Expanding Surgical Company Case Study

Medical Device Surgical Procedure

Medical Device Surgical Company Wins Big by Hiring B2B Game Changers

Specialty: Surgical

The Situation

Our medical device client in the surgical niche was rapidly growing and not having current staffing needs met by existing recruiters.  Chase MedSearch was brought on to meet extremely urgent recruiting needs focused on identifying top performing business-to-business (B2B) sales representatives.

The Results

By partnering with Chase MedSearch, our client was able to immediately tap into top talent with exceptional performance. Within one day, the client was able to review resumes and schedule candidates for interviews. Subsequently, the client hired over forty (40) Medical Device Sales Representatives that made a key contribution to revenue growth.  These aggressive, early career B2B sales hires took the company’s wound care market niche by storm, producing incredible results within one year. Three years later, the client was sold for over $90 million dollars.

Interventional Pain & Spine Sales Case Study

Spine on tablet

How Acquiring Top Talent Propelled a Product Launch to National Prominence

Specialty: Interventional Pain & Spine

The Situation

Our start up medical device client in the spine niche was on an extremely tight schedule to initially hire seven (7) people within thirty days. They had recently received FDA approval and were ready to commercialize their product. Positions were located in key metropolitan areas throughout the U.S. Experienced sales representatives, with both spine and pain experience and call points, were required.

The Results

By partnering with Chase MedSearch, our client was able to rapidly tap into key markets and begin reviewing resumes, interviewing, and making offers within one week!

Fast forward to present day, over 65 new hires placed as Sales Managers, Sales Representatives and Clinical Specialists.

Multiple hires were promoted to Regional Sales Directors (RSDs) and others earned prestigious “President’s Club” awards.  Ultimately,  the company was purchased for over 8 times revenue.

Partnership in 2 Minutes

Shaking Hands

I realize that there are recruiters out there who waste people’s time. Nevertheless, when I contact someone I don’t know and they say: “Sounds good, send me the information”. I don’t do that. I’m not going to send information on a job with all the specifics (and I do work hard to have the specifics) when I don’t know the candidate. We live in a connected world and it’s far too easy to do an end-run around a recruiter and either apply online (bad idea 99.99% of the time) or talk to someone you know that works there who will pass along the resume. Instead, I say, “I have the details and will give them to you but I need two minutes of your time.” And I’ll literally take two minutes of their time.

Rarely does the conversation just run two minutes, but I do stop and take a pulse check to make sure we’re tracking and if not the candidate is back on track with the rest of their day. If it’s interesting to them, then they get the details. They can still do an end-run around me, of course, but hopefully we’ve got something established, like trust and they know and believe I can help them get this position should they decide they’re in. That’s called partnership. And it works.

Always Be Ready

You’ve probably heard of ABC (Always Be Closing) but have you heard of ABR (Always Be Ready)?

Recently someone in a field sales organization told me that there will be a call later that day that will mean big company changes within their organization. No one knew what it meant.  It could have meant layoffs. People were scared. They knew it was not good news. My advice in that situation was fairly simple:

  • If you have a company phone, ensure all your contacts in your phone are backed up somewhere else that you can get them.
  • Immediately print off all your sales reports and save them.
  • Pull anything and everything out of your company email that you want to save.
  • If there's training, processes or anything valuable that you want to keep and apply at a new employer GET. IT. NOW.

No matter how long you’ve been there, there are things of value you’ve learned. Make sure those travel with you wherever you go. (Disclaimer: If things are not labeled confidential or for company use only, of course.)   🙂  Run this question through your mind: “If I am laid off on this call and they cut me out of all systems, “Do I have everything I need and want — both to help me get my next job and make me successful in my next job?” Come to think of it, that’s a useful exercise even if you’re not awaiting a scary company-wide conference call.