Research: 2021 Healthcare Selling Challenges Study
Improving win rate
What’s Inside
At Richardson Sales Performance, we asked sales professionals and managers to tell us what challenges they considered most pressing in 2021. We received responses from more than 700 individuals.We then isolated the 187 responses that came from professionals within the healthcare industry.
In the 2021 Healthcare Selling Challenges Research Study, we share the details of these responses across six categories including virtual selling, account management, negotiations, active opportunities, competitors, and lingering uncertainty among customers.
In the report we share the number, what they mean, and how healthcare sales professionals can respond. We explore areas including:
- Gaining access in a virtual medium
- Maintaining profitability amid intensified competition
- Understanding the customer’s new priorities
Related Resources for Healthcare Sales Professionals
Brief: Three Changes Healthcare Sales Professionals Can Make Today to Succeed Tomorrow
Discover three ways in which healthcare sales teams can use existing resources in a different way to drive sales.
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Brief: Three Ways to Improve Virtual Selling Access in Healthcare with Better Prospecting
Download this brief to discover best practises necessary for developing a virtual approach to prospecting in healthcare sales.
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Brief: Engaging Healthcare Professionals with Agile Messaging
Discover three ways sellers can deliver meaningful messaging to HCPs to gain access while staying in compliance.
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Brief: The Six Buyer Personas of the Healthcare Sale
In the brief, The Six Buyer Personas of the Healthcare Sale, we explore the different value propositions that resonate with each stakeholder.
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Brief: Gaining Virtual Access to Healthcare Professionals
Download the brief to learn how healthcare sales professionals can front-load their efforts so their first outreach sparks interest.
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Brief: Understanding “Path-Dependence” When Selling to Healthcare Professionals
Discover three ways sales teams can overcome path dependence when selling to physicians and healthcare professionals.
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