First off, selling diabetes products and medications is
extremely complex. This isn’t just a pill, a potion or a
shot. Our patients not only need a lot of education—
they need ongoing care and attention.
When I thought about this complicated market and
then looked at my reps, I saw a percentage of my team
that continued to excel, no matter what the market
threw at them. It was clear that they were driven, strategic and proactive, but I knew that wasn’t the whole
How Roche Diabetes Built a Better
by Jay graves, vice president of Sales, Roche Diabetes Care, Inc.
What success looks like, and how we got there
With the introduction of the Affordable Care Act and the ever-changing
healthcare landscape, the diabetes care market is one of many areas that have
been significantly affected over the last few years. As vp of Sales for Roche
Diabetes Care, I have had to evolve and adjust with each change that comes our
way, including how we set up our sales team for success. here’s a snapshot of
what has kept my people competitive.