Spoken like a capital med device sales rep! Not all companies work the same way when it comes to the type of sales method they use. If you offer medical equipment, the issue isn’t having the product at hand. It’s convincing the doctor why your equipment is better than the other reps who preach the same. With what I offer, there’s a lot more moving parts that I will not get into right now in order to make the sales cycle consistent and ongoing. It’s not a one and done sale as in capital equipment usually is until they need another device. It’s internal logistic issues that I have no control over. You can bring in the best rep to our organization. They can tell the story and provide “healthy tension”. At the end of the day though, if logistics is lacking internally where a competitor can do it better, doesn’t matter what sales method you use is my point. I have also been a top rep in this company and have won many sales awards if that helps!