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 nurturing relationships with healthcare professionals, introducing innovative products, driving adoption, and ultimately generating revenue for manufacturers and distributors.
But too often, their talents are sidelined by an entirely different task: inventory management.
From manually managing trunk stock to reconciling consignment inventory across multiple hospitals and clinics, sales reps are pulled away from their primary focus. This inefficiency doesn’t just frustrate your field team, it slows down your entire business.
The Hidden Time Drain: Inventory Management in the MedTech World
According to research and anecdotal data across the medical device industry, sales reps spend between 30–40% of their time on manual inventory-related tasks. These include:
- Driving between facilities to perform physical counts
- Tracking trunk stock in spreadsheets or outdated systems
- Monitoring expired or soon-to-expire products
- Managing billing reconciliation
- Communicating with operations to request replenishment
That means up to 16 hours a week—or two full workdays—are lost to administrative tasks instead of relationship-building or revenue-driving activities. In an industry where each client interaction can lead to major long-term contracts, that’s a massive missed opportunity.
Why Consignment Inventory Makes It Even Harder
The consignment model is common in the MedTech world, offering flexibility to healthcare providers who need inventory on-site without the immediate financial burden of ownership.
But it also places a heavy burden on sales reps, who are typically responsible for:
- Maintaining proper stock levels across dozens of locations
- Tracking usage to avoid stockouts or overages
- Logging what was consumed, where, and when
- Handling returns and restocking
- Communicating billing details back to finance
Without real-time tools and automated systems, this turns into a logistical nightmare. Even the most organized reps can struggle with accuracy when juggling spreadsheets, manual audits, and client meetings across a regional territory.
Enter WA360: A Purpose-Built Platform for MedTech Field Teams
WA360, the inventory management platform from WA Solutions, is built specifically for the complexities of the medical device industry. Designed to streamline the work of sales reps and field service professionals, WA360 leverages Bluetooth-enabled tracking, cloud-based automation, and centralized visibility to eliminate time-consuming tasks.
Real-Time Bluetooth Tracking
Each product is tagged with a Bluetooth beacon that communicates location and movement data across your network. Whether it’s in a hospital cabinet, a clinic storeroom, or a sales rep’s trunk, the system knows where every SKU is at any moment.
No more guesswork. No more hunting down misplaced items.
Automated Usage Capture and Replenishment
WA360 integrates with point-of-use systems to automatically log when products are used. This information triggers alerts for replenishment, helps generate accurate invoices, and removes the need for sales reps to manually enter usage data.
A Single Source of Truth
Every team (sales, finance, operations, etc.)] accesses the same centralized inventory dashboard. That means fewer phone calls, faster decisions, and complete transparency from order to invoice.
The Key Benefits for Sales Reps and Their Teams
Implementing WA360 is a transformation in how reps spend their time and energy.
1. More Time in the Field
By automating manual tasks, reps gain back valuable hours to:
- Spend face-to-face time with surgeons and hospital stakeholders
- Educate customers on new products or upgrades
- Build relationships that lead to long-term growth
- Respond more quickly to customer needs and sales opportunities
2. Real-Time Inventory Accuracy
Because WA360 tracks inventory automatically, sales reps are no longer guessing what’s in stock or driving to find out. This reduces:
- Stockouts that delay procedures
- Overordering that burns working capital
- Emergency shipments that increase cost
3. Faster Billing and Cash Conversion
The platform automatically ties product usage to billing data, accelerating invoice generation and reducing payment delays. Fewer errors. Faster collections. And happier finance teams.
4. Easier Compliance and Audit Readiness
Medical device companies must comply with FDA regulations and customer-specific requirements. WA360 tracks:
- Product lot numbers
- Expiration dates (FIFO/FEFO enforcement)
- Chain of custody across locations
Reps no longer need to keep separate records for audit purposes—the system does it for them.
A Real-World Example: Turning Efficiency into ROI
One WA Solutions client, a national medical device distributor, implemented WA360 across their sales team. Within six months, they reported:
- 38% increase in rep productivity
- 25% reduction in order-to-cash cycle time
- 15% fewer stockouts at customer sites
- Thousands in reduced labor hours per quarter
That’s the kind of ROI that affects every department, from field sales to finance to customer success.
The Ripple Effect Across Your Business
The benefits of WA360 don’t stop with the sales team. With better tracking and centralized control, the entire organization gains:
Operations
- More efficient inventory allocation
- Predictive replenishment across regions
- Reduced emergency shipments and transfers
Finance
- Faster, more accurate invoicing
- Better DSO and cash flow predictability
- Simplified reconciliation
Customer Service
- Higher satisfaction with consistent product availability
- Fewer canceled procedures or delays due to missing inventory
- Stronger relationships built on trust and reliability
Make Inventory Invisible And Reps More Valuable
At the heart of it, WA360 helps you do one thing: let your sales reps sell.
By removing the barriers created by outdated inventory practices, WA360 empowers reps to become strategic partners to their clients. That means more consultative selling, stronger client relationships, and increased market share.
In today’s MedTech environment, that kind of focus is the ultimate advantage.
Ready to Free Your Sales Team from Manual Inventory Work?
With WA360, inventory becomes an invisible part of your operation; fully optimized, constantly updated, and never a distraction. Let’s talk about how WA360 can transform your sales team’s efficiency. Visit www.wasolutions.com/ to learn more or request a personalized demo.