replay game footage—which every good sports coach always does. Together, we listen to their recorded calls and check adherence to the playbook. When drilling, I get everyone to role-play with me. I give direct feedback on each question in the playbook. For example: "In the first five seconds, you're poorly introducing the call's purpose. This is the script. Try it for me again. Now, again. Now, again, raise your voice at the end of the question. Now, again, five more times. Next question." I want them to repeat the script so often that they can breathe it. Side note on newbies 👶🏼: Once a playbook is in place, new reps only shadow game footage until they know the playbook. They don't take live calls until they do. This is because wasting leads on poor sales reps is one of the costliest things a business owner can do. So, I get newbies to listen to HOURS of good reps running the playbook. This is how they get this into their subconscious. When newbies get on live calls, I want them to be on for only an hour and then off for one hour. In the first hour, they are on live calls. The next hour, they listen to the calls they just had. Back to everyone else on the team. We review the calls with the manager present. I say, "Let's listen to it... pause." Then I turn to the sales rep and ask, "What do YOU think you could have done better?" I'm not going to tell them because if I tell them, they'll deflate and think, "I suck." When we listen to game footage, I ask the team to comment on what the sales rep did well. Then, the sales rep says what they could have done better. Then, the manager gets on a one-to-one with the sales rep and says: "Okay, Jenny, you needed to work on your "Pain" question. Or, you're asking if they want to book, rather than when they want to book. You're struggling when the lead says, 'I need more information'. Ok, let's drill that: 'Jenny, I need more information...'" I want to drill at the minute level so they know exactly what to say. Then, they will say the same words every time. The team's culture will align with the playbook. When someone isn't following the playbook, they will police each other. This way, we can create and control the sales system. And that's how I teach sales. #SalesTraining #RefractiveSurgery #SalesCoaching

𝗔 𝗖𝗼𝗺𝗽𝗹𝗲𝘁𝗲 𝐆𝐮𝐢𝐝𝐞 𝐭𝐨 𝐌𝐞𝐝𝐢𝐜𝐚𝐥 𝐀𝐞𝐬𝐭𝐡𝐞𝐭𝐢𝐜𝐬, 𝐓𝐫𝐞𝐧𝐝𝐬 & 𝐈𝐧𝐧𝐨𝐯𝐚𝐭𝐢𝐨𝐧𝐬 𝐆𝐞𝐭 𝐅𝐫𝐞𝐞 𝐏𝐃𝐅 𝐆𝐮𝐢𝐝𝐞@ https://lnkd.in/d_zHhfvj The medical aesthetics market has witnessed significant growth in recent years, driven by the increasing demand for minimally invasive cosmetic procedures. This market encompasses a wide range of treatments and products that aim to enhance an individual's appearance through non-surgical means. One of the key factors contributing to the growth of this market is the rising awareness among consumers about the benefits of medical aesthetics. People are becoming more conscious about their physical appearance and are willing to invest in procedures that can help them achieve their desired look. Additionally, advancements in technology have made these procedures safer, more effective, and with minimal downtime, further boosting their popularity. Another driving force behind the expansion of the medical aesthetics market is the aging population. As people age, they tend to experience various skin-related issues such as wrinkles, sagging skin, and age spots. Medical aesthetic treatments like Botox injections, dermal fillers, and laser therapies offer effective solutions to combat these signs of aging. Key Players Allergan AbbVie Cynosure, LLC. Johnson & Johnson Galderma Lumenis Evolus Solta Medical Revance Galderma Syneron Candela Alma Lasers Bausch Health Companies Inc. ANIKA THERAPEUTICS S.R.L. Cutera, Inc. El.En. S.p.A. InMode Fotona d.o.o. Merz Pharma GmbH & Co KGaA Reinheim Medytox Sientra Venus Aesthetic Intelligence Aerolase BOHUS, Scandinavian HA RECOSMO INC. A.R.C. Laser GmbH LUTRONIC #MedicalAesthetics #Dermatology #CosmeticDermatology #Aesthetics #NonSurgical #AntiAging #Skincare #Beauty #Filler #Botox #Laser #BodyContouring #Allergan #Cynosure #AbbVie #Galderma #Lumenis #Evolus #SoltaMedical #Revance #SyneronCandela #AlmaLasers #AestheticMedicine #CosmeticSurgery #PlasticSurgery #AestheticTreatments

Let’s say I’m looking to break into medical sales and I call you up with this question: “Why do YOU do it?” What would you say? We all know you can’t do these jobs very well for very long unless something within is driving you. So what’s that for you? Perhaps it’s just love of the game: -Being in surgery -Working with Doctors -Navigating the sales cycle -Improving patients lives Perhaps it aligns with your personality: -Extrovert -Competitive -High energy -Couldn’t sit in a cubicle all day Perhaps something else altogether: -Your family -Earning potential -Autonomy So let’s hear it. Why do YOU do it?

November already 🤯!! The countdown to the end of the year is well and truly on but that isn’t slowing the OneMD team down! We are busy working on some amazing assignments with leading #medtech companies across a broad range of specialities , see below for a quick snapshot 👇 Many of these projects will look to conclude before the end of the year, so jump on board and reach out to someone in the team to find out more #onemd #medtech #sales #marketing #engineering

𝐂𝐨𝐦𝐩𝐫𝐞𝐡𝐞𝐧𝐬𝐢𝐯𝐞 𝐏𝐃𝐅 𝐆𝐮𝐢𝐝𝐞 𝐭𝐨 𝐌𝐞𝐝𝐢𝐜𝐚𝐥 𝐀𝐞𝐬𝐭𝐡𝐞𝐭𝐢𝐜𝐬 𝐆𝐞𝐭 𝐚 𝐅𝐫𝐞𝐞 𝐒𝐚𝐦𝐩𝐥𝐞 𝐆𝐮𝐢𝐝𝐞: https://lnkd.in/d_zHhfvj   The medical aesthetics market is a rapidly growing industry that encompasses various cosmetic procedures and treatments aimed at enhancing a person's physical appearance. This market includes non-invasive procedures such as Botox injections, dermal fillers, laser hair removal, and chemical peels, as well as surgical interventions like liposuction, rhinoplasty, and breast augmentation. With the increasing demand for minimally invasive procedures and advancements in technology, the medical aesthetics market is expected to continue its upward trajectory. Factors such as rising disposable income, changing lifestyle preferences, and the influence of social media on beauty standards are driving the growth of this market. As consumers seek to achieve youthful looks and improve their self-confidence through aesthetic enhancements, the medical aesthetics industry plays a crucial role in meeting these demands while adhering to strict safety standards and ethical practices. Companies working in the Medical Aesthetics Market Jointechlabs, Inc. BioLab Sciences Histogen Linio Biotech Hoth Therapeutics, Inc LG Chemical America, Inc. CollPlant LifeSprout, Inc. Sayenza Biosciences Cutera, Inc. Sisram Medical Cynosure, LLC. AbbVie RepeatMD Allergan Alma Lasers Bausch Health Companies Inc. Johnson & Johnson Sciton Candela Medical Venus Concept Israel Merz Pharma Dessau Sientra, Inc. Syneron Candela Zimmer Biomet BTL Industries DEKA Laser Technologies, Inc. Fotona d.o.o. InMode Mentor Worldwide LLC Sciton Solta Medical Strata Skin Sciences #MedicalAesthetics #AestheticMedicine #CosmeticDermatology #PlasticSurgery #BeautyIndustry #AntiAging #SkinCare #DermalFillers #Botox #CosmeticProcedures #FacialRejuvenation #SkinHealth #AestheticClinic #BeautyTreatments #NonSurgicalProcedures #Dermatology #MedicalSpa #LaserTreatments #Injectables #FacialAesthetics #BeautyTechnology

Why Orthopedic Jobs Are Vanishing. You need to wrap your head around this macro trend. Technology is a relentless driver of business efficiency. Companies no longer need to hire more people to grow their business and generate more sales. Technology enables companies to be more productive with less employees. A great example is the S&P 500 list. Look at the number of employees needed to contribute and additional $1M in sales in these companies. Back to orthopedics. Doesn’t it seem like there are a ton of ortho people out of work or in transition today… but fewer jobs open? Yes it’s true. And for both large public Orthos and small Orthos alike. Case in point is Zimmer. By analyzing public records, it is evident that Zimmer has learned how to do more work with less people. Zimmer Biomet total number of employees in 2022 was  18,000, a 7.69% decline from 2021. Zimmer Biomet total number of employees in 2021 was 19,500, a 2.5% decline from 2020. Zimmer Biomet total number of employees in 2020 was 20,000, a 0.5% increase from 2019. Zimmer Biomet total number of employees in 2019 was 19,900, a 4.74% increase from 2018.

The success in most of the private practices at the primary healthcare is dependant only on footfalls at clinics.. with the surge in single specialty chains across specialties, the medical professionals working for such chains are with the opinion that the model could be easily replicated at their private practices and success could be seen from month one.. little they understand the nuances in marketing.. if this were so simple to replicate, the single specialty healthcare chains would have by now ran out of Doctors, everyone establishing their own practices ! Such Doctors who have done up only their infra in a lavish fashion and put up high end equipments fail to understand the importance of consumer journey, having experience medical professionals on board (on call consultants), strategies of quality lead generation, customer retention and consistency in the execution of marketing ideas. Certainly I pity both the entrepreneurs of private clinics (Doctors) and the marketing agency.. Doctors for their ignorance in marketing, getting carried away by quick spends expecting quick returns which never happens, if it happens by chance, does not sustain.. agencies for being blamed right from month one of engagement to have not shown windfall results in leads and walk in generation ! To build a successful and sustainable model in primary healthcare, the business owner needs to first understand the consumer preferences, expectations and identify the right target group. Sit with the brand agency and set short, medium and long term goals. Allocate marketing spends and have a robust tracking mechanism for lead and walk in attribution. Tweak campaigns basis the trend and eventually optimise the customer acquisition costs. Success certainly takes time.. it does not come overnight..certainly comes over a period of time.. sharing this piece basis my experience of over a decade and half in the primary healthcare space.. ApolloDental Oliva Skin and Hair Clinic #marketing #healthcaremarketimg #primaryhealthcare #marketingagencies #privatepractice #clinics #dermatology #dentistry #dermatologists #dentists #customeracquisition