Excellence as in the Excellence in Sales Award

Edition: August 2004 - Vol 12 Number 08
Article#: 1905
Author: Repertoire

Excellence is a powerful term, defined as “doing better, surpassing and showing superiority.”

It’s a word we regard so highly, we use it in our magazine’s tagline, Promoting Excellence in Healthcare Sales.

celebrates excellence in the medical distribution industry in every issue we publish.

This month, “Wow Your Customers” – a must-read article on page 30 – examines the key elements of excellent customer service. Excellent service begins with excellent behaviors. The results are satisfied customers and employees. In the words of Colin Powell, “If you are going to achieve excellence in big things, you develop the habit in little matters. Excellence is not an exception, it is a prevailing attitude.”

Gericare Medical Supply, a company featured on page 12, must be taking Powell’s advice to heart. Extremely focused on those little things, Gericare is committed to taking great care of their employees. As a result, the company experiences very low employee turnover. In turn, this enables Gericare to develop long-term relationships, which continue to deliver business on a very consistent basis. Gericare believes that if they take great care of their people, their people will then take great care of their customers.

Most of us realize that in today’s ever-changing business environment, it’s no longer enough to just show up, sell your products, pick, pack, ship and bill. Today’s customers expect excellence. If you don’t provide it, they’ll go elsewhere to find it. Unfortunately, that isn’t always realized until after it’s too late. The commitment to excellence must be unwavering, especially for sales people, who are a company’s ambassadors.

Five years ago, Repertoire and HIDA joined efforts to recognize excellent performance. Presented annually at the HIDA Trade Show, the Excellence in Sales Award goes to a top sales performer nominated by his or her peers. In the past, we only recognized distributor sales reps. This year, we will recognize both a distributor and manufacturer sales rep.

I urge each of you to take a few moments to focus on a little matter: nominate someone you know who is truly committed to excellence. You’ll find a faxable form on the business reply card in this issue, or you can go to www.medicaldistribution.com/rep/salesaward.htm and submit your nomination electronically. Not only is this a great way to recognize someone’s efforts, it’s an affirmation of the importance of achieving excellence in our industry.