The complexity of medical sales requires a robust customer relationship management software system.
Beyond automation and advanced territory management, the right CRM should also match the selling style of its reps. This includes it being fully and painlessly mobile optimized, while also offering a way to digitally organize sales materials, so your reps aren’t lugging around more than they need to.
If you’re shopping around for a top medical sales CRM in 2020, we’ve got a collection for you that highlights their differentiating factors in the market.
(Note that many of these don’t easily have their pricing available, so you’ll have to take a meeting to get that crucial info.)
Top CRMs for Medical Sales Reps
Veeva Medical CRM
If you’re speaking with and pitching to high-level scientific thought leaders (think heads of medical departments), Veeva Medical CRM offers a few unique functionalities that can really make a difference.
Its UX is like a combination of PowerPoint and LinkedIn. It offers deeply customizable customer profiles so sales reps can do their homework quickly before launching a relevant presentation with a single click. When the presentation is finished, it’s logged into the CRM as a brief where reps can capture notes or store recordings of their interactions.
It offers many of the typical CRM functionalities -- event management, email functionality, and performance metric analyses (click through rates, email open rates, etc.). Its dashboard can also be fully customized to serve alerts that matter to your team.
Sugar by Faye Business Systems Group
If you’re looking to streamline communications between sales, marketing, and customer service, Sugar by Faye Business Systems Group has some pretty sweet automation features that could help with that.
Through AI and machine learning, it synthesizes customer behavior to deliver recommendations about leads before you approach them with your pitch. It also does a lot of data entry automatically by picking up on user behaviors instead of requiring reps to manually enter most kinds of form fields.
One of its more fascinating differentiations is its use of the 4th dimension. Although most CRMs give a snapshot of what the current state of things are right now, Sugar can replicate the state of affairs from the past and use that to predict the future. Pretty wild stuff.
Buyer beware: the price tag can be steep -- its average plans cost about $800 per month.
NetSuite by Oracle
If you’re a medical device sales team, you may be swayed by the fact that Netsuite by Oracle is the #1 cloud platform in your industry.
Although it’s technically an ERP product (which stands for “enterprise resource planning”), a big component of that is the CRM functionalities that you desire. It just means that it offers more emphasis on the supply chain and quality control aspects that are unique to the needs of medical devices, specifically.
This software is a beast with tons of plug-ins and products that you can add or swap. Think of it like you would building your own PC -- and consider whether or not your company truly needs that much power.
Speaking of ubiquity, we’d be remiss if we didn’t talk about Salesforce. Unlike Netsuite by Oracle, it offers a portal into its product that is optimized specifically with medical sales teams in mind.
They seem to really “get it” when it comes to the changing priorities of modern teams, as its emphasis on patient-centric care seems to communicate. Plus, it treats the data entry as a way to collectively build a better future and talks about how vital it is to capture it for clinical trials. These sentiments can really make a rep rest easier.
And its CRM functionalities are great, too! It measures marketing campaigns, it offers specific customer support functionalities that are helpful for medical devices, and manages quote approvals.
Medical Sales Reps Need CRMs That Meet Their Needs
Although all these options are the top picks for 2020, the right CRM is the one that meets your needs. Don’t be afraid to take demos from all of them, ask the hard questions about what your medical sales team needs from a CRM, and stay firm to what your priorities are.