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Building a successful medical field sales team requires more than just hiring skilled sales reps. It’s about finding people who can build lasting relationships with customers and understand the impact of the products they’re selling.
Finding the Right Talent
When it comes to hiring, Eric Mongeau, National Sales Director at Aeroflow Healthcare, knows what to look for. He emphasized the importance of finding candidates who excel in “people service,” saying: “They generally have a really good mind for customer service. Um, they also have a lot of empathy. They tend to be emotionally intelligent. They tend to read a room well, and those are the folks that do the best”.
The right candidates must not only bring in new business but also build and maintain long-term relationships. Mongeau explains, “Does the rep have the ability to not just go out there, cold call, and be the rainmaker to bring in new business, but do they also have the ability to build long-term relationships and support their customer?”.
Effective Training
Hiring the right people is just the beginning. Mongeau describes their comprehensive training program: “We like to say the training is over your first 90 days and it takes on a number of different forms. We try to mix a lot of different methods to help people that may be more visual learners, that may be more experiential learners”.
The training program is thorough, covering everything from product knowledge to field training. New reps start with classroom modules, followed by hands-on experience with the operational team, and then shadowing experienced reps in the field. “They see all the things that they saw in the home office, all the solutions we have, how that actually plays out in the day-to-day,” says Mongeau .
Purpose and Impact
One of the most important aspects of the training is helping reps understand the purpose behind what they do. Mongeau shares, “Nothing hits home better than actually seeing the end user, and seeing a patient, and the challenges that they go through and how the services and products we provide can be truly life-changing to those folks” .
Final Thoughts
Hiring and training at Aeroflow isn’t just about filling positions; it’s about building a team that can make a difference. As Mongeau notes, “We’re not looking for short-term wins; we’re building relationships that last” .
About our Guest
Eric Mongeau
National Sales Director, Aeroflow Healthcare
Eric Mongeau has built a career leading teams and developing strategies that drive revenue. As the National Sales Director at Aeroflow Healthcare, Eric has overseen significant growth in the company’s sleep and respiratory divisions. Before Aeroflow, he held key roles at companies like Reliable Respiratory, where his leadership doubled the patient base and tripled revenue in just two years.
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