Innovative Field Teams Support Incremental Sales and Create Sales Representative Pipeline

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Case study of a MedTech firm that redefined operating room support by hiring associate case coverage representatives. These roles freed sales consultants to focus on revenue growth while creating a pipeline of future reps. IQVIA MedTech recruited and trained over 1,000 associates (2016–2022), reducing time-to-fill to 25 days and achieving 90% independent case coverage within nine months. The program boosted incremental revenue, cut attrition by 40%, and transitioned 450+ associates into full-time sales roles.

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Innovative Field Teams Support Incremental Sales and Create Sales Representative Pipeline

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