Posts under ‘For sales managers’

80% of you won’t agree with this.  20% will:
100% – 20% = Failure for a clinical revenue rep
How can that be?
If you’re a field-based pharma sales, pharmaceutical sales, pharmaceutical device sales, or clinical sales rep, don’t you always have more tasks to accomplish than time to do ‘em?
Hello 80/20 rule!
Simply stated, the 80/20 rule [...] Related posts:

1. The 80/20 Rule Applied to the Sales Manager Role Rest in peace Joseph Juran.  Inventor of the 80/20 rule….
2. Improved Sales Performance for Clinical Sales I met Lance Cooper on Twitter.  He’s the President of…
3. Norris and McKee (HealthCare Sales Managers) Discuss Defining Performance Expectations Drop in on a conversation between 2 seasoned sales managers…

Rest in peace Joseph Juran.  Inventor of the 80/20 rule.
Your 80/20 rule saved many careers.
How can that be?
If you managed for any period of time and were an effective manager, you have used the 80/20 rule.
Simply stated, the 80/20 rule says that 80% of your results will come from 20% of your efforts.
If you’ve [...] Related posts:

1. Sales Managers, Sales Reps: Do you know the rule of 78? The Rule of 78-As it applies to the reagent/consumable…
2. Should they stay or should they go? (The sales manager’s dilemma) Previously in my career, I was a Regional Sales Manager…
3. Improved Revenue Performance for Medical Sales I met Lance Cooper on Twitter.  He’s the President of…

What to wear to the interview? Chris Norris (Sales Manager formerly with GE, CCS, Bayer) and Kraig McKee (Revenue Manager formerly with Ventana Pharmaceutical, Transgenomic, Bayer/Chiron) chat about what to wear to the interview and how to think about it: 2 medical sales managers chat about interview dress and other presence issues.
If you [...] Related posts:

1. Norris and McKee (HealthCare Sales Managers) Discuss Defining Performance Expectations Drop in on a conversation between TWO seasoned sales managers…
2. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…
3. Clinical Device/Surgical Sales Manager tells all….. I have known David Allen for a long time. I…

Mark Hunter has a great set of queries for you to ask your clinical laboratory, pharma, biotech, medical device, clinical diagnostics, imaging, medical laboratory, or clinical sales force to get them to think about the strengths and weaknesses of your sales process, the sales team,  and your reputation with customers and competitors that will improve your company’s [...] Related posts:

1. Who’s the most effective in clinical revenue force? Pfizer. I discovered a great article for you from www.pharmalive.com:  Pfizer…
2. Selling Yourself with Confidence as a Medical Revenue Rep Candidate Mark Hunter, “the Sales Hunter,” is an expert on increasing…
3. What questions will they ask in a medical sales interview? Interview preparation in any industry requires that you know what…

Drop in on a conversation between TWO seasoned sales managers in the medical/healthcare arena. They discuss why you’ve to set (define) expectations with a new sales hire. And then how to determine what to expect, how to communicate it and then how to revisit it for maximized performance and position satisfaction (for your big [...] Related posts:

1. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…
2. Sales Manager Gives (Audio) Insider Perspective on Hiring (GE/Bayer/Abbott background) I met Chris Norris 12 + years ago when I…
3. Should they stay or should they go? (The sales manager’s dilemma) Previously in my career, I was a Regional Sales Manager…

I asked Chris Norris to discuss with me the BEI, you’ve to listen to this!
It will really help you as you encounter these types of interviews (which are growing in popularity)
Chris is a commercial leader who has documented performance excellence in various capacities including Vice President of Sales, National Sales Director and General Manager. He brings [...] Related posts:

1. Revenue Manager Gives (Audio) Insider Perspective on Hiring (GE/Bayer/Abbott background) I met Chris Norris 12 + years ago when I…
2. How to Prepare for a Behavioral Career opportunity Interview in Pharmaceutical Sales A behavioral job interview is a popular interview tactic in…
3. Website Statistics for Roche, Abbott, Siemens, Beckman and me…. I thought you might discover these website visitor stats interesting……..

I have known David Allen for a long time. I tried to recruit him back about 9 years ago. Failed. But did win him as a client – so all was not lost. He’s a super manager with experience in Quest Diagnostics (medical services), Oncura (oncology therapy) and Urologix (oncology therapy). So I begged [...] Related posts:

1. Sales Manager Gives (Audio) Insider Perspective on Hiring (GE/Bayer/Abbott background) I met Chris Norris 12 + years ago when I…
2. Should you e-mail your 30/60/90-day revenue plan to the hiring manager? As a Pharma Sales Headhunter, I recommend to all my…
3. Send Your VP of Sales and Marketing a Thank You Note Many sales reps who spend time with upper-level people in…

Thinking of transitioning one of your great technical people in to a selling role?  The odds for success are 10-15%.  Out of 10 technical people that make the transition, 1 or 2 will succeed. 
The nice news is that if they survive, they often will be top producers in the organization.
 
Here are a few things they [...] Related posts:

1. New Pharmaceutical Products Client – why? referral – Thank You!! I love it when this happens. A candidate that I…
2. Oprah Endorses Pharmaceutical Tests as Life Savers…Medical Medical Diagnostic Tests. Read all about this topic from the Dark Every day…This is…
3. Why you shouldn’t hire a medical revenue rep for your medical sales position–or should you? Pharma reps have a mostly negative image to overcome when…

Revenue managers:  do you’ve an overwhelming number of applicants for your revenue position?  If you’ve got a stack of great resumes on your desk, what do you do?  You don’t have time to interview ‘em all, and it can seem like an impossible task to whittle the list down to a manageable number.  It isn’t.  [...] Related posts:

1. Are your career opportunity candidates taking other offers before you get through your hiring process? Hiring Manager Alert:  If you’ve a problem with candidates…
2. Career opportunity Searching for Entry-Level Candidates Cheezhead ran an article recently by bestselling author and speaker…
3. Hard to get Candidates to Relocate (relocation)? Due to Low Housing Prices? In better times, a standard relocation package included a house-hunting…

Sometimes, hiring medical revenue reps feels like a roll of the dice.  You hope you get a winner, but you’re never sure you will. 
In “Stop Hiring Poor-Performing Salespeople,”  Brian Jeffrey wrote about 3 specific pitfalls of hiring sales reps you should look out for, and that one way to avoid ‘em and improve your odds of [...] Related posts:

1. Assessment Tools for Hiring – DISC, Caliper, etc …for Clinical Sales Practice groups If you have been considered for a position with a…
2. Sales Managers: Worthwhile Sales Territories Are Created by Design I have known Bob for more than 10 years. I…
3. Using Assessment Tests As A Hiring Tool Part of every revenue manager’s job is to add to…