Aesthetics Sales Enablement
Turning clinical credibility into pipeline
Selling into medical aesthetics means earning the trust of dermatologists, plastic surgeons, and med spa owners who judge every product on science, safety, and patient results. Here's how I've equipped aesthetics field teams to sell with that credibility — and close more business.
I led the sourcing, architecture and deployment of Highspot for over 200 aesthetics field users and earned >93% user adoption — giving reps one trusted place for the science, messaging, and practice-facing assets they need before every provider visit.
Aesthetics reps spend their days in practices, not classrooms, and they don't like to sit still for long. When I lead training for large groups, I get them moving, practicing provider and practice-manager conversations with peers, and making connections so information sticks and they have a support network in place after the event.
After the Highspot deployment, we took in rep feedback and used engagement genomics to continuously improve guidance, training materials, and asset searchability — so when a provider asks a tough question mid-visit, the right answer is easy to find.
Aesthetics sales leaders set the tone for how their reps show up in provider offices. Going beyond basic job responsibilities and aligning leadership roles to the consultative, provider-first behaviors we want helps identify skill gaps and drive the training needed to see real change. Real leadership is in the "being," not the "doing."
Seeing is believing: I love getting in the field to see whether aesthetics teams are implementing initiatives in real practice visits and feeling the changes in leadership behaviors. I loved seeing these post-it notes on an AE's dashboard after our leadership workshop!
Medical aesthetics is a fiercely competitive category, and every successful seller and leader in it has a true competitive spirit. Incorporating invigorating and surprising analogies into leadership retreats makes learning fun and effective!