sales
How Roche Diabetes Built a Better Sales Force What success looks like, and how we got there By Jay Graves, Vice President of Sales, Roche Diabetes Care, Inc.
With the introduction of the Affordable Care Act and the ever-changing healthcare landscape, the diabetes care market is one of many areas that have been significantly affected over the last few years. As VP of Sales for Roche Diabetes Care, I have had to evolve and adjust with each change that comes our way, including how we set up our sales team for success. Here’s a snapshot of what has kept my people competitive. First off, selling diabetes products and medications is extremely complex. This isn’t just a pill, a potion or a shot. Our patients not only need a lot of education— they need ongoing care and attention.
29 | HS&M JUNE/JULY 2017
When I thought about this complicated market and then looked at my reps, I saw a percentage of my team that continued to excel, no matter what the market threw at them. It was clear that they were driven, strategic and proactive, but I knew that wasn’t the whole
