Reclaiming Sales Time: How IMS Technology Helps MedTech Sales Reps Focus on Revenue, Not Inventory

Medical device sales reps are the lifeblood of growth. They’re responsible for building relationships, driving product adoption, and generating revenue. But too often, their time is consumed by a different task entirely: inventory management.

Research and real-world examples show that sales reps in the MedTech space spend between 30–40% of their time manually managing trunk stock, monitoring consignment, handling returns, and performing physical audits. Every hour spent chasing inventory is an hour not spent with clients, ultimately affecting your bottom line.

Enter WA360, WA Solutions’ purpose-built inventory management platform designed with sales teams in mind. By combining real-time Bluetooth tracking with a centralized platform, WA360 empowers reps to spend more time in front of customers and less time in back rooms counting inventory.

Consignment inventory is especially tricky. Sales reps are often responsible for maintaining stock at various hospitals, surgical centers, and clinics. Without real-time visibility into what’s been used or needs replenishing, reps must perform manual counts, log usage, and handle billing reconciliation themselves. This adds stress, increases the risk of miscounts, and slows the cash conversion cycle.

WA360 streamlines the consignment inventory management process through automation. With Bluetooth-tagged products and an integrated POS (point-of-sale) tracking system, WA360 automatically logs usage the moment a product is consumed. This eliminates guesswork, reduces billing errors, and accelerates restocking.

Benefits include:

• Accurate, real-time inventory reporting
• Fewer stockouts at customer sites
• Automated replenishment based on usage trends
• Faster invoice generation and payment cycles

By giving sales reps tools that reduce friction, WA360 turns inventory management from a burden into a value-added function. Reps regain time to focus on selling, which improves client relationships and drives growth.

The ROI extends beyond sales. With better tracking, finance teams get faster access to accurate billing data, and operations can allocate stock more efficiently. This end-to-end efficiency results in shorter DSO (days sales outstanding), tighter inventory turns, and stronger client satisfaction.

Sales reps who once spent hours per week driving from location to location now have that time back. They can instead educate clients, introduce new products, and win new business. One WA Solutions client reported a 38% increase in sales rep productivity and a 25% improvement in order-to-cash timing within six months of implementation.

When inventory becomes invisible, reps become more valuable. WA360 ensures they stay focused on what they do best: growing the business.