Medical laboratory sales reps selected as winners will each receive a $3,000 prize and an expense-paid trip to the Executive War College for the awards ceremony
Never before has the profession of laboratory medicine had a national achievement award for sales professionals who are a primary source of service between their clinical laboratory organizations and the physicians who order medical laboratory tests.
That is all about to change on April 28, 2016, when the winners of the first-ever National Lab Sales Excellence Awards will be announced. This new recognition program is being sponsored by The Dark Report, sister publication of Dark Daily. The winners of these awards will be announced at the 21st annual Executive War College on Laboratory and Pathology Management before an audience of as many as 900 lab managers, administrators, and pathologists.
Recognizing the Top Sales Producers in the Medical Laboratory Industry
“We believe it is finally time for the best lab sales performers in the United States to get recognition for their accomplishments,” stated Robert L. Michel, Editor-In-Chief of The Dark Report. “It is due to their efforts that hospital lab outreach programs can grow profitably, that doctors learn about new lab and anatomic pathology services that can benefit their patients, and that the service needs of physicians and their staff are communicated back to the parent labs of these sales reps.”
According to Michel, a winner will be selected in each of five categories. These categories represent the major sectors of the lab testing marketplace. They are:
• Hospital Laboratory Outreach
• Specialty Testing Laboratory (including molecular diagnostics)
• Commercial Reference Laboratory (public and private)
• Anatomic/Surgical Pathology Laboratory
“Each winner will receive recognition and a monetary reward of $3,000 during the award ceremony at the Executive War College,” explained Michel. “The winner will also receive travel expenses and registration to the conference to allow them to participate in the awards ceremony.”
Nominations for National Lab Sales Excellence Awards
“We are asking that the sales managers and sales VPs of these sales reps nominate their top candidates. Nominations of these high-achieving medical lab industry sales professionals for the National Lab Sales Excellence Award are being accepted now. Details and the nominating form are available by clicking here, or copy and paste this URL into your web browser: http://www.executivewarcollege.com/first-annual-lab-sales-excellence-award-contest/.
To be considered, nominee applications will encompass actual sales results, feedback from nominating managers, and references from clients. Lab sales professionals will also be judged on variables such as:
• the competitive environment;
• compliance with all state and federal regulations; and
• ethical behavior.
“A panel of judges will evaluate each nomination,” noted Michel. “These are individuals with their own impressive track record in sales and marketing. They understand the techniques of ethical selling, the unique aspects of marketing laboratory tests, and how much effort is required to build the number of clients, specimen volume, and revenue from assigned territories.”
Lab Sales Awards to Be Announced on April 27 in New Orleans
Nominations for the National Lab Sales Achievement Award are to be submitted to the offices of The Dark Report by April 4, 2016. Winners in each of the five categories will be notified by April 11 to allow them time to make arrangements to travel to New Orleans to be at the Executive War College for the award ceremony.
“There is high interest among the sales reps who have learned about this national award,” observed Michel. “By their nature, the best-performing sales reps are competitive. However, although they may get recognition for their sales accomplishments within their own laboratory or diagnostics company, they seldom get the opportunity to compare their achievements with the best sales producers from other laboratories across the nation.
“Thus, this national lab sales award program will give them the opportunity to benchmark themselves against the best in the lab business,” continued Michel. “Their parent labs and companies will also benefit, because competition to be among the nation’s best always motivates high-energy sales-closers to raise the bar and produce more!”
—by Michael McBride