Why Time of Day Changes Everything in Sales
What’s the difference between a 3 a.m. case and a 7 a.m. case? Everything. And yet… nothing at all.
In this episode, Lisa and Cindy pull back the curtain on one of the biggest secrets in medical device sales: success in the OR isn’t about the clock, it's about energy, adaptability, and presence. From arriving early to reading the room, they share practical strategies to thrive under pressure.
Whether you’re a new rep still figuring out the rules or a seasoned pro who needs a reminder, this conversation will sharpen your mindset and prepare you for any time, any case, any room.
Episode Chapter Markers
00:00 The Importance of Timing in the OR
02:51 Morning vs. Evening in the OR
04:04 The Energy Dynamics of the OR
09:59 Revealing the Secret
15:43 Understanding the Room Dynamics
17:31 The Importance of Silence and Precision
18:27 Adapting to Different Environments
19:48 Tips for New Reps
26:18 Managing Energy Levels
Must-Hear Insights and Key Moments
Timing is Everything – Why a 3 a.m. call feels different than 7 a.m. and how to show up at your best no matter the hour.
Arrive Early or Don’t Bother – Why “15 minutes early is on time” could be the rule that saves your career.
Plan Like a Pro – Packing your car, checking boxes, and running through pre-call prep the night before.
Read the Room – Matching your energy, tone, and presence to what the OR actually needs from you.
Thick Skin Required – Why a surgeon’s stress isn’t personal and how to stay steady when things get tense.
The Energy Audit – How to track your personal energy levels to optimize meetings, calls, and case prep.
Professional Presence – The difference your body language and calm demeanor can make in high-stakes situations.
Words of Wisdom: Standout Quotes from This Episode
“Adaptability is communication, strategy, and the ability to feel the room.” - Cynthia Ficara
“Getting there early isn’t just good for the team, it puts you in the right mindset.” - Cynthia Ficara
“Never assume the boxes are right. Check everything before you walk in.” - Cynthia Ficara
“Don’t take a surgeon’s stress personally, it's rarely about you.” - Cynthia Ficara
“Pre-hydrate, pre-plan, and walk in ready to be at your A-game no matter the time.” - Cynthia Ficara
“If you’re not early, you’re late. Period.” - Anneliese Rhodes
“Work doesn’t stop at 5 p.m.not in this industry.” - Anneliese Rhodes
“Your role is to be the professional, steady partner in that room.” - Anneliese Rhodes
“Don’t ever snap back because your feelings are hurt. This job requires a thicker shell.” - Anneliese Rhodes
“The OR runs on energy, not clocks.” - Anneliese Rhodes
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Blog Transcript:
Note: We use AI transcription so there may be some inaccuracies
Anneliese Rhodes: Welcome everyone to another episode of Secrets in Medical Device Sales, brought to you by the Girls of Grit. We are so happy to bring you guys another awesome action packed, truth filled. We are in the field episode talking about all the things that are important here in our industry. Um, I don't know.
I'm excited.
Cynthia Ficara: This totally comes from being in the field. Yeah. Because this just happened to you and that's why we were like, it's crazy how there are things that we do all the time that we just don't pay attention to, but this can be so key. Yeah. And can really make things hot or cold. So, you know, we're really talking about, you know, as a rep, how timing can impact your success in the or.
Right. So like, yeah.
The OR Runs on Energy, Not the Clock
Anneliese Rhodes: Like what? What do you mean though by timing? Because I think, okay, so people are gonna be like, oh yeah, of course I'm spot on all the time, but that's not actually what we're talking about today. No, you're right. This is more of the actual time of day. Is it 7:00 AM in the morning? Is it 7:00 PM in the evening?
Is it 3:00 AM in the morning? Like, all of this is so important. And you know what? You, you take it for granted when you've been doing this for so long. Like I. Know what I'm walking into, Cindy when I'm walking into the room at 8:00 AM versus what I know I'm walking into at two or three o'clock in the morning.
Like I know it, so, but I don't know if everybody knows it to the extent that we know it. So it's gonna be fun to talk about it today.
Cynthia Ficara: I know. So you have to kind of, let's paint a picture. Okay. Yeah, because I think it's, I think it's really, um, gonna help that maybe you, you work in a different division of medical device or you're in sales, but just work with us on this one because this actually can apply to other things as well.
You'll kind of catch the gist. Just, just go with us. So, alright, let's picture this. Really close your eyes and see it. It's 7:00 AM and you are walking into the Or you smell the sterility. It's got a cold, chill, the air. Somebody's got coffee in the back that they're sneaking in. No, but honestly, it's kind of like everybody's getting ready.
The lights are bright, the room is buzzing, and it's just go, good morning. How are you? And everybody's getting started and it's fresh. Yeah, but let's think about if you're called in later and it's 7:00 PM those same people have done a 12 hour shift and now the energy's slower. They're a little more tired.
Maybe they're hungry, maybe they're, you know, a little bit irritated with a coworker they didn't wanna work with that day. So they're very impatient. So it's kind of like you go from morning bright light. Energy ready to tackle the day. Fresh and patient too tired, hungry, not so fresh. Impatient. Yeah, and just short.
Everything's like very, you know.
Anneliese Rhodes: Yeah, absolutely. Like a little short tempered. Honestly, the surgeons are tired. The, the nurses and techs are tired. Maybe by this point, the ones that you were working at working with at 7:00 AM are gone. They're gone home, and now you've got team C or D, and we call them that because they're not the normal team that's scrubbing in with your physician.
They don't actually know everything that's involved in your procedure, but they're on call. Right, because your case ran late, or maybe you got called back for a later case. And that whole vibe in that room has completely changed. It is not humming like a well-oiled machine anymore. It is not at all. And you said this, and I love this statement, Cindy, that you said this earlier.
You said, you know what? It's like the, OR runs on energy, not the clock. And that's so true because so many times cases are going on at 12:00 PM at 12:00 AM at 2:00 AM at 7:00 PM and at 7:00 AM it really doesn't actually matter the time of day you wouldn't expect as a patient to get any less care if you were coming in at two in the morning.
Versus 7:00 AM in the morning, right? So why should we expect that level of care? Um, tenacity, attention span, all the same things that are expected of you as a rep at 7:00 AM should be expected of you at 7:00 PM You don't get to be tired, you don't get to be off. You better be on it. Doesn't matter what time of day or night.
So I'm so glad we're talking about this because timing really does matter. And again, it's the time of day. We gotta make
Cynthia Ficara: sure every time you go into an OR regardless of the clocks time, yep. 7:00 AM 12:00 PM 12:00 AM 3:00 AM You are always on Sharp morning. Best rep time. Yeah, your time is, I'm here to support you.
I'm on my A game because that's when you're successful. But we thought it was really a good conversation today to kind of talk about the reality of all of us get tired as the day goes on. Mm-hmm. And in many jobs, you don't get a choice to say, well, it's the end of the day, so I'm just gonna. Do half my work and and come in not so sharp, because you can't do that in an OR.
And even if you're in a different sales job, many times you can't do that either. Yeah. But especially when there's a patient on the table. That's why we thought, let's just really bring to the surface the importance of the energy you bring no matter what the clock says.
Anneliese Rhodes: Yeah, I love that. And you're right, it's so easy to just assume like, oh, well it's seven o'clock at night.
Everything's a little more lax and And the truth is it's a little more lax, right? Like it's not, it's so funny, like when I walk into my accounts at 7:00 PM they're like, ah, you're good. You know, just. Throw on some scrubs, you're fine at 7:00 AM they're like, where's your rep scrubs? Where's your badge?
Where's everything? Right? Because it's like a different staff. They're already tired. They know you've been there all day. They're like, ah, you're fine. You know, you want a cup of coffee. You know, like they're just, they're in that chill mode and it, and it. And it's kind of nice, right? It's a little more lax.
Like you can, you can be like, have a little more, um, rapport sometimes with them. Talk about the kids, talk about other things, unless it's like an emergency, of course, and then you're running back there. But like, I don't know, I always feel a little bit more like cool and calm. It's not the craziness of the morning.
But the minute you go in the or, you actually know that the spotlight is gonna be even more on you because nine times outta 10, that team that's in there, like I said earlier, we call them the c and D teams. It doesn't mean they're any worse. It just means that they aren't. They are not your normal team that's working with those physicians in the morning.
They don't know the systems, they don't know the instruments the physicians are gonna use. They don't know if you're doing endovascular or any type of minimally invasive stuff. They don't know the wires, the catheters, the sheaths, the trocars, the endo instruments, like whatever you're selling, spine, you know, coils in the brain.
They don't know all that stuff. That's on you to know where they keep it, where it is in the core, what the sizes are that they're gonna need. All the things that you should have anyhow, you should be doing anyhow. But now it's like heightened alert when you walk in the or when it's a team D or C.
Cynthia Ficara: And you know what this reminds me of?
This reminds me of a holiday. How many of you have had to go in on Christmas day? My hand is raised if you're not watching, right? Yes. Hello. And you, you go in on Christmas day and you're like, wait, um, skeleton crew, do you, what, what is your name again? And they come in like, I'm pulled from some other division.
I don't work here. And they look at you and they say, tell me where this is or, or how to do this and help support. Which sometimes is kind of fun because you, you really are part of the team and any selling that you do in a job when you can integrate into being part of their team is always going to to benefit you.
But we want you to be aware, to remember if it's seven o'clock at night, think I'm kind of walking into holiday mode right now. Yeah. Not everybody. It's gonna be focused. So I gotta drink a whole big thing of water. Mm-hmm. Some caffeine, something to get energized. Take care of yourself because you're walking in when you may need to be on your a plus plus game to help everybody else that maybe out of their comfort zone.
So, okay. So is it our turn to reveal the secret?
Anneliese Rhodes: It is. It's our turn to reveal the secret. I'm like, it feels like we need to tell him what our secret is.
The Secret Weapon in Sales and the OR
Cynthia Ficara: I feel like I wanna ask anybody, can you guess what the secret would be? I could pause. Hmm. What do you think the secret would be to coming in and following your schedule with your energy versus the clock?
Well, Lisa, tell us what is the secret today? It is adaptability.
Anneliese Rhodes: Woo hoo. And I feel like we ask that a lot of everyone out there, you know, to really be adaptable, to read the room, to understand. But it's so true in every situation, especially in medical devices, you have to be able to adapt. You have to know also what's going to ha You have to anticipate, right?
Like, you know, you're walking into the. Skeleton crew, the 7:00 PM or the 3:00 AM type room, you have to be able to adapt and rise to the level of where you're gonna need to be for your physicians, for the patient, for the staff, for everybody, right? So you gotta be super flexible and adaptable and understand what's going on and that.
That takes a little bit of time and energy and you know, you learn that over time. I mean, I think the first time you walk into an OR at 7:00 PM you may not expect that, but by the time you've done it three or four times, you're like, ah, now I get it. This is exactly what I need to be doing. Right.
Cynthia Ficara: And I think I'm gonna take adaptability a step further because I'm gonna break down our secrets specifically to communication.
So if you're in an OR in the morning, and that's your opportunity. Everybody's fresh, crisp. After they've sip their coffee in the back room. But this is a good time to educate. This is a good time to build rapport with them. People are light and they're in the morning. This is a stereotypical comment, but I will say it's very common.
You are more likely to educate, to be able to absorb more information in the morning.
Anneliese Rhodes: This is true. Good point, Cindy. I didn't think about that, but you're right, you are. You're just more awake, right? Yeah. I mean that's kind of the accept accepted time to be learning more. So
Cynthia Ficara: let's flip. Let's adapt, Lisa. Mm.
Okay. Let's use our secret to communication for the evening. How do you think the communication would be different in the evening? God, that's such a great, oh my
Anneliese Rhodes: gosh. You're so right. Okay, so first of all, um. Well, I mean, okay, so, but you got, I was thinking like 10 different things and I'm like, 'cause I was thinking of my ex, my example, but I think probably the attention spans are probably not as long.
They're a little short. People are a little tired, they're a little fatigued, or they're like frazzled because they've never been in this room before and they're like, oh my gosh, I just have so much going on. I don't have time for you to tell me all the features and benefits of your product today. I need you to tell me how it works, how I prep it, and how I put it in the patient.
That's pretty much all I need to know. So I think, you know, you're more, you keep things short, you're clear, you're concise. You say the necessary information that gets the job done. Obviously don't skip anything, but I don't think you need to be like, I'm gonna tell you everything now about my product because.
They don't have the time to hear it, nor are, do they have the attention span to hear it. And that is such a good point. I'm so glad you asked that.
Cynthia Ficara: Yep. Like all the extra information. Yeah. Can wait till a morning talk. You know, morning talks are more, evening talks are less. Yes.
Anneliese Rhodes: That's so perfect. I love that.
How to Stay Sharp When the Room Is Frazzled
Cynthia Ficara: Okay. I think another area of adaptability is a really, you kind of touched on this, but I, I wanna make this an actual point. Mm-hmm. And this is your case support strategy. Now, if you're one of the high performers that listen to us all the time, we really push for strategy. We talk about never winging this.
You wanna, you wanna be present, you wanna think, what are you supposed to do in your head? You need to be planning. On what you need to do. But today this episode is taking it a step further 'cause we're asking you to prepare for an evening case, you know, holiday mode. So what you need to do is be very streamlined.
Be very focused and you wanna make sure that you don't fumble. I mean, if you're in like, you know, orthopedics and I know they have so many instruments on their trays, don't fumble with your trays open. It clearly don't make a lot of noise. Get well actually, you're not touching this, but hand what you need to.
Yeah, and also like, like we just said before, no long explanations, short words. Be prepared, know whatever device it is you're working at. And it's also like, just be very on point and, and I say this because I feel that sometimes this is all part of strategy, but sometimes in the morning, maybe you have three options you're gonna do and you wanna present all three.
Here's where we're gonna focus on one and we wouldn't do the least amount of work. The least amount of adjusting or just just keep everything simple and precise.
Anneliese Rhodes: That's such a good point. You know what? You're right. Because. I mean, just keep it simple, keep it clear, but make sure you're not skipping any steps.
You know, have all your trays. Have all your instruments, know where everything is. And if you walk into the room, this is so common. So you know, when you're getting there later in the evening, or even in the early, early mornings, you walk in and it's usually pretty frazzled, right? Other than if the case just got late, it just got postponed and people are just tired, um, and there's a million things going on.
The very first thing you need to be doing is looking around and figuring out what do they have, what do they not have? Where? Where's your stuff, right? Your stuff should be already brought in, but even if it's not, you're gonna go grab it for them. Then you're gonna see if they need anything else. You are going to be over the top.
Maybe the circulating nurse is now doing double duty in a couple different rooms and she's, he or she is running back and forth. The scrub tech may be new and may not know, Hey. What are the steps that the physician is gonna do today? Can you just give them to me? I don't need you to like, tell me everything.
Just tell me what the steps are and what are the instruments involved that I'm gonna need for these steps. Like those kind of things they may actually ask you. So you need to be on point, but be clear and concise. Um, and
Mastering Energy and Presence in High-Stakes Moments
I think that kind of leads us into the next thing, which I want, you know, which I was talking about, which is reading the room.
Cindy. Um, oh, so well said. Say that again. Say it louder. Yes. Read the room. Yes. I mean, yes. And I mean like from every standpoint, not just like who's in the room, right? Oh, it's Sandra. And Sandra usually works in the neuro room and we're doing a heart case. Like, okay, yes, that's all important, but also like.
Who's the anesthesiologist or the nurse anesthetist? Is the patient in the room? Is the patient asleep? Where's the doctor? Does the doctor know? The patient's in the room? Like, are the instruments in there? Are your products in here? Do you have your plan in your head? Like all the things, what's the temperament of the room?
Are they tired? Or are they frantic because it's an emergent case at two in the morning? Or are they just tired because it was a case that got pushed off? Pushed off because things got delayed? Like all of that matters because that's gonna set the tenor of the room and then you're gonna know how to talk to your surgeons and your nurses in techs as well.
So you gotta like feel it. And I don't really know how else to explain that, but it's like a feeling that you just like, ah, this is what's gonna happen right now.
Cynthia Ficara: Well, I think read the Room is also. Pulsing the energy of the room. Yeah. You know, you can feel that pulse because, you know, um, I, okay. Maybe a good example to visualize is a frantic room where people are moving faster.
I remember when I first started in a job, this was years ago, and I was training with my trainer and. I'll never forget this. He was talking about somebody else that he trained and he said, I used to have to tell the guy I wanna put rocks in your shoes. 'cause you would zip on one side of the room, zip to the other, and you'd zip forth and you'd zip back.
And he was like, like the energy would feel of just zip, zip, zip, zip. Like, we don't need road runner in there. Like sometimes you just wanna. Slide through and just you, just very, you, what's the word, slink. I like that. Yeah. You, the inside of the room where nobody even notices you're there. You're just where you need to be quietly and poof.
You're there. Poof, you're there. And then you quietly slip back. And I think, um, very, not a lot of talkie talkie, I was just gonna say hi. The best part of feeling the energy is sometimes understanding how absolutely golden silence is.
Anneliese Rhodes: Hundred percent silence, percent like nobody needs you in their ear all the time, any time of day.
It doesn't matter if it's seven in the morning or seven at night, or three in the morning. Doesn't matter. No talkie talkie. Like be specific, be precise, be on point. And, but like you were saying, I mean, if it is a frantic room, yes, no, here it is. Do this. Don't do that. Boom, boom, boom, red, white, blue. Like it's not, oh well there's shades of purple and green and No, nobody cares about that right now.
We just need to get in, get the case done and get out safely. Right. So I love that. You're right. Silence is, silence is so bold and physically
Cynthia Ficara: be still, like if they're running around it. I like that. If you start moving too much, all you do is add to this. So you're, you're there to support. Mm-hmm. And you're there to.
Help make it more even keel. Mm-hmm. Because I think that that, that really is important. I mean, so the adaptability that we just said can really. Be broken down into communication, your strategy to support the room, and really, really knowing how to read the room, not only just by sight, but by feel. And when you start to put yourself in that position of a high performer, you know how to feel things.
And I'm gonna be honest with you, this can go for a boardroom meeting. I know we're talking about the or 'cause this. Oh my gosh. Yeah. Think about a boardroom meeting. You can read the room and you can feel the room, and it's amazing what your physical presence and verbal presence mm-hmm. Can contribute to that conversation.
Anneliese Rhodes: Well, and here's the deal. You're a high performer. At least you're striving to be one. That means you're on point all the time. No matter if you're arriving to a boardroom at seven o'clock at night, that you're gonna peruse over, you know, a presentation that you're working with the, the head of the company on, or whatever it is that you're doing, or you're walking into a room with your ma, with your surgeon, and he's called you over your competitor.
It really doesn't matter. You need to be on top of everything. No matter what time of day it is, no matter what the clock says, because work is work. It doesn't stop after 5:00 PM People don't just check out and, and if they do, they're not in the medical device world and they're not in a lot of these high tense, you know, industry worlds that we work in.
So. I'm so glad you said that. I think this is so important and I think a lot of what we talked about is important. So, um, one of the things that you and I were saying is, you know, maybe, 'cause I don't remember being a new rep anymore, Cindy, like it's been so long since I've been a new rep. So it kind of comes, like I was saying, you just forget about it, right?
Preparation, Presence, and Punctuality
Like, you just assume everybody knows about this, but maybe you and I should just talk about a couple things really quickly for those. Newer reps and I mean five plus years, or five years or less, maybe in the field. Or maybe you've jumped to a couple different companies. You know, you did, I don't know, something that didn't ever have you on call and now you are on call.
So it's a totally different world. Um. But I think it's important. So, you know, one of the things that we always talk about is if you're not early, you're late, right? Like, always be early. I don't care if the case goes at 3:00 AM get there at one, sit in the lounge and wait. Like, get all your stuff in the room.
Wait till you, you have, give them your number to call. You know, be close by the or, but say, okay, I'm gonna sit out here. Give me a shout when we're, you know, 30 minutes out. And if they don't call you, then go back in there and make sure that you're early and that you're checking on the status of the room.
You know, things can tend to move a little slower, even though, unless it's like a true emergency and they've called you in and you're like, you know, flying in by the seat of your pants. But sometimes they'll be like, yeah, we think it's gonna go at seven, and it goes at nine o'clock at night. So, you know.
You gotta be patient number one, you gotta be patient, but you should be there. You don't get there when they're like, oh, well maybe it'll be nine. Oh no, you better be there way before that time, because sometimes they do go early, you know, and you need to be prepared. So if you're not early or late, I think that's one of the biggest things.
It doesn't matter if it's seven in the morning or two o'clock in the afternoon or you know, I
Cynthia Ficara: had, I had a physician that was a military physician prior, and I'll never forget, he was like. If, if I tell you seven, that's late 15 minutes early is on is, is is getting there like on time? Yeah. So, you know, if it was like, well, meet me in the office at seven and 7 0 1, you're done.
Like, you're, you're 15 minutes late. And it's, it sounds silly, but I don't know if many of you cover a large territory. So if you have to factor in traffic, nobody anticipates a car accident ahead of you. Nobody anticipates a road being shut down, you know, and, and I think that. When you have to build in, like reverse engineer your time plan enough time, because not only when you get there early, is it good for them, meaning everybody you're working with.
But look what it does to you. Yeah, it puts you in a good position. You can think clearly. You are not frazzled. You can concentrate on your pre-call plan and you're set. So number one, Lisa, that was absolutely the most important to arrive early. Number two for anybody being new. This is all about the pre-planning.
Um, I don't know about many of you, but if you ever pack your car the night before, not a bad idea. If you can, maybe if you're in a garage mm-hmm. If you lock your car, depending on what it is that you have, but really making sure you have everything before you leave. Yes. I, I know, Lisa, you've told me this story.
Oh God. When you've actually pulled over on the side of the road. Yes. Look in the back of your trunk. Wait a minute. Yes. Do I have that? And you get this panic moment. Mm-hmm. Your blood pressure rises. So, yep. Number two, I would say just give yourself some ample checklist and not just, oh, oh wait, I got a good one.
If you receive things in boxes, don't just be like, great, I ordered two boxes. Here's the two boxes. I'll put 'em in my car. Oh my gosh, no, check
Anneliese Rhodes: you better no check. Make sure you better check in that box is what you ordered. How many times have you gotten a box and you're like, uh, this is not what I ordered.
And you realize where the mistake was and you're like, oh my gosh. Like it is so important to order and. In fact, I might go check some boxes in a little bit. Yeah, I got some boxes I need. This doesn't need to be a new rep. This is for
Cynthia Ficara: everybody.
Anneliese Rhodes: It's so true. Um, one of the other things we talked about, and again, this is like for everybody, but make sure that your energy is matching the tone of the room.
Don't be, you know, Mr. And Missy's, like hoppy, Skippy, jumpy. Let me talk all over the place and just know, remember, calm yourself. Be focused. Keep it clear, concise, you know, match what the tone of the room is. If the room is bright and shiny and they're open and they're like, Hey, well teach me about this.
Okay, great, teach 'em. But if it's late at night or early, early in the morning, it's an emergency. They're like, boom, boom, boom. No, you match that. You are like, do this, don't do that. Here you go. Here's the product. Let's move on. I mean, it's, you gotta emulate what they're doing.
Mastering Timing and Professionalism
Cynthia Ficara: And I also think, um, I think another really important thing for anybody new, or just to remind those of us that have been doing this for a long time, that maybe every so often have to go in at night, they might forget, is that it's, if it is the end of the day and if the surgeon is stressed or short or snapping.
That could never be taken personally to you because most of the time it's, it's from really just being tired. Yeah. Or at the same time, maybe they're realizing they're stressed for the patient and it's the end of the day, or maybe this is an emergency, that's why you're doing this so late. So his or her.
Energy might be fed from a lot of their stress they're doing, and if they snap or if they come across being short, don't take it personally at all. Just be there to help them, be there, to support them, make it as smooth and easy as possible so no mistakes are made and the patient. It is great by the end of the case.
That's
Anneliese Rhodes: a good point. I always forget about that. You know, sometimes I'll take things personally and then I'm like, what am I doing? This is not my fault. This is not their fault. It's things are going wrong. Or they had a long day, you know? This is medicine. Things don't always go as planned, and they're under a lot of stress.
I mean, so you, you're right, Cindy, that's so important not to take things so personally and just be there. Be the professional, be their trustworthy, you know, uh, partner in everything. Let them lean on you. Let them air it out a little bit. It actually like, may help the situation, may help your partnership with them, but always be the professional.
Don't ever take it. Snap back or talk to them in a different way because you got your feelings hurt. This job is like, you know, you gotta let all that go out the window. You, you just have to have a thicker shell. Oh, yeah. For so many things. But, um, I know. Okay. I, I love this episode today. I'm so glad we talked about this.
I mean, it's weird because it like happened to me not that long ago and we were talking about different thoughts and I'm like, you know, I think it's really important that we talk about the difference between a 3:00 AM call versus a 7:00 AM call. I mean, it's just a totally different world out there. And again.
We don't run on the clocks, we run on energy, we run on what's happening in the or and it does not matter what time of day. 'cause you know what's weird? It's still bright in the or, it doesn't matter. Yes. If it's dark outside, there's fluorescent lights. It's still really, really bright in the OR. And there's no windows, so you don't get to know what time of day it is.
It's all the same. So if you think about it that way, it should never change when you walk into that, or if it's at
Cynthia Ficara: 7:00 AM or if it's at 3:00 AM. I absolutely agree. That is so well said, Lisa. So all of you just take a moment to think and I encourage you, actually, no, I got an idea. How about this? Hmm, today, normal day you might just work nine to five.
How about you just keep track of your energy level today, just on a normal day. See how you are in the morning. See you in the afternoon. See there are. A smaller percentage of people that are more night people than morning people. But in, in a medical device sales job, your day starts early. I'm just curious if you track yourself, see where your energy is strongest, because that will help you adapt as needed.
If you're aware that you know what, Hey, I'm best at 3:00 PM then maybe you need to do some of your sales meetings around that time where you can talk more, set up an appointment. But also, you need to be aware that if 7:00 PM there's a case, and that's usually your tired time. Then you're gonna have to do some preen energy pre hydrating.
It is amazing what water can do for your body. Pre hydrating, pre-planning, set your mind and get ready to go in and be on your eight plus game at 7:00 PM like you would at 7:00 AM. So no surprises here.
Anneliese Rhodes: I love that. So is that our call to action, to have everyone kind of figure out like what their best time of day is?
Because I kind of like that. I
Cynthia Ficara: think so. I think it will help. You know, that's a good one where you're your sharpest so that when you're calling in on a different time, you just gotta kick in that extra energy and say, well, I'm gonna need some help. Let me really focus here.
Anneliese Rhodes: Yeah. So love it. Love it, love.
Can the
Cynthia Ficara: eyeballs.
Anneliese Rhodes: Oh, I just drink tons of coffee, Cindy. That's just, I live on coffee. Um, well this was an awesome episode. I'm so glad we talked about this. I think it was really. I don't know, it just energized me, you know, because it's something that I feel really passionate about and I have, I have always thought that, I don't know if everybody actually really thinks about it, because some reps actually never go in at three in the morning, and that's understandable.
That's great, but there's a chance that they will one day or there's a chance that their parents may be in there one day or you know, whatever. So it's important to kind of know like what to expect and to always stay the same no matter what time of day.
Cynthia Ficara: Well use our secret to anybody. This is new to, yes, adapt to what you need to be prepared plan, and we are here for you.
So write into us and let us know how this goes. Have a wonderful rest of your day and happy selling.
Anneliese Rhodes: Hey, declutter. We want this announcement to follow our snippet, but go before I actually introduced the episode for this week. Big news, you guys. We are so excited to officially launch the Grit sales. Oh, I'm gonna get it. I'm gonna, okay, here we go again. This time I'm gonna get it right. Big news, you guys.
We are so excited to officially, oh my God. Lisa, what is wrong with me? One more time. One more time. Okay. Big news, you guys, we are so excited to officially launch the Grit sales Success system. It is your compass, your coach, and playbook all in one. And you guys, this is not just another planner. It is designed to sharpen your focus, magnify your time, and accelerate your results, all while keeping you grounded, resilient, intentional, and tactical.
Cynthia Ficara: So this is the exact sales system that I have used for years. This is put together from all of the lessons I've learned, my experience, my wins, my strategies, my accountability, and now I wanna share it with you. This exact system, when I. Absolutely implement. Ah, that was so good. I was doing so good. You're doing so good.
Alright. Don't get too wordy, just, I know, I, I did. I was, let me just be, sit. Let me do it again. I'm sorry. Declutter. Here I go. Okay. This is the exact system that I have created and personally use. I used this when I went to pre. You got it. You got it. You believe in it. It's okay. It's too much pressure. Do you got it?
All right. I'm not gonna, you know what? I'm moving the camera. I'm not gonna look at you.
Anneliese Rhodes: Okay.
Cynthia Ficara: Don't. I'm moving you over.
Anneliese Rhodes: Sorry, I can't see you. I'm distracting.
You're still recording, so you're good. Anytime. Oh.
Cynthia Ficara: This is the exact system that I have created and used myself. This got me all the way to President's Club, and now I put it all on paper to make it prettier. And I wanna share this with you. This is your opportunity. I am handing over my personal keys to the kingdom, my compass to success, and now it's all wrapped up in one for you as well.
Anneliese Rhodes: So excited you guys. This is so fantastic. So where can you get the grit? Sales Success Planner system? Fuck. One more time. I'm so excited for this to launch. So where can you get our Grit Sales Success System? Well, you can get it on our website. You can order it as a downloadable PDF, by the way, you can order it through Amazon and it will come to you in a printed form, or you can get it on Pinterest because we are now also advertising it on Pinterest.
So go get it and go become the biggest, best high performer you possibly can using our secret sauce. Declutter. So we totally wanna redo that and make it much better. So just delete everything that we just recorded in terms of after the snippet and the introduction of the of the planner. Then we're gonna actually create a recording and send that to you guys once we get our wording down perfectly.
So just after Cindy and I closed it out, here's our snippet. Picture this, Cindy. It's 7:00 AM in the morning. The lights are bright, coffee is kicking. The surgeon is sharp and the staff is fresh. Now, fast forward 12 hours and it's 7:00 PM That vibe is completely different. Fatigue is setting in patience, is running thin, and suddenly the room feels like a pressure cooker.
Cynthia Ficara: So here's the question. As a rep, how much does timing really impact your success? The truth is, it's everything. Today we are pulling back the curtain on one of the biggest unspoken secrets in medical device sales. The or runs on energy, not just clocks. So learn how to read it, match it, and master it, or risk being the rep that no one wants in their room.
