Does Sales Add Value in Healthcare?

Written By Matthew Hanis

Jay Graves

Vice President, Diabetes Care
Roche Diabetes Care, Inc.

Brad Ansley

Managing Partner
SPI Health

Empathy for the patient, helping providers improve efficiency, adjusting to new buying paradigms . . . the work and competencies of a sales representative is undergoing radical change like other stakeholders. But do we even need salespeople in healthcare? Is the portion of healthcare dollars spent on sales wasteful or productive? How can healthcare leaders ensure getting the most value from what great salespeople can contribute? Experts in sales leadership & training, Jay Graves (Roche) and Brad Ansley (SPI Health) explore these questions.

Matthew Hanis
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