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Key Traits for the Healthcare Sales Rep

Ashleigh Kirsten RN BSN · January 11, 2022 · Leave a Comment

The term “sales” in the world of healthcare often takes on a negative connotation.  Medicine and healthcare are supposed to be about care and compassion, not sales goals, revenue or profit margins. However, what is often overlooked in healthcare, is that the most successful healthcare sales representatives have a compassionate heart that leads their actions. Whether selling a healthcare service or product, it is all about the patient. This can occur directly or indirectly, and the sell can change the course of a patient’s health for their lifetime, making the sales rep an integral member of patient care team.

While a committed sales representative should have a compassionate heart, that’s a motivator, not a skill.  For healthcare sales, the individual should not only be passionate about what they are selling, but coachable, confident, optimistic, prepared, persistent, honest, able to manage expectations and able to listen intently. 

It is imperative that a sales rep be knowledgeable about their service or product, as well as understand how product or service will improve patients’ quality of life, and how the product or service provides clinicians with treatment options for patients and their families. 

Many healthcare professionals who venture into medical/healthcare sales are discouraged when their clinical knowledge doesn’t close a sale.  Inversely, some non-clinical healthcare reps learn some tough lessons when their lack of knowledge and familiarity with patient care and medical culture leave them at odds with providers. Sales reps who can deftly manage the intricacies of a medical practice, hospital system or post-acute care organization, while keeping the patient at the heart of their efforts, will find the most success and satisfaction. 

So don’t pass up the opportunity to learn more about candidates who have a balance of compassion and competitive spirit – they will likely be the ones to crush your sales goals in 2022. 

Business Development sales rep

About Ashleigh Kirsten RN BSN

Ashleigh Kirsten’s career as an experienced clinician, business professional and entrepreneur spans more than 20 years. She is recognized for her intuition that delivers on both strategy and clinical creativity as she works with healthcare organizations to increase revenue and successfully scale.

Ashleigh’s original clinician-based sales model served as a standard practice as she regularly surpassed sales goals with various healthcare providers. Her background includes sales and business development experience in electronic medical records, home health care, hospice & palliative care, and medical sales fields.

Ashleigh’s ability to create innovative revenue and sales solutions is rooted in curiosity and compassion. As a young critical care and peri-operative nurse, she advocated for her patients and regularly identified unique approaches to care. Today, she brings that same passion to supporting clients as they work toward their organizational growth goals.

Her track record for delivering unprecedented results is evident through sales, client satisfaction, employee recruitment and solution program development. Ashleigh’s desire to share this strategic clinical-based sales and leadership approach with others became the genesis of AK Consultants & Healthcare.

Under Ashleigh’s leadership as CEO, AK Consultants & Healthcare has grown exponentially in the last 24 months, with a year-over-year revenue growth of 345 percent and the number of clients expanded by 300 percent. Her team has expanded accordingly with 400 percent employee growth and 216 percent contractor growth. Representing the only full-service growth management company for post-acute care healthcare businesses nationally, AK regularly attains impressive results for clients. Ashleigh has personally spearheaded growth strategy that launched providers in new markets, growing the number of patients from 0 to 2,600 in under two years’ time for one client and reaching 1000 percent growth of patient visits over one years’ time for another client. Her successful sales approach for clients is an established blueprint for effectual scaling.

Ashleigh is a registered nurse and holds a Bachelor of Science degree in Nursing, an Associate of Science degree in Nursing, and an Associate of Arts degree in general studies, business and psychology. She also holds several advanced clinical and business specialty certifications. Lastly, Ashleigh is a Licensed Real Estate Sales Associate.

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