We’re diving into a hot topic: organization. If you’re just starting out in medical device sales—or even a seasoned pro—you know how hectic things can get. A recent question from one of our members inspired this episode:

“How can I stay organized and manage everything in medical device sales?”

Let’s jump into practical tips and strategies that worked for me and could help you crush it in your first year.

1. Use Your Notes App Like a Pro

One of the simplest yet most effective tools? Your phone’s notes app. Here’s how to make it your secret weapon:

• Save Names and Details: Met a scrub tech named Sarah at Mercy Hospital? Note her name, role, and key details like, “Has a dog named Max and loves golfing.” When you see her again, asking about Max will make her feel valued.
• Keep Track of Preferences: Did a surgeon mention their glove size or favorite music? Write it down. Knowing these small details can make you stand out. For example, one of my top surgeons loved jazz but only wanted it played at specific moments during procedures. Knowing this made me indispensable.

2. Organize with a Binder

A zip binder became my go-to tool. Here’s why:

• Keep Everything in One Place: Business cards, product info, spare tools, or even a PO sheet for quick orders.
• Easy Note-Taking: During cases or meetings, jot down key details without fumbling with your phone.
• Be Prepared: I’d stash extras like disposable parts or quick-reference materials, ensuring I always had what I needed for the day.

Pro Tip: Having everything in a binder shows you’re organized and prepared, which makes a big impression on clients and colleagues.

3. Follow Up and Track Conversations

After every visit, send a follow-up email to recap the meeting. It’s professional, keeps you top-of-mind, and provides a record of your activity.

Example:
“Hi [Name],
Great seeing you today! Just following up on our discussion about [topic]. I’ll send over the PO by [date]. Let me know if you need anything else!”

Why it works:

• It’s a timestamped record for you and the client.
• It shows you care about details and follow through.

4. Build an Excel Database

Create an Excel sheet with all your accounts and contacts. For each account, list names, roles, and notes. When you’re juggling 20+ accounts, this will save your sanity.

Why it’s useful:

• Quick reference for names and roles.
• Helps you spot opportunities to leverage connections across accounts.

5. Plan Your Day Ahead

Never start your day without a plan. Every night, map out the next day:

• Which accounts will you visit?
• What’s the most efficient route?
• Are there follow-ups or cold calls you can add?

Time saved on logistics can be reinvested into meaningful interactions.

6. Document Everything

Keep an end-of-day (EOD) summary using Google Docs. Write down:

• Accounts visited.
• People you spoke to.
• Follow-ups needed.

This simple habit helps you reflect, track progress, and find opportunities you might’ve missed.

7. The Power of Small Gestures

Always think about how to make life easier for everyone you work with. Examples:

• Arrive early and help prep materials for procedures.
• Give credit to nurses and scrub techs for their work.

Leaving people with a positive impression of you goes a long way in building strong relationships.

Key Takeaways:

• Use tools like notes apps, binders, and spreadsheets to stay on top of details.
• Plan your days and follow up on everything to stay ahead.
• Always look for ways to add value to the people you work with.

Final Thoughts

Success in medical device sales isn’t just about selling—it’s about staying organized, being prepared, and building relationships. When you focus on making others’ lives easier, the sales will follow.

Want More Details?

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

Ready to break into Medical Device Sales? 

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All the best,

Jacob McLaughlin

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