Working as a surgical sales rep is a fast-paced and rewarding career. It’s about using both hard and soft skills simultaneously to build strong relationships as a salesperson, while having the technical knowledge to hold productive conversations in a surgery center.
Starting in the industry can feel like drinking from a firehose, but after 3-5 years working in and out of hospitals and surgery centers, the job begins to feel more second nature.
You’ve probably heard people say, “If you’re not growing, you’re falling behind,” so what is the next step? How does a rep truly stay on top of an ever-changing industry?
Jeff Struve has worked his entire career in medical device sales and now manages the Compression Solutions sales team. Throughout the years, he has made several career pivots to stay on top of industry changes.
“That’s the recurring question,” Struve says. “Are you keeping up with the trends?”
Below, Struve unpacks the biggest opportunities he sees in the market today…
1. Increased Emphasis on ASCs
One major change over the past five years is the shift from hospitals to ambulatory surgery centers (ASCs).
“Surgical reps are used to working in hospitals where they are beholden to Medicare,” says Struve. “More surgeries are moving to ASCs, where decision-making is often faster and operational efficiency is a top priority.”
ASCs prioritize cost savings, efficiency, and faster patient recovery. They’re more likely to have conversations with experienced reps who can help them meet these goals.
2. Diversifying Product Offerings
As more procedures move to outpatient settings, providers have less direct visibility into patient recovery once they leave the facility. This has increased attention on post-operative recovery protocols designed to support post-operative recovery protocols focusing on the reduction of complications, improvement of mobility, and support of pain management at home.
As a result, products that support recovery outside the hospital are becoming a larger part of the overall surgical continuum of care.
Portable DVT prevention devices and non-opioid pain management solutions are no longer viewed as “extras.” Instead, these products are becoming part of more recovery conversations.
This creates a unique opening for reps looking to expand their product portfolios while strengthening relationships with surgeons, surgery centers, and ASC administrators.
Further Reading: Proven Strategies for the Medical Device Industry.
3. Leaning into a Partnership Mindset
Medical devices are important, but Struve is quick to point out that there are dozens, if not hundreds, of device manufacturers competing for providers’ business.
The best way to stand out as a medical device rep is by positioning yourself as a partner — not just with devices, but with tools and insights to help providers create efficiencies and savings.
Compression Solutions provides medical billing services for its entire portfolio, which may reduce administrative paperwork and up-front device costs for facilities. Its 24/7 US-based product support and billing teams are standing by to assist providers and patients.
For reps, this means potentially reducing time spent on chasing paperwork, providing more time focused on building relationships and growing accounts.
By staying on top of recent trends and legislative changes, reps can also prove themselves as a valuable resource. One such development is the NOPAIN Act, which officially went into effect in 2025 to help increase access to opioid-free pain management solutions.
Further Reading: NOPAIN Act Billing Opportunities for Pain Pumps
How reps are “winning” with Compression Solutions
When you partner with Compression Solutions, you have access to a seasoned team with over 30 years of combined experience in durable medical equipment and medical billing.
Struve recently reflected on a few notable reps who are thriving in the field today:
- Turning relationships into product sales: Two different reps on the East Coast have built strong books of business with surgery centers performing endoscopies. They leveraged those relationships to possibly generate new income from DVT prevention devices.
- Expanding sales to new product lines: Another group in Texas had several reps and multiple facilities already purchasing DVT prevention devices. CSI recently helped them expand their DVT business into a pain pump franchise.
These examples reflect each rep’s unique market, relationships, experience, and business circumstances. Contact Compression Solutions to learn how CSI can support your individual growth opportunities.
The Future of Medical Sales
The medical device industry is always on the move.
As surgeries continue shifting toward outpatient settings, recovery solutions, operational efficiency, and patient outcomes are becoming increasingly important. Reps who position themselves as strategic partners are more likely to thrive long-term.
Compression Solutions helps reps do exactly that by combining innovative recovery products with operational support, reimbursement expertise, and a team built around helping partners grow.
Want more strategies to grow your DME business and diversify your portfolio?
Explore our guide with proven strategies for the medical device industry.
