New Year’s Resolution Number One: Prepare for Revisions

Medical Device Sales - OR Support

Medical Device Sales Tips & Tricks

January 11, 2024

MDSI: Article 007

This is the time of year for “personal” reflection as we take the time to re-think and re-new ourselves based upon lessons learned. Some of the most important lessons I’ve learned through the years are about revision surgeries. The revision case is generally one of the more complex cases and presents an opportunity for new sales representatives to work with surgeons and accounts who are not current customers. Here are a few things to consider when preparing and executing these cases:

1. Ask if you can review the images and surgical plan before the case.

2. Know your older (legacy) systems.

3. Build a revision book.

4. Focus on the patient (patient first – always).

There is so much more that goes into effectively preparing for revision cases, one could literally write a book, not just a blog. That's why it's important for you to continually learn and adapt throughout your medical device sales career.

Hopefully these four tips will help you as you start your medical device sales career.