Territory Manager is Carevoyance’s newest product offering, a recently launched tool designed specifically for MedTech sales teams, explicitly focused on improving workflows and addressing the needs of representatives that sell to doctors and hospitals.
Territory Manager complements Carevoyance’s Omniscience, an existing platform that enables precise user-driven analyses into healthcare markets. This new tool harnesses a host of healthcare data and makes it functional, simple, and accessible, delivering substantial value to the entire sales team at all stages of the process.
Bringing Sales and Marketing Teams Together
With Territory Manager, Carevoyance wants to bridge the gap between sales and marketing by creating a pattern of give-and-take between the two teams: the tools provided by this new platform allow sales to derive value from prospecting and preparation, and gives marketing the ability to distribute the data more effectively and easily validate information coming in from the field.
Allowing for better communication and collaboration between these teams is one of the ways that Carevoyance helps bring innovative solutions to a field that often lags behind other industries. Implementing tools that improve data collection and validation can provide immense value to both teams, and territory manager is designed specifically to facilitate that need.
Value for Individual Healthcare Sales Representatives
The tool also delivers value to individual reps by optimizing for mobile, removing a lot of the roadblocks and annoyances of other tools, methods, and platforms like static spreadsheets, redundant emails and data entry. By reducing the inherent complexity of healthcare data sources, territory manager lets representatives easily reference and draw from a pool of information regarding healthcare procedures, diagnoses, affiliations, referrals, and more.
The sales platform comes pre-packaged and pre-formatted to maximize this value and to cut down on time spent searching and filtering. It’s perfectly designed to allow managers and field reps to collaborate on opportunities and provides management with full visibility into the sales process (without the “Big Brother” feeling that so many CRMs have).
What Need Does Territory Manager Address?
Healthcare is a unique industry to work in, and selling to doctors and hospitals has specific challenges, especially when it comes to reaching decision makers. Sometimes the doctor is the person to speak to regarding a sale, but just as often it might be an administrator, or the diagnosing physician, or the health system itself, and often it’s a combination of these. Knowing who to target can be challenging, but knowing the right variables -- like affiliations, loyalties, and other relationships -- can help you navigate the web of connections.
Despite the challenges inherent in this industry, innovative and creative MedTech companies are developing interesting go-to-market strategies, and Carevoyance wants to facilitate that by empowering teams with sales tools and data to enable those strategies. Consolidation of hospitals and health systems, as well as growing pressure on physicians’ schedules means that the traditional, relationship-driven approach to sales will not work for many teams, requiring new tactics and better optimization.
Territory Manager exists to meet this need by providing the tools sales reps need to answer specific questions quickly and easily, removing some of the obstacles inherent to the data so that representatives can understand the dynamics of their target customers without having to become experts in data science, healthcare reimbursement, or market segmentation.
It also has specific functionality for team members across the spectrum: it can help new team members optimize faster, speed up onboarding for new reps, and identify business development opportunities for expansion and retention.
What Does Territory Manager Do?
By providing the data and the tools to properly harness it, territory manager helps healthcare sales representatives target the right doctors and hospitals and allows them to have more productive and engaging conversations with prospective buyers -- the unique data and analysis offered by this tool lets them match messaging and value propositions to each account.
Territory Manager also sidesteps some of the issues presented by traditional CRMs, which often aren’t optimized for healthcare, and come with potential issues like incomplete or inaccurate information and suboptimal workflows. Territory manager is designed to work with and supplement -- not replace -- your existing CRM, with data that can be easily integrated or synced to the platform you are working with.
This data can be consolidated easily, allowing users to view the entire care journey for patients and build profiles for the types of physician that might work with that patient throughout each stage of the treatment continuum. It also provides the unique functionality of allowing sales representatives to understand their customers’ customers so that they can better educate primary care physicians and link them to the right specialists and the ways their devices can help their patients.
Territory Manager Feature Breakdown
With Carevoyance, finding healthcare providers is more precise & interactions are more impactful.
Sales teams can use Carevoyance’s Territory Manager platform for: