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Discovery Questions That Resonate with Sales Directors in Pharma & MedTech

Summary:

For Sales Directors in Pharma and MedTech companies, success depends on accelerating growth in competitive markets, driving consistent rep performance, and navigating increasingly complex buyer journeys. Your discovery questions should surface pain points around field team productivity, data visibility, go-to-market alignment, and forecasting accuracy while positioning your healthcare product as the solution to power smarter, faster, and more scalable sales execution.

Here’s a set of 30 tailored discovery questions to guide high-impact conversations.

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1. Field Force Effectiveness and Sales Execution

  1. What are the biggest obstacles your sales team faces in hitting revenue targets?
  2. How do you track whether reps are prioritizing the right accounts and opportunities?
  3. Are there gaps in rep performance that are hard to diagnose or correct in real-time?
  4. How do you ensure consistent messaging and product positioning across the team?
  5. If you could remove one friction point in the daily sales workflow, what would it be?

2. Sales Process Optimization and Technology

  1. How aligned is your sales process with how your buyers actually make decisions?
  2. Are your current CRM or SFA tools helping reps sell or slowing them down?
  3. What parts of your sales process are still too manual or inconsistent?
  4. How often do deals stall, and what typically causes those slowdowns?
  5. Are you currently leveraging any AI or automation to support your reps in the field?

3. Forecasting, Data Visibility & Reporting

  1. How confident are you in the accuracy of your current sales forecasts?
  2. Are you able to identify risk in the pipeline early enough to course-correct?
  3. How easily can you consolidate activity data from reps across regions or teams?
  4. Where do you see gaps in visibility that affect strategic decision-making?
  5. If you could track one additional real-time metric that you don't have today, what would it be?

4. GTM Strategy and Cross-Functional Collaboration

  1. How well are marketing, sales, and product teams aligned on messaging and execution?
  2. Do you feel your reps have what they need to tailor pitches to specific therapeutic areas or stakeholders?
  3. What challenges do you face when launching new products or entering new markets?
  4. How do you currently gather market intelligence from the field and feed it back into strategy?
  5. Where are the handoffs between teams or functions creating friction?

5. Rep Enablement and Onboarding

  1. What’s your current approach to onboarding new sales reps?
  2. How long does it typically take for a new hire to become fully productive?
  3. Are reps confident when discussing clinical or technical product details with HCPs or administrators?
  4. What kinds of training or content do your reps use before key meetings?
  5. Where do you see the most inconsistency in rep knowledge or readiness?

6. Competitive Pressure and Market Shifts

  1. How are your teams handling pricing pressure or generic competition in the market?
  2. What insights do you currently have into how competitors are positioning themselves?
  3. Have recent changes in healthcare regulations or procurement processes impacted your sales cycles?
  4. What trends in your market are you most focused on adapting to this year?
  5. If you could solve one sales execution challenge this quarter, what would it be?

How Pepsales AI Helps

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Pepsales AI helps healthcare sales teams ask the right questions, faster. It delivers intelligent, role-specific, and industry-aware discovery questions in real time, tailored to the sales context of each Pharma or MedTech deal.

What it delivers:

  • A library of proven questions per industry, persona, and product
  • Smart prompts that adapt to buyer role, objections, and deal stage
  • Embedded coaching and insights to guide stronger rep performance
  • Automation of discovery prep, so your team shows up informed and confident

Whether you’re leading a new market entry or coaching a growing sales team, Pepsales AI ensures every conversation starts sharp and uncovers the real opportunity, fast.

Ready to Equip Your Team for Smarter Sales Conversations?

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Uncover strategic insights, build stronger buyer trust, and close deals faster.

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