Selling high end products that require thorough product knowledge makes it a challenging job. To empower sales people to execute their work well and achieve KRAs, Healthware provides in-depth training which is all encompassing – from the product’s technology to its use for the patient and the doctor to training the staff that uses it. Training is provided across departments and periodically reviewed with fresh inputs given.
Sales of medical equipment of this nature requires persistence, usage expertise and technical electronic/mechanical expertise of the equipment. While we would like to have 100 Supermen out there in the field, we do recognise that different people have different sets of expertise, skills and personalities that enable success in different arenas. Hence the interdependence of sales, service and clinical applications teams to ensure overall success of the organisation. Across regions, specialties and functions, the underlying force has to be that of a unified body. While internal competition can be healthy, it cannot be at the cost of the overall organisational goals. Our annual off-site and quarterly review meetings are aimed at bringing diverse functions, regions and specialties together to give them a sense of unified purpose and facilitate identification and closing of gaps that naturally arise in such a diverse organisation. Sharing information is a big factor in building bridges. Our meetings are held with the express requirement of sharing information and voicing issues of concern. Investments in SAP and other platforms are such that there is transparency in all transactions and activities. Business leads are encouraged to take responsibility for their people and empowered to take most decisions around their teams.
