Joe McClung

Dental is booming because of our tech advancing—but the smartest investment right now—HR Tech Dental is one of the most undercapitalized and promising verticals for investing and here’s why: 1. A $162B+ U.S. market with steady YOY growth 2. Recession-resistant: demand is strong across all income levels 3. DSOs are scaling rapidly, creating repeatable, high-volume hiring needs 4. 43%+ of practices report talent shortages in hygienists, assistants, and front office roles Yet most dental practices still rely on outdated hiring tools and standard job boards. This is what I am building to close the gap. I have been building an AI-powered recruitment platform tailored specifically for the dental industry. Traction so far: *7,000+ qualified active candidates in my database and growing *500 interested private practices in the US *5 interested emerging DSOs in the US *2 interested organizations in Canada We’re currently focused on iOS completion, web development, advancing AI and automations and building strategic partnerships. If you’re investing in healthcare, dental or HR tech, I’d love to connect with you. The dental industry is ready for disruption.

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Hiring in medical device sales isn’t like hiring for other industries. It’s high stakes. It’s competitive. And getting it wrong is expensive. But I see the same hiring mistakes over and over. Here are the top three (and how to fix them) Mistake 1: Looking only at industry experience The best salespeople aren’t always the ones who’ve done the job before. Coachability, resilience and adaptability are just as important as experience. Mistake 2: Dragging out the hiring process Top candidates don’t wait. If you take too long, they’ll accept another offer - often from your competitor. Mistake 3: Overlooking cultural fit A great salesperson on paper won’t succeed if they don’t fit your company’s values, team dynamic, or leadership style. I help my clients avoid these mistakes - because the right hire doesn’t just fill a role. They drive revenue, strengthen relationships, and fuel business growth. Hiring in medical device sales? Let me help you get it right.

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Are you hiring the right sales reps? I've been reviewing job descriptions for medical device reps lately, and here's what I keep seeing: "Must have 5+ years in [specialty X]. Strong existing physician relationships required." Here's the thing - many are still hiring like it's 2010. The best reps today can walk into a physician's office and say, "Based on these referral patterns and your patient mix, here's an opportunity you're missing." They don't just know people—they know how to interpret market data to identify growth patterns and prioritize prospects based on actual potential vs. just who is the highest volume. I pulled together a job description template that actually calls out and attracts this type of rep. One that values curiosity and continuous learning alongside relationships. What makes this JD different then all the ones I have been looking at lately? - It explicitly calls for strategic, data-driven territory analysis thinking and skills - It asks for examples of using insights to drive strategic conversations - It recognizes that territory knowledge means understanding market dynamics, patient movement, payer dynamics, etc. Not just knowing doctors and your product. Feel free to copy and adapt it for your team. Link in the comments. MedScout #MedicalDevices #MedicalDevice #MedicalDeviceSales #MedTech #SalesHiring #CommercialExcellence #TerritoryManagement #ModernSelling

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Remote Patient Monitoring (RPM) is scaling rapidly and for good reason. RPM helps manage chronic and acute conditions from home reducing hospitalizations, increasing efficiency, and improving outcomes. Reimbursements from CMS in the U.S. jumped 19-fold between 2019 and 2021from $5.5M to over $101M. That’s not a trend, it’s a shift in how care is delivered. Use cases are broad and growing: • Chronic conditions like heart disease, asthma, diabetes • Post-surgical recovery • High-risk pregnancy • Behavioral health and sleep We’re also seeing a shift toward Bring Your Own Device (BYOD) models—where patients use their existing smartphones or wearables, making RPM more scalable and accessible. The future of healthcare lies in delivering the right data to clinicians and patients at the right time empowering informed and timely care decisions. Full article in the comments.

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Why medical sales in 2025? Because it's recession-proof. While other industries lay off, healthcare keeps growing. The numbers: • $75K-$150K+ first year • Company car + benefits • Unlimited earning potential But here's the real reason: You're helping physicians save lives. In 2025: • Remote territory management • AI-enhanced tools • Growing market Other careers are being automated. Medical sales is becoming more human-centered. Career changers welcome. Growth opportunities everywhere. Your timing couldn't be better.

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Medical device sales isn’t what it used to be. A decade ago, if the physician wanted a product, that was usually enough. Today? It’s Value Analysis Committees(VAC/SMAT). Hospital administrators. Supply chain teams. Group purchasing orgs. The decision tree looks more like a decision forest. As the industry evolves, so does the role of the rep. It’s no longer just about showing clinical value— It’s about aligning with broader hospital goals: outcomes, cost, equity, efficiency. And honestly? It makes the job more challenging—but also more rewarding. You’re not just selling a product. You’re navigating a system. You’re connecting innovation with real-world impact. I’ll be sharing a few thoughts, stories, and challenges from the field in the weeks ahead, just part of the journey of building trust and delivering value in today’s medtech world. If you’re in the trenches too (or curious about how this world works), would love to hear your take.

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Everyone wants to get into medical sales—until it’s time to actually do medical sales. Scroll LinkedIn for five minutes and you’ll find 237 posts about how to break in: “Tailor your resume!” “Crush the interview!” “Network like a maniac!” All good advice. Totally matters. But here’s the question I love to drop in interviews—right after the pleasantries and the boasts about being an organized self-starter who went to college and played a sport are over: “𝑺𝒐… 𝒉𝒐𝒘 𝒉𝒂𝒗𝒆 𝒚𝒐𝒖 𝒊𝒏𝒗𝒆𝒔𝒕𝒆𝒅 𝒊𝒏 𝒚𝒐𝒖𝒓 𝒄𝒉𝒐𝒔𝒆𝒏 𝒄𝒂𝒓𝒆𝒆𝒓?” Cue the awkward pause. “Uh… I read a book once?” “Watched a YouTube video on sales?” I follow up with: “Which book?” “What did you learn?” “How does that apply to selling to healthcare providers who barely want to see you?” Usually….crickets. This doesn’t just apply to job seekers. I’ve asked underperforming reps the same thing: “What are you doing to improve?” Their answer, 9 times out of 10: “I’m working harder.” Translation: “I’m doing the same thing, just more of it, and hoping for a miracle.” Let’s get real. 𝑴𝒆𝒅𝒊𝒄𝒂𝒍 𝒔𝒂𝒍𝒆𝒔 𝒊𝒔 𝒂 𝒑𝒓𝒐𝒇𝒆𝒔𝒔𝒊𝒐𝒏𝒂𝒍 𝒄𝒂𝒓𝒆𝒆𝒓. But unlike doctors or nurses, you don’t need a license or CEUs to stay in the game. Therefore, most representatives don’t bother with continuing education beyond new product launches. But should they? Should serious medical representatives be expected to invest real time (and, yes, perhaps even money) into developing and maintaining professional knowledge and skills? Or is it enough to just “work harder” and hope a doctor finally returns your call from six months ago? What do you think?

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*Want to advance your career in medical sales as fast as possible?* 7 moves / habits to fast-track your skills, mindset, and impact: 1. Ask for mentorship and schedule regular check-ins with your manager: Be proactive, be prepared, and stay curious/apply fast. Growth comes from getting thoughts on how you're levelling up, not by simply reporting. Ask where you can own more. 2. Get your reps in: Practice consistently. Conversations, objections, follow-ups. Accountability sharpens skill. use real situations where you can. Record yourself  otherwise. Yes, it’s awkward. But if you can’t watch yourself, why should a customer listen? 3. Find frameworks that work for you: This means sales frameworks, intricacies, and habits (shoutout Atomic Habits). Winging it won’t scale. Prepare. Execute. Reflect. 4. Build belief in yourself: Confidence is earned. Study greats like Brian Tracy and build your mindset like a muscle. Listen to fuel when you're on the road. 5. Follow-up excellence: Nothing slips through the cracks. Internally or externally. No response? Stop complaining. Be diligent and take it upon yourself. Be more effective with fast & value-driven follow-ups externally and build trust in your capabilities internally by following through. 6. Master the fundamentals: pricing sheets, CRM & notetaking, product knowledge, calendar, file organization etc. Do the small things to separate yourself. How you do the little things is how you do everything. 7. SHOW UP. Hit 4/5 days per week where you feel f*kin fantastic. With a smile, a plan, and the belief that something great is going to happen. It will. Morning routines to get you in 'game on' mode help here. 💡Progress favours the consistent, the coachable, the accountable and the eager. You're in control of more than you think.

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Hiring the "right" VP of Sales/Chief Commercial Officer DOES NOT necessarily mean your Med Device start-up will ramp revenue any faster at launch. This is one of the most common misconceptions in the market, especially from first time founders, industry outsiders that have found their way into Med Tech, and Board members that are unfamiliar with our space. It is logical to assume, "I am hiring this VP/CCO, and they are supposed to be so amazing...surely they will condense the time required for our initial revenue ramp, right?". Unfortunately, there is an unofficial governor in Med Tech that other industries do not contend with, Value Analysis Committees (VAC's). They are the biggest barrier to entry for new technology in every hospital in America. The standard time it takes to obtain approval is 6-9 months. With few exceptions, this is what it is, regardless how talented the Commercial lead is, or how good the sales team is underneath them. VAC Committees are to Commercial what the FDA is to the Clinical side of Med Tech. Very few things can be done to expedite the process. Far too often I see the CEO and/or BOD's get impatient, and move on from a Commercial lead, simply because they unknowingly had unrealistic expectations. It sounds counterintuitive. But it is difficult to assess the performance of an individual in this role based on sales in the first 3 quarters. Did they build the right hiring profile for the reps? Have they attracted top talent in their initial sales rep hires? Have they established a solid sales training program? Have they created strong customer messaging and a cohesive strategy that will enable the team to win deals? Is the pipeline full? Are they creating a buzz in the market around the product/company? These are the building blocks of success for a commercial launch. If these things are done well, the numbers will follow. Patience is thy virtue...

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The #1 Skill in Med Device Sales? Everyone talks about product knowledge, but the real winners: 💥 Understand hospital workflows 💥 Speak the language of surgeons, nurses, and admin staff 💥 Solve problems before the customer even asks Experience helps, but empathy + execution wins every time.

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🦷 April’s Dental Market Check: It’s Getting a Bit Wobbly Just read through the latest dental survey and yep — the cracks are showing. 📉 Patient volume dropped -6.7% year-over-year — way worse than the -2 to -3% we've all kind of gotten used to. Future bookings are cooling off, and dentists aren’t exactly sprinting to restock their shelves either. 😬 Confidence is down. And when dentists start feeling uneasy, labs are usually the first ones to feel the ripple. Consumables, exam bookings — all trending soft. 🛠️ That said, implants, aligners, and big equipment somehow stayed on track. Not thriving, but not falling apart either. Might be one last breath before more belt-tightening kicks in. 🎯 Tariffs are rearing their ugly head again. China-based products could bring pain if policies don’t shift — and it won’t hit everyone equally. Some companies are more exposed than others. ⚡ Bottom line: It’s not doom and gloom yet, but it is a warning shot. If you’re running a lab or supporting one, this is your nudge to tighten up, reevaluate your partners, and make sure the companies you buy from actually show up when the market doesn’t. Because in shaky markets, you either become someone’s safety net — or their cautionary tale. #DentalIndustry #DentalLabs #NowakDental #NoFluffJustFacts #DownToBusiness #JeansAndRevenue #ConsumablesAndCommonSense

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🦷🦷Q2 Financial round up from the Dental industry🦷🦷 As we have passed the halfway point of 2025, some of the leading publicly traded companies in Dental have announced their Q2 results, here’s an overview from what is going on in the industry: Solventum: +3.9% Growth, 2.8% of which is organic growth. Envista Holdings Corporation: Core sales growth of 5.6% YoY, above expectations. Also announcing EBITDA and margin growth. Henry Schein: 3.3% YoY revenue growth, slightly beating forecasts and management reaffirmed they expect H2 growth. Align Technology: Sales down 1.6% YoY but up 3.4% sequentially – Stock dropped 37% with the news of a restructuring plan. Dentsply Sirona: Revenues down 4.9%, but EBITDA margin soared to 21.1%, a 360 bp improvement – With the new CEO just starting in Q2, it is too early to see the impact and I suspect it will be early 2026 when he’s had the chance to make an impact. Straumann Group: Announce their results tomorrow, 13th August, a fascinating one to look out for given their presence in Implant dentistry and being based in Switzerland, with recent tariff news. Some promising signs, but this does only shows the trends of publicly traded companies, do you feel these results are an insight into the overall performance of the industry? 

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The best Territory Managers don’t just hustle. They plan. And they plan well. That’s the big takeaway from our latest Innov8 in MedTech podcast from Innov8Search, where our very own Justin Heath chats with John OHare from Stryker – a leader with 16 years’ experience managing commercial teams across Australia. As John put it: "The most successful territory managers I’ve seen? They always have a solid plan. They’re not winging it. They know where to focus, when to push, and how to build long-term success." Here are a few highlights 👇 — 🔑 Territory planning isn’t a formality – it’s a key performance driver. Some reps treat planning like admin. The ones who treat it like strategy consistently outperform. "It gives structure. It gives direction. And it allows you to zoom in on the now and the future." It’s how you build sustainable growth – not just chase your tail every quarter. — 🧠 So what makes a strong territory plan? John shared five essentials: ✅ Based on real data ✅ Actionable and practical ✅ Measurable with clear metrics ✅ Aligned with marketing and business goals ✅ Flexible enough to adapt Top reps know their stakeholders, their pipeline, and how to maximise their time. And no – it doesn’t have to live in Excel. It just has to work. — 💬 What if planning doesn’t come naturally? That’s okay. This is a skill you can build. "Some reps are instinctive but don’t document. Others are great at documenting but need help seeing the big picture. Both can become great planners." The more you do it, the sharper your thinking gets. And the impact is real – more clarity, better conversations, stronger pipeline. — 👀 Hiring Territory Managers? John recommends listening closely to how someone talks about planning. "I want to hear how they structured a win or rebounded from a loss. That tells me how they think and how they grow." And yes – numbers matter. "A sales CV with no numbers is a red flag. I want to hear targets, territory size, pipeline and growth. It shows they understand their business." — 🗣 Final thought Your territory plan doesn’t need to be perfect. But it does need to be yours. "The reps who take the time to plan – who know their market and stay close to the numbers – those are the ones who keep growing, year after year." 🎧 Link to the full episode in the comments below And let us know below: what’s one thing you always include in your territory plan? #Innov8Search #MedTech #SalesLeadership #LifeSciences #TerritoryManager #CommercialExcellence #SalesCareers

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New on the Chase MedSearch podcast: "The Competitive Edge of Social Media." Jim Surek, VP of Sales for Rhaeos, commercialization strategist and podcast host of Medical Sales Nation, joined the Chase MedSearch Podcast to discuss breaking into medical device sales, launching a Neuromodulation startup sales team, how social media savviness can be a competitive edge for sales reps, and what’s around the corner in the medical device industry. You can listen immediately here: https://lnkd.in/gUAuy_Pt Links to subscribe in comments.

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