Reader discretion is advised - do not read this blog on an empty stomach!
The Perfect Chocolate Chip Cookies
If we compare the pMD sales process to the recipe for the perfect chocolate chip cookie, what common ground can be found in the steps needed to reach a successful outcome?
Preheat oven to 350 degrees Fahrenheit:
All good cookies start with prep work. A new member of the sales team always starts by “finding their way around the pMD kitchen.” While preheating may only take ten minutes in a real kitchen, at pMD, a new baker spends months working closely with other, more seasoned, sales team members. Laying a good foundation is the key to any good recipe. Without preheating the oven, nothing gets baked.
Mix butter, sugar, vanilla, and eggs in a large bowl. Stir in flour, baking soda, and salt:
Practice makes perfect! You can think of each ingredient like a step in our learning process here at pMD. We carefully measure the ingredients and then add them in one at a time. We even modify our “recipes” slightly depending on a potential client’s product interest. For example, cooking up a charge capture demonstration requires a different set of ingredients than preparing to speak with a practice interested in clinical communication.
At pMD, we don’t throw new folks into the kitchen without equipping them with the proper cooking tools. Our team members are fully supported and start by engaging with smaller opportunities first. Eventually, they work their way up, adding each learned ingredient one step at a time, until they’re ready to try the full recipe on their own -- with their own twists and flair, of course!
Stick the spoon in and try the raw cookie dough… hmmm, something is missing.
Ahh, I’ve figured it out. CHOCOLATE CHIPS! Add chocolate chips into the dough and mix well. Bake 12 to 15 minutes or until light brown. Cool slightly. Remove from cookie sheet to wire rack. Cool.
You can preheat the oven and follow each step correctly, but if you forget a key ingredient, it will soon be obvious that something is missing. pMD’s sales department is focused on working closely with the marketing and operations departments to achieve the best results. This allows us to better align our product offerings with customer needs and to streamline the implementation process. It’s essential for a successful sales team to work collaboratively with other departments so that we never miss a key ingredient. There’s no such thing as too many cooks in the kitchen in this case!
pMD’s culture is all about teamwork. Just as the perfect cookie needs all of its ingredients to mix together, when the sales department succeeds, everyone at pMD does - and we share that success. We would be doing ourselves a disservice if we operated in siloed departments and expected the whole team to win.
So what is the perfect recipe? This is really a trick question. Each recipe is different. If you ask 10 people to cook their perfect chocolate chip cookie, you will get 10 different cookies. While they follow a similar successful blueprint, recipes are tweaked over time based on feedback and tastes.
I recommend eating these cookies with a tall glass of milk!