Leadership in Medical Sales

Winning the Day in Medical Sales

In “Extreme Ownership,” former Navy SEALs Jocko Willink and Leif Babin reveal the leadership principles that drove their success in life-or-death missions.

These lessons helped me lead my team to back-to-back President’s Club trips.

Here are 3 key takeaways from the book—and how you can apply them to Medical Sales:

1. Take Full Responsibility

When something goes wrong, avoid blame. Instead, ask, “What could I have done differently?” Taking ownership shifts your mindset to problem-solving mode.

⇢ On the job: If your message doesn’t land with a physician or procurement team, analyze your approach. Did you research their unique needs? Did you ask the right questions? Owning the result empowers you to adapt and improve, ensuring better outcomes in future interactions.

2. Prioritize and Execute

Identify your most important goal, address it first, then move to the next task.

⇢ On the job: Let’s say you’re juggling follow-ups, scheduling demos, and preparing for a major presentation. Instead of panicking, ask, “What will have the biggest impact right now?” Handle that, execute, and build momentum. This discipline keeps you hitting quotas.

3. Win as a Team

Effective leadership means supporting and empowering those around you—your team, customers, and support staff. Communicate clearly and work together to achieve shared goals.

⇢ On the job: Collaborate with your sales team and cross-functional partners (marketing, clinical specialists) to solve a client’s pain point. By aligning efforts, you’ll create long-term trust, close deals faster, and boost your income potential.

When you take ownership of your actions, prioritize effectively, and trust your team…

You gain control over your day—and your results.

Are you ready to own your results in 2025?

The first step is simple…

Start with you.

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Happy Selling!