The Unseen Habit of High Performers
Ever wonder why some reps crush their goals and then struggle to repeat their success?
In this episode, Lisa and Cindy reveal the secret ingredient that separates high performers from the rest: consistency. They break down how showing up, following through, and building trust with physicians and staff creates momentum that drives long-term results in medical device sales. From handling emergent cases to managing daily touchpoints, they share actionable habits that turn quiet discipline into loud success.
Tune in for practical strategies, real-world examples, and tips to stay steady even when the work feels boring or uncomfortable.
Episode Chapter Markers
00:00 Introduction
01:28 The Importance of Showing Up
02:57 Consistency in Personal Life
04:35 Consistency in Sales
07:34 Building Trust in Medical Device Sales
17:43 The Importance of Consistency
18:31 The Hidden Costs of Inconsistency
19:34 Competitors and Inconsistency
22:38 Building Consistent Habits
28:37 Weekly Consistency Tips
Must-Hear Insights and Key Moments
Momentum vs Motivation – Learn why motivation only starts the engine, but consistency creates unstoppable momentum.
Trust Through Consistency – How being reliable, responsive, and professionally predictable builds trust with physicians and staff.
Hidden Costs of Inconsistency – Forgettable reps lose cases, opportunities, and even financial growth to competitors.
Daily Habits of High Performers – Show up, touch at least one account, follow up within 24 hours, and reflect on daily actions.
Weekly Habits to Stand Out – Check in with surgeons, express gratitude to staff, and explore new accounts.
Small Wins Lead to Big Results – Consistently executing small actions compounds into career-changing outcomes.
Practical Tools for Consistency – Use planners or digital reminders to track actions, ensuring nothing falls through the cracks.
Words of Wisdom: Standout Quotes from This Episode
Show up every day, even when it’s boring or uncomfortable, because that’s when everybody else quits and that’s when you get ahead.” – Anneliese Rhodes
“If you don’t consistently show up with the same energy, you’ll lose momentum and opportunities.” - Anneliese Rhodes
“Even small, boring actions done every day add up to massive results over time.” - Anneliese Rhodes
“Owning your mistakes immediately builds trust faster than perfection ever could.” - Anneliese Rhodes
“Show up even when it’s uncomfortable, this is when everybody else quits, and you get ahead.” - Anneliese Rhodes
“Momentum, not motivation, is the engine behind high performance.” - Cynthia Ficara
“Trust isn’t built in a day it’s built in the repetitive, consistent actions no one sees.” - Cynthia Ficara
“An inconsistent rep is your competitor’s best friend—they’re praying for you to drop the ball.” - Cynthia Ficara
““Consistency is the quiet discipline that builds everything loud in your life.” – Cynthia Ficara
“If you keep promises small, you don’t usually fail to keep them.” - Cynthia Ficara
“It’s so many tiny, little consistent things that build the reliability. All of these things build your character and help them see how trustworthy you are.” - Cynthia Ficara
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Blog Transcript:
Note: We use AI transcription so there may be some inaccuracies
Anneliese Rhodes: Hello everyone, and welcome to another episode of Secrets and Medical Device Sales, brought to you by the Girls of Grit, and today we are bringing you guys another really fantastic episode. This is one that I think probably doesn't get talked about enough. Cindy, and I am so glad that we're talking about this today because I feel like this is a core reason why certain people are successful and why certain people are not.
Cynthia Ficara: And I absolutely agree. It's kind of like a little engine that could, you know, it's like what is behind that? What is it that's running every day? You know, we get, we see these big, massive successes and well, what got them there? You know, there's so much recognition. Like think about somebody famous or an Olympian.
You know, that they've achieved these remarkable things. I think gymnastics is a good, is a really good example because. The amount of time a gymnast spends in the gym all week, you see it like every four years. It's not like a sport you watch year round and then they do these unbelievable, amazing flips and tricks and balance.
But what does it take day in and day out to be able to flip upside down and twist and land on a four inch wide balance speed? I mean, I know you don't learn that overnight. No fear, you know, I, I know it. Take the fear out.
Anneliese Rhodes: Yeah. And you and I were talking about this before, and, and I was just telling you, or we were both talking about like other things like in normal life, like.
Let's see if we can give an example out of medical device sales and out of sales completely and just talk about normal life for a minute. So, can you guys think of one thing that you, you know, you do a lot in order to see your results and for me that's running. Um, because there is a lot of mornings, like the other morning when it was 37 degrees out where I did Florida, by the way, in Florida, like, stop for a minute.
That's like two.
Cynthia Ficara: If you're used to living summer work, it's cold. I know.
Anneliese Rhodes: I know. And so I, um, I did not wanna go outside at all, but I knew that I had to run right? Like I knew because I know my week, I know what's going on. I'm like, I've got to get the run in. And why do I wanna get a run in? Because I wanna see results of the fact that I'm trying to keep myself in somewhat of good shape at the age of, you know, young age of late forties.
So, you know, it, it's something that we just. Commit to and do. And I feel like this is the same thing that you do in work. And this is what makes a high performer. It's one of the core things that high performers do. And I don't think that we talk about this a whole lot because I think we've gotten to a point in our careers where we just do it right.
But a lot of people out there, I think, struggle with this one.
Force Behind Every Big Win
Um, so today we're gonna talk about why it's so important, why doing this wonderful, awesome thing that we're gonna talk about will get you that success that you're looking for.
Cynthia Ficara: And you talked about, you know, why is it that you wanna run? Well, you know, I, it, I, it brings me back to days that I didn't wanna run either.
But it's not so much as what you have to do with then, but it's the result and how you feel afterwards. You feel good afterwards and you feel better. And so when you apply that to work, there's always the hard things you don't feel like doing. But think to yourself, if you do this, what is the result? What is the end result?
And if you do it over and over again, you can have a more. Fabulous result. And so, you know, the heart of the matter of the conversation we're gonna have today is truly talking about one thing that can make a tremendous difference in your sales, and that is consistency. It's almost like this word we never talk about this thing we don't think about because.
You're overlooked. You're focused on what is my goal? What do I need to do? Where am I going? But if you kind of look at a pattern and a trend, that consistency plays such a big, big part in what we're doing because you know, a sales strategy isn't just gonna be one great pitch. You know, you may have had multiple conversations, maybe.
Maybe the doctor needed to get to know you multiple times before he even trusts your word. Right?
Anneliese Rhodes: Yeah. Yeah, absolutely. I mean it's um, you know, everyone loves that big win. Like we all get the big wins. And I was thinking about this when you and I were talking earlier, it reminds me of like, when you first start with a company and you're all excited and you get this like pop of cases and you're like, sweet, I am super, I'm killing it.
This is gonna be an easy way, you know, I'm gonna hit my number. And those big wins don't happen very often, but like then once the big win happens, you're like, hang on a second. Now what's happening? Uh, how do I get back up to another big win? I'm kind of bored right now. Like, how do I get back into the mind frame of being excited and showing up and getting that next big win?
And it's all about consistency because, you know, everybody has, everybody knows sales is cyclical, right? So you have that big pop and then all of a sudden you just start the little bit of a decline and you're like, oh, well I'm just, I'm just cruising. I'm, I'm chilling, right? I'm coasting. Well, coasting can totally, once you take your foot off the gas pedal.
You will come to a stop at some point in a car, right? It's the same thing in sales. If you don't consistently show back up with the same amount of energy, the same amount of drive, the same amount of whatever it is, that's gonna get you to that next sales call that next, uh, you know, sales goal. You're gonna end up losing the momentum.
And so, oh, I think I just gave away a secret. Sorry, Cindy. I love it. I just realize I was doing that. I'm sorry.
Trust-Building Power in Med Device Sales
Cynthia Ficara: Well, the secret is out of the bag. So the, the secret behind, I love it, behind consistency is what we believe is momentum. It's not motivation. So I want you to kind of, I think these, I think it takes a minute to separate this because understand I talked about like the little engine that could, right?
So motivation starts that engine, but momentum keeps it running. So consistency really isn't just about doing more, it's about doing something until a motion. Creates a meaning. So like you're not just doing things just to do things, but when it piles up and makes a result, that's what we're talking about.
So the momentum behind consistency is something that really gives you a really great result. Yeah, and like Lisa said, everybody wants that big win. Yeah. Nobody wants to show up when it's boring, repetitive, and unglamorous. So. I think we should dive right into why consistency matters specifically for medical device.
Anneliese Rhodes: Yeah, I love that. And you know, I mean, the truth is by the way, that this is not easy. It's gonna take some work. I mean, nobody likes to do the unfun things, right? But that's what this is all about. And why is it so important? Medical devices, so first of all, everybody knows we talk about this a lot, but you know, you are in a space where trust is.
Imperative. Your physicians, your nurses, your staff, they have to trust you. It's not just seeing another cute face. Oh, there he is. Oh, there she is. No, they gotta actually know they're gonna trust you. And the higher level of what you're selling, like product wise, the higher the level of trust has to be. So how do you build that trust?
Well, it takes time. It takes showing up. It takes. Consistency. And that is so important in medical devices because if you pick and choose the days that you're gonna show up, your doctors are gonna figure that out real quick. And they're gonna be like, Hey, I don't need you in here. Sorry. Every day to me is extremely high intensity moments.
Every case is a patient on a table. You have to be consistent in everything that you do. Um, and that's, I, I mean, I think that's so important, especially in medical devices.
Cynthia Ficara: You just said intensity. And I wanna clarify something because trust is built over time. And I wanna re reiterate that because when you told, when you just said that, it really resonated with me.
But also know that trust isn't built with intensity. If you just go in there and you're throwing them like, oh yeah, I can do this, I can do this. Like, it's time, it's repetition. Mm-hmm. It's consistency, that little momentum. So, um, I don't know. It's interesting when you said it, um. Intensity. I just, it made me think like what's not trust is trying to throw it on them.
Anneliese Rhodes: Oh, that's so true. No, you're right. Like being pushy. Yeah, yeah, yeah. That's not what I meant at all. I meant more like intense cases. Right. High level stress cases. High risk cases, things that like, but they deal with that every day. Right. And so to somebody sometimes, you know, I feel like I hear this a lot with med reps, like I don't think they get.
How big of a deal these cases really are like patients are trusting physicians with their lives. Every single time they get on a table, whether in a cath lab, outpatient lab, or in the OR somewhere having surgery every single day, people are laying physically, laying down on beds and saying, okay, Dr. Smith, I trust you.
I am going to give you responsibility of me while you put me under and you cut on me, and I'm literally gonna allow you to do that. That is a trust thing. That is the same thing that your physicians are looking for in you. They're looking for that same level of trust in you. And how do you prove that?
Number one, it takes time, and number two, it's consistency. You have to consistently be that person that they trust.
Reliability, Responsiveness, and Predictability
Cynthia Ficara: Trust is so essential. So that would be absolutely first and foremost, number one, and the most important. So then I think we to, to make this very simple. I like we talked about this for medical device.
I think if we think about how surgeons and even clinicians and the staff can evaluate you, I think there's three areas that you will be evaluated on that's going to help you build that trust overall, right? So the very. First thing why consistency is important in medical device is reliability. How do you show your surgeons and staff and hospital account that you're reliable?
You show up, you're reliable. You say you're gonna call. You call, you say you're gonna follow up with an email the next day. You follow up with an email the next day, and every single time they call you, you answer the phone or you text them In a case I'll call you in an hour. It's so many tiny, little consistent things that build the reliability.
All of these things, build your character and help them see how trustworthy you are. So number one is reliability.
Anneliese Rhodes: So let me ask you a question then, 'cause I'm thinking about something. What would you do if you forgot to do that email or that text message or the follow up phone call or even a meeting?
Like let's just say you forget. How do you as a good, high performing rep, and you know, consistency matters and trust matters. How do you figure that out? How do you make up what your mistake was?
Cynthia Ficara: Well, you know, my answer is own it. And yes, there's always time. Like this is not a start and end job. If you realize, oh my gosh, I forgot to email you, pull over.
If you're driving, you pull up the phone. Dear Dr. Smith, I apologize for my delay in response. This was what I told you I was gonna get to you. Um, I mean immediately. Yeah, I said yesterday, I apologize. It's today. Look forward to seeing you again. But it's, it's owning it. It's responding right away and it's finding that way to just cut.
We all, we're all gonna have things that we overlook. You're gonna maybe get two emergent cases and, and if that's the case, they apologize. Urgent cases, but here's the information you need. Um, and then here's the other thing you do. The next time you're in that account and you tell them you are going to do something, you immediately put an appointment in your phone, a reminder or something that there's no way, two times in a row that you're not gonna be as reliable as you said you were.
First time. Can't make the mistake twice.
Anneliese Rhodes: That's such a good point. Well, I asked you because I do it right, like I have totally forgotten. I was just telling you, I totally forgot to text a physician, uh, yesterday about a case, and I'm like, oh my gosh. So this morning I'm like, so what did you
Cynthia Ficara: do
Anneliese Rhodes: this morning?
As soon as, as soon as my little reminder was going up, I'm like, oh my gosh. So I texted him. I'm like, so sorry I meant to send this yesterday. I said that like literally in my text, I meant, oh, I love it to tell you yesterday. Thank you so much for the case. You know, patient is doing great, blah, blah, blah.
Right. But it's like you own it. You own it. As soon as you do it. I'm sorry, I, you know, or I meant to send it. Here it is. You don't have to be like, oh, I'm so sorry, blah, blah, blah, blah. I mean, yep. You know, it really depends on what we're talking about here. But true either way. You need to be. You need to be, you need to own it as soon as you can.
And I think that you were saying like the three things that are important, I think it's also, did you say responsiveness? Because that's kind of like what we're talking, that's number. Yeah. That's kinda like, what? Yeah, that's what we're talking about is being responsive. I mean, everybody drops the ball. I totally dropped the ball, but you know, you need to answer your phone.
You need to answer a message if it comes through text or an email in a very timely manner. I mean, we have rules in, in our neck of the woods here, it's like 24 hours or less, right? If a, if a case pops up and you need to look at a case. You got 24 hours or less, hopefully way less to respond to that physician because sometimes it's emergent.
So what are you telling them when they text you or call you? And either you don't pick up, you don't get the call, which I have had happen to me, or my ringer was off. I didn't realize it, and I realized it 45 minutes later versus five minutes later and I'm like, oh my gosh, I'm so sorry. Thank goodness it was an emergent thing, but it's like you can't have that happen in your workflow.
Yeah. Especially if you're an on-call rep, which is what we are. Um, so your responsiveness is super key. You have to be on point all the time. If you're on call 24 hours a day, you better have your phone on you 24 hours a day with the ringer on. Waking you up at 2:00 AM and yes, you're awake and alive and you answer that, uh, text message or whatever it is in the most thorough, thoughtful way you possibly can.
If it takes you a minute to get your thoughts together, fine, 'cause you were woken from your sleep, but that's what they're expecting. They're on call. So you're on call. It
Cynthia Ficara: is so true. It is so true. So the third thing that I think is important is your professional predictability. And so how do you build predictability?
Mm-hmm. It's the actions that you show consistently over time. Mm-hmm. Where they will see, this is what I expect of this particular rep. So for instance, if they call you and say. Please make sure if you've got vendor credentialing and they're like, put an appointment in so I can approve it 24 hours before.
Don't be the person that decides, oh, I'm just gonna wait till I get to the hospital. And then you gotta call them out of a 7:00 AM meeting. 'cause you need to get there at seven in. You can't sign in on time if they want it 24 hours before they want it. 24 hours before. Because let's think about this. If you're somebody who has a consistent pattern.
Whether it's good or bad, that's what they're going to predict. So if I'm somebody that never wants to do my vendor credentialing appointment the day before or two days before, say they've got a big case coming up and say they know Jacob's gonna be in the hospital and everybody better be up to par, they may literally look at you professionally predictable and say, Hmm, that person never does her appointment.
I'm gonna give this case to somebody else. So
Anneliese Rhodes: good. Oh my gosh, you just brought up such a good point. And that is like in and of itself a whole nother episode that we could talk about, but like really like, you know, how many times, by the way, how many times have you been in the hospital and Jacob is there and they're like, they either they know that you're trustworthy and they're like, oh, I know you're good.
You've already checked in. You've got all your, you know, you've. Ducks in the row. You're wearing what you're supposed to wear. You've checked in appropriately, you're here for a case. And then there are always those reps that are totally not supposed to be there. They never dress what they're supposed, you know, dress out the way they're supposed.
And they're like, Hey, get out. Right? Yep. Because we can't afford for you to get us in trouble with a, basically a co, um, a standard of people that can shut us down like a old department that can just shut us down. So, oh my gosh, that's such a, I love that example. That was such a good thing.
Cynthia Ficara: Early on, you mentioned about when you get like a big goal and you see all these big things happen, okay?
Mm-hmm. So the predictability of being able to get something big is that your customers want to see you over and over when you do something positive. Yeah, they're gonna want you in the room. And if you've showed how to build that trust, but a professional predictability, think about. You want your surgeon, staff, customers to predict that you are reliable, you are responsive, and your actions show that through consistency.
Anneliese Rhodes: No, I love that. So, um, and I was just thinking about it like consistency is, even when it's not a big case, it's not even a case at all for you, but you're still showing up. You're still there, they can count on you regardless of what's happening. So, I don't know, this is all really good stuff.
The Hidden Cost of Inconsistency
All right, let's talk a little bit about the hidden cost of not being consistent, right?
I think it's important that everybody understands why. So the very first thing is, and this is super simple, and I already admitted to this, if you are inconsistent. It will make you forgettable. So forgettable as in forgettable to the staff, forgettable to the physician, but also you forget things, right?
Like if you're not, literally, I'm being super in the moment of the term, I will. If you don't consistently put things in your calendar, you'll consistently forget to do that. So I do that. I purposely put everything in my calendar now with a reminder because if I don't. I will forget. It's a habit, right?
It's a good habit or a bad habit. So which habit are you gonna choose? I wanna choose the one that's gonna keep me consistent and positive in the eyes of my physicians. Not negative. They're gonna know that every single time after a case, I'm following up with a thank you. Make sure the patient's good, and if there's anything else we need to discuss.
I want them to know that about me. I don't want them to be like, huh, I didn't hear from her today. That's weird. You know?
Cynthia Ficara: Yep. Okay. So this one is my favorite because I think people are gonna laugh when I say this and go, oh no, you're right. Your competitors love. An inconsistent rep. Okay, so, oh yeah, baby.
You know, I've had a competitor. I'm like, oh, thank goodness that I, if it's either gonna be me or this other person, I'm like, oh, I'll so win out on them because they are so inconsistent. And I think it's important that you have to think about this like. Med device, and this really fits under the umbrella with competitors.
You're not just selling a product, you are selling your presence. You are tied to that product. You are the one consistent. You are the one going in there. So you know, if you are inconsistent, that is going to cost you financially, your goals, your job, everything. So. A competitor will dive all over it if you are inconsistent.
Anneliese Rhodes: Oh, they're praying for your inconsistencies. They're going, oh man, she's gonna drop the ball at some point, or he's gonna drop the ball at some point. And you know, you've run into those people too and you're just like, oh, what an mwi. Like what are they even doing? Yeah, I know guys are just
Cynthia Ficara: open the door and say, I'm not gonna be there today handed to my competitor.
Anneliese Rhodes: Uh, oh, I know it. It's, it's, and I totally just had a, a thought and I just totally forgot it. Darn it. You did. It's such a good thought. Yes. What were we just
Cynthia Ficara: talking about? Dang it. Um, reps and you're selling your presents and, well, okay. Let me just say this. It'll, it'll kill the momentum as well, so if you Oh, I know what it was.
Yeah. Okay. Yeah,
Anneliese Rhodes: go ahead. Let's just say that you're. Let's say that you're running and gunning. I know. See, this is what happens when I like lose my train of thought. Wow. Um, old age. Um, when, let's just say you've got like, you're good. You've got killer momentum. You feel the, you know, you're making the climb, you're climbing up, you're getting the cases, you're getting the physicians to come over, you're gaining the accounts, and.
Then you start to stop doing things because either you're too busy or you forget because you didn't put it in your calendar because you were so busy. You may think it's a small thing, but I will tell y'all right now, it is not, and it'll catch up with you. And you'll realize, just as I said in the beginning of this, how cyclical sales, uh, is, is a full cycle.
You'll absolutely fall back down again. Even if you've got cases upon cases, there will come a time if you start dropping the ball on certain things and you're not being consistent with your follow up, you're not being consistent with your sales calls, whatever it is, you're not being consistent with, you will see it fall.
At some point it's gonna happen and it usually happens outta nowhere and you're like, wait, what happened? I dunno what had just happened. I'm, I'm like totally losing cases. I'm super slow. I'm this, I'm that. Well. Did you lose momentum in following up with your physicians? Did you lose momentum with developing a new physician because you got so busy with your old ones?
What were you doing? Right? Were you being
Cynthia Ficara: consistent or were you not? Tell you, that is a great secret because momentum is everything in this field, and so as you were talking, it made me think. When you get inconsistent, what does that do to you? As to your mindset, to your, your focus in the field? Mm-hmm.
Okay. So it might make you start to feel distracted. You might get, like, you might start doubting yourself, you know, maybe. You know, well now maybe they don't wanna work with me, or maybe I don't have what they need, or you know, then, then it's, then, then all the negative thoughts come in and then it's this spiral of comparing.
But maybe the problem just started because you were inconsistent and that that what may lead down a path you don't wanna be on. So a hidden cost of inconsistency is absolutely something that we want to completely avoid in medical device. Yeah.
Small Habits, Big Payoff
Anneliese Rhodes: All right. Let's talk about maybe a couple, you and I were talking about a couple things.
I think sometimes, like I was saying before, um, you know, let's just not, let's say you're just not getting the cases, but you're there. You showed up, you're at the account. You're there when they need you, you're following up on other things. They know that you are quietly there supporting them. They're at some point going to give you the cases because you're consistent with it.
You know, I think that surgeons appreciate consistency. They like seeing you. They don't wanna overly see you, right? Like there is a fine line. Physicians like seeing you. 'cause they're like, oh, cool, I needed you for, and, and sometimes they're like, Hey, I just saw a patient in clinic. It's a great case for you.
You know, sometimes just as simple as that is, it jogs their memory. But either way they're like, oh, they're here, they're showing up. Even though we don't have any cases from today, I'm seeing 'em. They're not giving up on me. They're not going and concentrating on another physician. So then I can just maybe call and then the next time and say, Hey, I'm gonna give you this case instead of your competitor.
It's not small, it's not big things. Sometimes it's the small things, but it's being consistent.
Cynthia Ficara: So why don't we give some examples? Let's do a small thing. Okay. Let's like do a quick list of like real life consistency habits. So, okay, we're trying to really build momentum and give you guys consistency. So here's something you can try each day.
Four consistent habits. I would say number one, it's, it's really important as we've talked about, is to show up in person and even when not scheduled, if you can, now let's just be real. I'm not saying break rules, I'm saying like, you know, have an appointment, but maybe there, there's another reason to be there.
Leverage another product, leverage an excu, whatever, but showing up. I wanna also explain something that showing up in person is always the best, you know, but you can show up by touching them in other ways. A phone call, email, text message, something following up on a clinical conversation you had about some research article or following up like Lisa did today on a case that they had.
Um, that last week. Yeah, last week, exactly. Mm-hmm. That kind of stuff. So I think that's really important. So I would say that's a, the first habit would be show up.
Anneliese Rhodes: Yeah. Okay. Um, well, I mean, we, you, you kind of hit on this one about making sure that you're touching at least one. Either account, physician, whatever before you know, or during your day.
I would say maybe even make sure that you're doing it first of the day, right? Like if there, if there is some, if you have a little downtime in that early morning and you have a follow up on a contract or consignment or I don't know, pricing or anything like that, let's make sure we get that done.
Because those things are easily, those can easily fall through the cracks. And what's sad about that is when those kind of things fall behind the crack or fall in the cracks. Sometimes that puts you back weeks or months. Like you really gotta be able to be on top of that stuff because when you do get busy and you've got cases and you're running and gunning and doing things or filling your trace or whatever you're doing, those are the things that actually bring you more business that is easily forgotten about.
'cause they're sitting on an email.
Secret of Consistency
Cynthia Ficara: So when you're talking about follow up, Lisa, what would you say is the time limit to always follow up with an account?
Anneliese Rhodes: Oh well. 24 hours, I mean or less, right? Like yeah. When we talked about before, I mean if, if a, if a surgeon calls you and needs you for something or needs you to help them with a case or whatever it is.
Less than 24 hours. Um, everything I do, I put is emergent. Right. It's always stat for me. There is no normal day of whatever. Oh, when you can get to it. No, it's stat all the time. Lisa
Cynthia Ficara: is very good at that. Like, and I'll tell you, you are that way with everything, with people who have called you or, you know, I mean, and it's your life too, if it's an appointment for this or that, like mm-hmm.
Your sense of urgency. See is is absolutely admirable and it's really been a consistent way you've been successful. So I think that is such a, oh, thank you. Fabulous habit you have. So I would say the last little habit, so the first one would show up, let's say the next one is make sure you talk to an account at least one every single day, a touch point.
Somehow follow up within 24 hours. That is a great, great timeframe. And the last one, we don't always have time for this. But this will help you prevent forgetting things at the end of each day. Take a few quick minutes, three minutes, five minutes, jot down some notes, or you can even do it when you get in the car and voice text into your notes section as you're driving.
It's something that gives you a summary of the day. It gives you time to just kind of think about what did I do, what do I not need to forget? Um, if you're somebody who likes to journal, it's a wonderful opportunity to just journal about your day, and then you start to see things differently. So they are really good consistency habits for successful med device reps.
Anneliese Rhodes: Well, Cindy, we have something where they can do this. That is our sales success system and quarterly planner, and it gives them a place to put the notes to do it. Absolutely. There's your reminder right there. You don't even need to put it in your phone. You can write it down in your planner. I mean, it is so simple, you guys, and the way that Cindy created that planner.
It is so simple. It's so easy, and it's an, it's a great daily, weekly, monthly thing that you do and you're constantly taking notes and then those notes will prompt you to be consistent in the next day and weeks. I mean, that's, it's simple. So I know you guys have maybe heard the ad here or there, but seriously, if you are struggling with this, go to our website and download it now.
I mean, it is amazing how it'll change your life.
Cynthia Ficara: Alright. All right.
Anneliese Rhodes: So
Cynthia Ficara: let's talk about things that you can do, um, things to try also. Yep. So weekly, I would say number one, I do this, by the way. I do this a lot.
Anneliese Rhodes: Okay. You do it then you, you say's number one, surgeon check-ins. I check in with my docs a fair amount and you know, I, I don't, I try not to overdo it.
Right? There's a very fine line of being a pain in the butt and then being like. You don't remember to do it, right? Like, so there's, there's a balance and for everybody it's a little different. Every physician, it's different. There are some physicians that really don't wanna hear from you a whole lot.
There are others that like, actually, like for you to reach out to them, Hey, you know, let's grab dinner sometime, or, how is that patient doing? Or, I'm gonna be in the area. Is there anything you wanna, you know, I wanted to catch up with you on this, this and this clinical trial, whatever it is. It's never a bad thing and all times, a lot when I'm in my account.
So I'll be like, Hey, Dr. Smith, I'm here. You know, wanted to run a couple things by you if you have five minutes. Sometimes they reply, sometimes they don't. But that's a good surgeon check-in because number one, you're touching them, you're giving 'em a touchpoint. But number two, hopefully you've got something to really talk to them about and you're gonna check that off your list, which you've written down in your quarterly planner, and now you're gonna do, you're gonna go and take care of that.
So I do this a lot, Cindy, like probably every day.
Cynthia Ficara: I love that, and I think it's huge because it's communication, it's a consistency, and then they come to know that about you. Yes. So something else I think goes a long, long, long, long way is gratitude. But it's even gratitude to the staff if you take a minute to thank them.
Yeah. Like they are overworked. You go into their space, you are into their day. But if you thank them for having you, or you thank them for a very simple thing, or working with you, answering the phone, and they know that you appreciate being with them, what happens when you really need something? Oh my gosh.
You know, a consistent person. Yes. Who genuinely, and it's gotta be genuine that you genuinely thank them. So I, I, I'm telling you, gratitude goes. So long. It makes you feel good too. And it makes you see their day and your day. And you sometimes when you get outside of your bubble, all of a sudden you realize, woo, maybe my day is better.
Like, think about those people. Yeah. Are they're locked in 12 hours a day. You at least get to go outside in the fresh air when you finish your day.
Anneliese Rhodes: Well, yeah. And you know what else is a good thing to, to say thank you is by lunch, right? Like if you're in the OR all day long. A round of pizzas goes a long way, baby.
I mean, they're not expensive. Staff appreciates it. A lot of 'em are eating, you know, they're working through the, their lunch breaks just to stay with the surgeon a certain amount of time, or the staff at the office. You know, you obviously, you don't ever wanna overdo it and check with your company's rules and regulations on what you can do and what you can't do.
Doing a staff lunch just to, just to do it right, just to bring them lunch means a lot to them. I mean, you know, just check and, and check in with your, uh, with your offices. But I think I totally agree with you, Cindy saying thank you is huge. Um, and then I think, you know, another great thing to try, and this is probably getting out of the comfort zone a little bit, this is pushing in a little bit, but hey, we are high performers here, is go to one new account or one new physician and just have a conversation and figure out like what makes them tick.
I love it. Like go to that new doctor and be like, you know, Dr. Brown, thank you so much for meeting with me. I just wanna learn a little bit more about your practice. What do you enjoy doing? You're a CT surgeon. What's your favorite thing to do? Or you're a sports medicine orthopedic surgeon. Do you like shoulders?
Do you like knees? Tell me why. May make you feel a little uncomfortable, but number one, you're meeting a new physician or a new account. Number two, you're learning something about them and you're just showing them genuine interest. You're not like trying to sell them something right away, which they also appreciate because they're being sold all the time.
Cynthia Ficara: I love it. So this week, little Habits, we want you to check in with your surgeon. We want you to have some type of gratitude moment with the staff and then be curious and go find out more about accounts you don't know much about. Open Up that, that cold call. But you know, and when we talk about consistency, I think here's a good rule of thumb.
If you keep promises small, you don't usually fail to keep them. So think about that.
Anneliese Rhodes: Ooh, I love that. All right, well, I'm gonna leave you guys with this, and I want you to think about this this week, the Girls of Grit. We don't want you to try harder, we just want you to be steady. We want you to show up every day, even when it's boring or uncomfortable, especially when it's boring or uncomfortable, because honestly, that's when everybody else quits and that's when you are gonna get ahead.
So go out there and have a great week everyone. So our call to action for
Cynthia Ficara: the
Anneliese Rhodes: day. Oh yeah, that's right. I thought I was finishing this.
Cynthia Ficara: Well, you know, we have this great secret of momentum to get to consistency. That's right. So. I bet there's somebody you know of that you're thinking that could probably need to hear our message.
Mm. So share this with a teammate or somebody who's struggling right now, and then we would love this if you would post a consistency message, either it's on LinkedIn and tag us. Yes. Tag. Yes. Or just send us a little message and let us know what it's you are working on because we love that. And lastly, write a review and message us on what part of this conversation resonated with you most.
Have a wonderful day and be consistent out there.
Anneliese Rhodes: Hey, declutter, this is our snippet. Why can we crush a massive goal and then struggle to repeat it? And think about this, would people still call you high performing if they only saw what you did on the days you didn't feel like
Cynthia Ficara: showing up? Here's the truth that most people miss. Consistency is the quiet discipline that builds everything loud in your life.
