6 + 1 People Every Independent Medical Sales Representatives Should Follow

Being an independent medical sales professional is demanding. To be effective at running your ancillary business, it is important keep your skills sharp and stay on top of industry trends. While there are countless sales and marketing experts out there, there are only so many minutes in the day. I’ve found these 6 (+1) people to offer concise information who … Read More

Keeping Fit on the Road as a Medical Sales Rep

As a road warrior, staying fit is not the easiest thing to do. With a day that is often filled with long drives and lengthy waits in waiting rooms, getting active during the day can be a bit of a challenge! Setting up your day from the start means getting a walk, run or gym session in before you head … Read More

Results of the 2019 Independent Medical Sales Representatives Survey

This survey was conducted as the first of it’s kind in this evolving industry. Many sales reps seek true independence and we at Every Ancillary were curious to find out a little more about the lay of the land in this sector. Over the years, we have seen many independent sales reps come and go and we wanted to drill … Read More

Shotgun vs Rifle Strategy for Medical Sales Professionals

As a medical sales professional, becoming an independent agent is exciting but also challenging. One of the top questions we are asked by newly independent reps is whether they should promote multiple programs or stick with just one. While there is no single right answer to this question, we will try to shed some light on the arguments for and … Read More

Why is Fraud Rampant in the Medical Ancillary Sector?

2019 has seen an unprecedented number of medical sales representatives in the ancillary sector facing criminal charges for illegal activity. During my first 8 years in the medical industry, I cannot remember a single incident, even anecdotal, of ANY medical sales reps getting in trouble with the law. This begs the question, why do these incidents persist in the ancillary … Read More


It’s often been said that an effective sales presentation starts with asking good questions. Questions help uncover needs, which help establish the demand for your product or service. Good questions also often facilitate a longer conversation. This is especially true in medical sales, where time with the provider is often limited. If done properly, asking the right questions at the … Read More

8 Common Mistakes Sales Reps Make

If we all knew the error in our ways, we would all be much more successful as sales professionals. Unfortunately, there are some common mistakes that we can make when calling on our prospects. Below are 8 common mistakes made by medical sales professionals: Being fooled by a sure thing! You’ve been there. The doctor has said lots of great … Read More

10 Strategies for Evaluating Medical Ancillaries

In an era of declining reimbursements and increased operational costs, medical practices are adding ancillary programs at an astounding rate. In fact, Medical Economics published a survey of independent medical practices, which showed that roughly 90% of primary care practices now offer some form of ancillary program. It’s imperative for medical practices to do proper due diligence when evaluating new … Read More

Why Patients Don’t Use Preventive Services

The CDC reports that only half of all patients take advantage of routine preventive care. We all know prevention is better than cure so why the lack of uptake in these important services? We are creatures of habit so getting patients into new habits can be challenging but the real reasons associated with lack of uptake include: Many patients assume … Read More

How to Increase Length of Time Spent with Patients

‘What doctors and patients need is more time, not more technology.’ —Malcolm Gladwell Physician burnout has become an epidemic. One of the main reasons for burnout cited by physicians is the amount of time that is required to do administrative tasks, which limits the time they can spend with patients. In fact, recently Annals of Internal Medicine published a study … Read More