In Medical Sales? Watch my free webinar on How I Booked 35 Hospital Deals in 60 Days Using LinkedIn https://bit.ly/3Artujf
LinkedIn post announcing Jim coming on the show (read the comments people left)
Follow Jim on LinkedIn or check out Jim’s personal blog https://slowoldnstupid.wordpress.com
Chapters
29:51 The Zimmer vs Stryker Rivalry
32:04 The one product that gave Stryker it’s first major edge in the market
39:00 Jim’s first big break at Stryker
42:21 What helped Jim move up the ranks at Stryker
48:00 The resources top sales people should tap into
48:22 How Jim started a Stryker sales newsletter in the 80s
50:39 Jim’s take on having a career plan to move up
54:26 How customers reacted the day Jim became president
56:51 The hardest medical sales role to fill
58:00 What Jim learned from Gallop about hiring top medical sales talent
59:46 The mistake hiring managers make when looking at a resume
60:00 Hidden qualities of a great sales manager
63:00 Where great medical sales leadership starts
63:30 What former Intuitive Surgical and Mazor Robotics VP of Sales Chris Sells did to develop top talent and strengthen teams
64:01 The skill a medical sales manager must have
66:06 Why you shouldn’t always hire people you worked with
71:00 The importance for medtech execs to optimize their fitness and health
78:10 The hole Stryker was in during the 2008 financial crisis
78:52 Why the FDA put Stryker on Double Secret Probation
83:00 How Jim almost got fired his first year as president
85:00 What helped Stryker get traction to grow revenue and get traction after the 2008 financial crisis
87:00 How “The Instruments Way” Roadmap at Stryker paved a road to success
90:00 How Nepture became the workhorse of Styker’s growth
96:00 Lessons learned from Stryker’s acquisition of Mako
101:30 Jim reflects on his biggest lessons of his time as president
104:00 Questions from LinkedIn: What was your approach to keeping everyone engaged and motivated? Brian Knop
106:40 Questions from LinkedIn: What were the 2-3 qualities you’ve seen in the most successful reps? Justin Morris
107:30 Questions from LinkedIn: What is something most people get wrong about you? Beth Whitten
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