Elevate Your Sales Game: The Blueprint for Medical Sales Excellence

In the fast-paced and competitive world of medical sales, setting goals is a crucial factor in achieving success. As we enter 2024, it is time to re-evaluate our sales approach. Whether you aim to maximize your compensation plan, become the top performer, or earn the prestigious sales trip, setting and achieving ambitious targets is critical to success. The COBO framework - focusing on Courageous Goals, Objective Steps, Benchmarks, and Opportunities - offers a powerful strategy for increasing sales and success in the medical tech and pharmaceutical industry.

Let's delve deeper into 2024 and explore how this framework can turn sales goals into remarkable achievements.

Setting Courageous Goals: Elevating Sales Aspirations

The journey to success in 2024 begins with setting courageous goals. These are not just any goals; they are visions that push you beyond your known limits, challenging you to explore uncharted territories of your potential. Courageous goals involve taking risks, embracing vulnerability, and committing to personal growth.

In medical sales, setting a courageous goal might mean aiming for a significant increase in sales figures or breaking into a new, challenging market segment. Let's say the goal is to increase sales by 30% in the medical aesthetic neurotoxin sector by the end of 2024. This ambitious target pushes beyond the comfort zone, requiring innovation, resilience, and a deep understanding of the market.

Objective Steps: Turning Vision into Action

Once your courageous goals for 2024 are set, the next step is to devise a clear, objective plan to achieve them. Planning involves breaking down your overarching goal into actionable steps. It's about detailing your goals: what, when, how, and who. These objective steps act as a roadmap, guiding you from the conception of your goal to its fruition.

Breaking down this courageous sales goal into objective steps transforms the vision into a feasible plan. For instance:

• Market Research: Conduct in-depth research to understand the needs and preferences of cardiologists and healthcare facilities.

• Product Knowledge: Enhance your expertise in the latest neurotoxin industry by researching the essential products on the market, including Botox®, Dysport®, Jeuveau®, Xeomin®, and Daxxify ® understanding their unique features and benefits.

• Industry knowledge: Research top companies like AbbVie- Allergan Aesthetics, Revance, Galderma, Evolus, and Merz to discover new products in development. ·     

• Networking and Relationships: Strengthen relationships with existing clients and build new connections in the medical aesthetic field.

• Sales Strategies: Develop tailored sales pitches, focusing on how your products uniquely address the specific needs of Dermatologists, Plastic Surgeons, and medical spas

• Feedback Loop: Regularly gather client feedback to refine your approach and product offerings.

• Business Acumen: When meeting with clients regularly, plan patient events and promotions to attract new patients, convert patients from one service to another, and retain patient loyalty.

 Each step is critical in paving the way towards achieving the sales target.

Benchmarks: Monitoring Progress and Adapting Strategies

An integral part of setting goals for 2024 is establishing benchmarks. These are specific, measurable milestones that help you track your progress. Benchmarks are essential for maintaining momentum and focus. They allow you to celebrate small victories, adjust your strategy if needed, and stay motivated.

Benchmarks are essential for keeping track of progress.

Quarterly Sales Targets: Set and review quarterly sales targets to ensure you're on track to meet the annual goal.

1.    New Business: Monitor the number of new accounts opened up every quarter.

2.    Product Training Sessions: Complete a set number of injection technique training sessions.

3.    Patient Events: Partner with your clients and host a specific number of neurotoxin patient events.

These benchmarks act as checkpoints, allowing for timely adjustments to strategies and ensuring consistent progress toward keeping your 2024 sales goals on track.

Opportunities: The Reward of Courageous Goal-Setting

Every goal reached opens a new door of opportunity. As you work towards your 2024 goals, staying open to the unforeseen possibilities your efforts will generate is vital. These opportunities could range from career advancements and personal growth to new business ventures.

These might include:

1.    Leadership Roles: Demonstrating success in achieving ambitious sales targets can position you for leadership roles within your organization.

2.    Professional Development: Success in a specialized area like medical aesthetic sales can lead to opportunities for further professional development and specialization.

3.    Market Expansion: Achieving success in a challenging sector can pave the way for expansion into other specialized medical device and equipment sectors.

As a medical sales professional, adopting the COBO framework can significantly enhance your journey towards outstanding sales achievements in 2024. The COBO framework is more than a goal-setting strategy; it's a transformative approach to achieving sales excellence. In the competitive and evolving field of medical aesthetic sales, embracing this framework can be the key to unlocking unprecedented success and professional growth in 2024 and beyond. Set those courageous sales goals, follow through with objective steps, measure progress with benchmarks, and seize the opportunities that arise on your journey to sales mastery.

 Download Your Free Courageous Goal-Setting Guide

To further support your journey, I invite you to take the first step towards success. Download the free "Courageous Goal Setting Guide." This comprehensive guide is designed to help you set impactful goals, break them down into achievable steps, and track your progress through effective benchmarks.

This guide will provide practical tools and strategies to set your 2024 goals. Whether you're aiming for professional growth, personal development, or a blend of both, this guide is your companion on the path to success.

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Meet 🌟 Danielle Cobo, CVP

Danielle Cobo is an international female keynote speaker and career consultant. She works with audiences to ignite transformation to lead with grit and resilience.

With over 15 years of corporate experience in the medical tech and bio-pharmaceutical industry, she knows how to build high-performing teams that increase sales, productivity, and employee retention. Her expertise includes corporate resilience and heart-centered leadership.

Danielle is the best-selling author of Unstoppable Grit: Break Through the 7 Roadblocks Standing Between You and Achieving Your Goals and hosts the globally top-rated podcast, Unstoppable Grit Podcast with Danielle Cobo.

As a former Fortune 500 Senior Sales Manager, she propelled her team to the number one national ranking, even amid the upheaval of downsizing, restructuring, and acquisitions. Her commendable leadership earned her the prestigious title of Region Manager of the Year. Her resiliency motivated her to earn four consecutive national Sales Excellence Awards in a male-dominated industry.

When her husband, a Blackhawk pilot in the Army, was deployed in Iraq for a year, Danielle learned to balance a demanding job while keeping up with her dynamic duo of 1.5-year-old twin boys, who possess more energy than a squirrel after a triple espresso.

Today, she channels her expertise into her passionate mission: igniting transformation in others and helping them develop the grit and resilience to succeed professionally and personally.

Her tenacious attitude stems from being raised by an ambitious mother and recovering from being taken from her father and cast out at 17 years of age.

From a 7-year-old entrepreneur to a two-time 3-day 60-mile walker—she defines relentless ambition.

A sought-after speaker, Danielle's captivating storytelling and content-rich and motivational style empowers audiences to cultivate unwavering resilience, igniting a transformation for thriving in today’s demanding work environment.

Danielle has a bachelor’s in communication with a minor in psychology from the California State University, Fullerton, Certification in Inclusive and Ethical Leadership from the University of South Florida Muma College of Business, and accreditation in DiSC Human Behavior from Personality Insights. Inc., and Leadership from Boston Breakthrough Academy.

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