Here’s a fun fact about me: before I started my career in health care technology sales, I was changing lives in other ways - I was a teacher. I hear a lot of shock when I talk about my career path, and how I could have made such a drastic shift. I mean, clearly the roles of sales and teaching are night and day, right? Well, not really, actually. I have found that the very characteristics that made me a great teacher - empathy, compassion, and being a good listener - really correlate strongly to my day-to-day sales role. There is one such trait that I have found to be even more critical in both my teaching role and my role at pMD: agility.
What does it mean to be agile? Quite literally, it means having the ability to move quickly and easily. As a pMD employee, especially on the sales team, it is imperative we are able to be agile. We must be able to shift our focus quickly, become product experts at the drop of a dime, relate what we know back to a practice’s current obstacles, and give our developers the ability to innovate while feeling confident the sales team will be able to show value in the new products they are building. Here’s an example of agility in action:
When I first started at pMD a little over 2 years ago, we really had 2 core products: pMD® Charge Capture™ and pMD® Secure Messaging™. It took me a while to understand and articulate the intricacies and value of those two products, but I eventually got into a groove. I was in my comfort zone. Suddenly there was talk of expanding our product line. Our customers needed more from us and we needed to rise to the occasion. Thus, we also became a MIPS Registry.
Now, if you aren’t sure what MIPS is, let me tell you that becoming knowledgeable enough to sell a MIPS registry product is no small feat. Many MIPS registries are exactly just that. They do not have other product lines they are selling simultaneously. At pMD, we were expected to know how MIPS reporting differed for an infectious disease practice versus a hospitalist group and so on, all while continuing to sell our existing product suite. Did the sales team complain and throw our hands up in defeat? Hardly! We were agile, quickly moving to learn all we could about MIPS, and providing our customers and prospective customers with the insight they needed to make an informed decision.
This agility has helped us to “go with the flow” as we continue to expand our product offering. A couple of months ago we added additional products to our product suite, such as pMD® Clinical Communication™, pMD® Care Navigation™, and pMD® Clinically Integrated Network™, to serve the needs of today’s health care market. We as a sales team have been at the forefront of explaining these products to our prospective practices and helping to communicate feedback to our developers. This allows us to grow as members of the pMD team, learn from industry best practices, and reshape pMD’s business priorities by listening to the market. While being agile can at times be challenging, it is also what keeps our day-to-day exciting because who is satisfied with the status quo?