IQVIA MedTech partnered with an orthopedic device company to build a targeted specialty sales team. Starting with 40 reps and scaling to 105, IQVIA provided tailored recruitment, training, and coaching to ensure skill alignment with surgical customers. The team exceeded quotas by 102%, generating $245M in 2022 revenue. Representatives built stronger client relationships, improved sales execution, and demonstrated career growth, with some advancing into senior roles. The approach proved the power of specialty-focused representatives, creating sustainable commercial growth and consistent quota overperformance.

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