The holiday season can be a challenging time in medical device sales. Between hitting your numbers and navigating slower schedules, it’s easy to feel overwhelmed. But the holidays are also a chance to recharge, build stronger relationships, and plan for the year ahead. In this blog, I’ll share some simple tips and personal stories to help you balance work, rest, and preparation during this busy time.

1. Find the Right Balance

During the holidays, business slows down as offices close and schedules get tricky. Some reps stop working completely, while others push too hard and hit walls. The key is finding a balance:

• Make a Plan: Write a list of tasks to focus on, like sending emails, scheduling calls, or following up on budgets. These small steps will keep your territory moving forward.
• Know When to Pause: If an office is closed or a doctor is unavailable, don’t waste time trying to reach them. Use that downtime for other productive or relaxing activities.

2. Say Thank You

The holidays are the perfect time to show gratitude. A small, thoughtful gesture can make a big difference. One of my favorite things to do was write handwritten cards to everyone I worked with—office staff, nurses, surgeons, and even the cleaning team.

Here’s a story: One of my toughest accounts was with someone who wasn’t very kind to me. But after I gave her a Christmas card thanking her for her work, everything changed. She started treating me better because she saw that I genuinely appreciated her.

Action Tip: Think about everyone who helps make surgeries happen, not just the doctors. A simple card or kind word can go a long way in building stronger relationships.

3. Take Time to Recharge

Holidays can also be a time to rest. Many reps think they need to keep working nonstop, but taking a break can actually make you better at your job. Here’s how to recharge effectively:

• Do Something You Enjoy: Whether it’s going for a walk, spending time with family, or picking up a new hobby, find ways to relax and clear your mind.
• Get Inspired: Listen to podcasts, read a book, or reflect on your goals. Use this downtime to prepare for the new year with a fresh perspective.

4. Plan for the Year Ahead

December is a great time to map out your goals for the next year. For me, this meant breaking my quota into smaller, manageable steps. I’d think about:

• How many surgeries I need to hit my target.
• Which accounts I need to follow up with.
• New opportunities I could explore.

Having a clear plan helped me hit the ground running in January. By the time other reps were just getting started, I was already ahead.

5. Focus on Yourself

It’s easy to get caught up in the hustle, but don’t forget to take care of yourself. When you feel good, you’ll perform better. Here’s what worked for me:

• Reflect on Your Growth: Look back at the year. How much have you learned? Celebrate your progress, no matter how small.
• Set Boundaries: Spend time with people who lift you up. If certain relationships drain your energy, it’s okay to take a step back.

Final Thoughts

The holidays are a time to recharge, reflect, and reset. Use this season to thank the people who’ve supported you, focus on your personal growth, and make a solid plan for the year ahead. When you take care of yourself and build strong relationships, success will follow.

Enjoy the holidays—and get ready to crush it in the new year!

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For more stories and tips on breaking into medical device sales, check out our talk on Spotify, Apple Podcasts, or watch on YouTube.

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All the best,

Jacob McLaughlin

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