Lucinda Harman
Lucinda Harman
Lucinda Harman
A competent salesforce is your key to growth and success!
Wise words from Jim Rohn: ‘Don’t wish it was easier, wish you were better. Don’t wish for less problems, wish for more skills. Don’t wish for less challenge, wish for more wisdom’.
- Company: The Growth Catalyst
- City: Johannesburg
- Email: info@thegrowthcatalyst.co.za
AREAS OF EXPERTISE: Sales and Promotion Excellence, Engagement Excellence, Personal Excellence, Medical Devices
The Facilitator
Who is Lucinda Harman?
An experienced sales professional with demonstrated success in medical device sales. Skilled in territory management, strategic planning and building relationships with various stakeholders in the medical field and strong conversion capability. Highly qualified with exceptional verbal/written communication and problem resolution skills. Sales and team training and facilitating.
Key responsibilities over the past 12 years in the Medical Device Industry include managing and growing new territories, bringing innovative solutions to medical professionals and hosting training for theatre staff. My primary client base consisted of surgeons, radiologists/radiographers, pharmacists, matrons, hospital and supply chain managers. In the past three years, sales facilitation and training.
I am also a TEDx Speaker, Author (Go Shake the Trees), Ward Councilor (City of Johannesburg)
portfolio: Health, Distinguished Toastmaster and past Division Director for Southern Africa.
Areas of expertise
- Contract Negotiations
- Sales Forecasting
- Territory Management
- Problem Resolution
- Critical Thinking
- New Business Development
- Key Account Management
- Strategic and Tactical Planning
- In service Training
- Conflict Resolution
- Sales and Marketing
- Customer Service
- Relationship Management
- Inventory Management
- Sales Training & Facilitating
The Programme
The Sales Excellence Mentorship Programme
Dare to Thrive!
A competent salesforce is your key to growth and success!
The method of selling has changed in the last decade and even decades. Gone are the days of forceful pitching, closing and winging a deal. Customers expect a lot more from sales professionals.
Google has given customers access to information with a quick search. There is no time or space for fabricated stories or ‘winging it’. Your customers want to feel valued and receive a lot more value from products and services offered. The competition is aggressive and the expectations higher. No customer wants to feel like a commodity or a cheque book. The ability to start a conversation and secure a customer relationship embedded in trust is the all-important starting point.
A sales force that is inadequately equipped and with inappropriate skills in medical device sales can certainly have a devastating negative impact on sales performance. In the medical device industry, sales representatives need to possess a combination of technical knowledge, understanding of healthcare regulations, effective communication skills, and the ability to build relationships with healthcare professionals. A lack of skills in any of these areas could lead to missed sales opportunities.
Factors such as inadequate product knowledge, inability to effectively communicate the value proposition of the device, insufficient understanding of customer needs, or lacking negotiation skills can all contribute to missed sales in this specialised industry. Prospective clients are professionals and astute, they will identify gaps in the salesperson’s knowledge and ability.
Gallup, through years of interviewing candidates globally, found out that there was a very small percentage of people wanting to be sales professionals who had both medical knowledge and sales acumen. The good news is that sales skill can be taught and developed.
To address skill gaps and improve sales effectiveness in the medical device industry, it is important to invest in specialised training programs tailored to the unique requirements of your industry sector and the specific products you offer. These are key areas which over the decades have proven to provide the desired results, when applied and learnt:
The sales process:
1. Creating strong sales funnels & pipelines
2. Sales strategy & planning
3. Product positioning & pricing
4. Territory management
5. Competitor analysis
6. Customer conversion process
7. Closing deals
Skills needed:
1. Mastering cold calling
2. Solution builder
3. Sales professionalism/etiquette
4. Presentation skills
5. Perfecting your pitch
6. Effective communication (across all platforms)
7. Handling objections
8. Processing rejection
9. The art of persuasion
I offer mentorship, training and facilitation to smaller groups or larger sales forces. The sales journey requires a lifetime of learning and investment. Sales is a challenging career path yet very rewarding and exhilarating. With me on your side, you will be destined for success.
Wise words from Jim Rohn: ‘Don’t wish it was easier, wish you were better. Don’t wish for less problems, wish for more skills. Don’t wish for less challenge, wish for more wisdom’.
Lucinda Harman is a TEDx speaker, author of ‘Go Shake the Trees’ and sales specialist with 34 years’ experience in medical devices, capital equipment and consumables. She is a SETA accredited facilitator with the nickname of the powerhouse in the United Kingdom. If you are ready for exponential growth and positive change in your business, then I am a call away.
For further information, please refer to: www.thegrowthcatalyst.co.za
Dare to Thrive!
