5 Best CRM for Medical Device & Healthcare Field Sales 

Selling medical devices or healthcare solutions is rarely straightforward. You’re not pitching to one person, but to an entire ecosystem (physicians who care about outcomes, administrators who need to watch budgets, and, compliance teams who check every single detail).  

So, a single deal can involve months of evaluation and pages upon pages of compliance documentation. Reps must track which physicians are using trial units, what stage each hospital or clinic is at in its procurement process, and which products are under post-market surveillance. 

A standard CRM tracks leads and opportunities, but medical device sales teams need more. They need a system that links accounts across hospitals and ties every sale to the right product and service data. 

A purpose-built CRM helps sales teams manage these dependencies easily. 

This article looks at the best CRMs that offer those capabilities — the ones built specifically for the complexity and accountability of healthcare and medical device sales. 

What makes a CRM for medical device and healthcare sales different?

As we saw, medical device and healthcare sales involves long processes and strict regulatory requirements. A CRM built for this environment handles these complexities in ways generic CRMs typically do not. 

They allow sales teams to map relationships across hospitals and physician networks, capturing not just accounts but the hierarchy and influence of each stakeholder. These CRMs track interactions with healthcare professionals, including demos, trials, and post-installation visits, while maintaining a full audit trail for compliance purposes. 

Provider data is often standardized using identifiers such as the NPI (National Provider Identifier), to make sure that each physician or facility is uniquely recognized. 

Medical device CRMs also connect sales activity with operational and clinical data. Reps can track which devices are installed, their service and maintenance schedules, and warranty status, giving both sales and service teams a unified view of each account. 

Finally, these platforms integrate with other enterprise systems like ERP, regulatory databases, and field service tools for smooth flow of data between the systems. 

In short, a CRM for medical devices helps manage relationships with healthcare practices (or physicians), regulatory requirements, and product information across a complex, regulated ecosystem. 

7 Key features to look for in a CRM for medical device & healthcare sales 

1. Account and relationship mapping 

Map complex relationships across hospitals, clinics, and physician networks, helping decision-makers and influencers to guide targeted sales strategies.

2. Regulatory compliance and documentation

Track every interaction, including demos, trials, and gifts, with audit-ready records. Incorporate NPI (National Provider Identifier) data to support reporting under regulations like the Sunshine Act and GDPR.  

3. Device tracking and base management 

Link opportunities to specific devices, tracking installation, maintenance, and warranty status to support both sales and post-sales service.

4. Integration with enterprise systems

Connect with ERP, regulatory, and field service platforms to maintain consistent data across sales, product, and compliance functions.

5. Sales and territory management

Organize accounts and territories, prioritize efforts, and monitor pipeline progress and rep activity in real time.

6. Analytics and insights 

Analyze trials, product usage, and physician engagement to understand demand and optimize strategies.

7. Mobile and field support

Provide reps with real-time access to account information, device data, and compliance logs while they are in the field. 

5 Best CRM Solutions for Medical Device & Healthcare Field Sales Teams 

1. LeadSquared Healthcare CRM

LeadSquared is a fully HIPAA-compliant CRM built to meet the needs of medical device manufacturers and healthcare sales teams. 

It provides robust tools to capture and track leads, manage appointments, and automate daily sales tasks. With its mobile app, your team can stay connected and productive in the field. Designed for scalability, it supports organizations of all sizes – ranging from small clinics to large hospital networks. Its comprehensive features cater to the unique needs of healthcare sales professionals. 

Pros: 

• Mobile-first design with offline capabilities, enabling field reps to access and update information on-the-go. 

• Geo-fencing and location tracking to monitor rep activities and optimize routes. 

• Automated day planners and task assignments to improve representatives’ productivity. 

• Integration with EHR/EMR systems like Epic and AthenaHealth for seamless data synchronization. 

• Robust analytics and reporting tools to track sales performance and other relevant KPIs. 

Cons: 

• Initial setup and customization may require time and technical expertise. 

• Pricing tiers might be on the higher side for smaller organizations. 

Pricing: 

• Pro: $60/user/month 
• Super: $100/user/month 
• Ultimate: Custom pricing for large enterprises

2. Salesforce Health Cloud 

Salesforce Health Cloud is a popular CRM tool for healthcare and medical device sales teams. It provides a clear view of all your accounts and can work directly with your inventory systems. Built on Salesforce’s reliable platform, it is scalable and compliant with industry standards. 

Pros: 

• 360-degree account view, integrating data from various sources for a holistic perspective. 

• Advanced sales forecasting tools to predict revenue and manage pipelines effectively. 

• Seamless integration with medical device inventory systems for real-time stock visibility. 

• Mobile accessibility, enabling sales teams to access information and update records on-the-go. 

• Customizable dashboards to track key performance indicators and sales metrics. 

One user shared that they found Salesforce’s platform to be extremely in-depth and liked the seamless integration with external applications. They also praised the responsiveness of the support team. 

Cons: 

• Complex setup and customization may require dedicated resources and time. 

• Pricing can be on the higher side, especially for smaller organizations. 

A user mentioned that the platform needs a lot of configuration and customization before it becomes fully functional. 

Pricing: 

• Essentials: $25/user/month 
• Professional: $75/user/month 
• Enterprise: $150/user/month 
• Developer: $300/user/month 

3. RepMove CRM

RepMove is a mobile-first CRM built for field sales teams in the medical device and healthcare industries. It helps sales reps plan their routes, manage provider relationships, and keep their data updated through the mobile app. The platform includes useful tools such as NPI lookup and the ability to link providers across multiple locations. 

Pros: 

• Mobile-first design optimized for field sales, ensuring reps can access and update data on-the-go. 

• Integrated NPI lookup allows for quick verification and addition of provider details directly within the app. 

• Route optimization features help plan efficient travel, maximizing the number of provider visits per day. 

• Real-time data synchronization ensures that all team members have up-to-date information, fostering collaboration. 

• Customizable reporting tools enable sales managers to track performance metrics and identify areas for improvement. 

According to a user, Repmove stands out because it provides all the tools an Account Manager might need in a single platform, including lead storage, route planning, visit tracking, and job logging. 

Cons: 

• Initial setup may require time to tailor the platform to specific organizational needs. 

• Advanced features might have a learning curve for users unfamiliar with mobile CRM tools. 

A user mentioned that starting out with the system can feel overwhelming because of all the features and where to find them. They found some of the reporting harder to grasp. 

Pricing: 

• Sales Pro: $19.99/user/month 
• Flex: $199/year/user 

4. Zoho CRM for Life Sciences

Zoho CRM for Life Sciences is a customizable CRM solution that can support engagement between medical sales representatives and healthcare professionals. It offers features like omnichannel communication and sales automation, helping reps collaborate effortlessly. 

Pros: 

• Omnichannel communication enables interaction via email, chat, SMS, telephony, and social media from within the CRM. 

• Sales automation streamlines repetitive tasks, allowing reps to focus on closing deals and customer support. 

• 360-degree customer view provides a comprehensive, up-to-date knowledge base of clients in one place. 

• Customization offers a flexible user interface to tailor the CRM to unique business needs. 

• Mobile accessibility ensures that sales teams can manage their activities anytime, anywhere. 

One user shared that the CRM’s search function is excellent, allowing them to find accounts quickly with minimal input. They appreciated the messaging tools, especially the safeguards against sending messages outside allowed times or duplicating texts. 

Cons: 

• Learning curve may be steep for users unfamiliar with CRM systems. 

• Customization can be time-consuming and may require technical expertise. 

A user mentioned that the service fell short when they needed to change their Super Admin after a medical emergency. They described a long, two-week back-and-forth, with responses delayed because they were not the listed admin. Although the issue was eventually resolved, the delay meant their team couldn’t use the platform effectively, and the implementation was already behind schedule. 

Pricing: 

• Standard: $12/user/month 
• Professional: $20/user/month 
• Enterprise: $35/user/month 
• Ultimate: $50/user/month 

5. Veeva CRM

Veeva Vault CRM is a life sciences-specific CRM platform that brings together sales, marketing, and medical teams on a single platform. It provides a 360-degree view of healthcare professionals (HCPs) and healthcare organizations (HCOs), facilitating compliant and personalized engagement across multiple channels. With AI-powered insights and robust offline capabilities, it supports field teams in managing complex sales cycles and strategic accounts effectively. 

Pros: 

• Field teams can engage HCPs through approved email, in-person meetings, and digital channels to maintain consistent communication. 

• AI-driven recommendations and voice control features help enhance productivity and the quality of engagement. 

• The platform allows strategic management of key accounts, with tailored plans and progress tracking across various specialties. 

• Sales, marketing, and medical data are unified in a single system, promoting collaboration and consistent information. 

A user mentioned that the platform is solid and highly configurable, making it well-suited for pharmaceutical sales. They noted that familiarity with Salesforce helps, and appreciated the iPad app, iRep, for being convenient and easy to use. 

Cons: 

• Initial setup and customization may require significant time and resources. 

• The subscription cost can be higher compared to other CRM solutions, especially for smaller organizations. 

A user mentioned that Veeva’s pricing across its different products can be confusing. They also noted limitations in virtual detailing and pointed out that the platform isn’t optimized for devices other than iPads. 

Pricing: 

• Pricing is subscription-based and varies depending on the number of users and specific modules required. 

Conclusion

Throughout this article, we explored several specialized CRMs for medical devices and healthcare sales teams, each with their own strengths and weaknesses. 

LeadSquared stands out as a solid choice for teams looking for a mobile-friendly, HIPAA-compliant CRM that combines robust workflow automation, location tracking, and analytics. It’s designed to help sales reps stay productive in the field while giving managers a clear view of territory performance and lead progression. 

If you’d like to see how it could work for your team, you can schedule a quick demo to experience LeadSquared in action. 

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