Posts under ‘For sales managers’

In the clinical lab service/sales arena, what are the training needs?  Should sales training be provided for pharma sales reps, or are labs better off hiring sales reps with experience?
In this interview with Peter Francis, President and Senior Trainer of Clinical Medical Sales Training out of Baltimore, Peter discusses: factors and issues surrounding hiring and/or training [...] Related posts:

1. When should you hire a Clinical Lab Sales Manager? How many reps? Or what sales? I was very lucky to connect with Peter Francis, President…
2. Clinical Pharma Sales Reps — When Should Your Pathology Hire One? Listen to this outstanding audio with Peter Francis, President and…
3. Novartis (clinical giant) purchases clinical diagnostics laboratory: Can you say personalized medicine? Check out The Dark Daily’s report:  Novartis to Pay $470…

Does the “80/20 Rule” have you by the tail as a revenue manager?  Are you managing “big down” or “bottom up?”  Through a quick exercise, learn how to identify if Pareto’s Principle is working for you…or you for it! In this short movie, Ron Fox shares techniques to get more out of your team, get [...] Related posts:

1. Over 2 hundred,000 Views on Clinical Sales Recruiter Episode YouTube Channel! I am excited to announce that we’ve hit the 200,000-view…
2. Clinical Sales Recruiter Tops the List of Top 25 Online Recruiters I am thrilled to let you know that HR…
3. Sales Training Video: Are You Making This Medical Sales Mistake? Here’s an interesting story from Mace Horoff about a mistake…

I was very lucky to connect with Peter Francis, President and Senior Trainer of Clinical Laboratory Sales Training Systems in Baltimore, at the last G2 LabCompete Conference.  Peter’s focus is on the medical medical sales force.  In a previous discussion, we talked about when it’s appropriate for a pathology to begin hiring revenue reps, [...] Related posts:

1. Medical Pharmaceutical Revenue Reps — When Should Your Laboratory Hire One? Listen to this outstanding audio with Peter Francis, President and…
2. Innovative Sales and Marketing Ideas for Your Lab If you’re interested in the latest revenue and product management strategies…
3. Novartis (clinical giant) purchases clinical diagnostics laboratory: Can you say personalized medicine? Check out The Dark Every single day’s report:  Novartis to Pay $470…

Listen to this outstanding audio with Peter Francis, President and Senior Trainer of Medical Medical Sales Training in Baltimore. I met Peter at the last G2 LabCompete Conference. (It’s also an opportunity for me to to underscore (1) what a terrific conference it was, and (2) what great networking opportunities conferences and trade [...] Related posts:

1. Innovative Sales and Product management Ideas for Your Pathology If you’re interested in the latest sales and marketing strategies…
2. What are the most innovative trends and practices in lab management? Find out at the Executive War College 2010! It’s time….the biggest clinical laboratory event of the year is coming…
3. How Do Med Techs / Lab Employees Transition to Pathology Sales Jobs? Well, I guess the first question should be:  CAN med…

The 3rd annual G2 Reports LabCompete Sales and Marketing Conference in Las Vegas was a success!
The Venetian is a very swanky facility with lots of amenities, and it was a great place for the conference.  Having said that, though, being in it feels a bit like being a rat in a maze.  It’s not set [...] Related posts:

1. The Clinical Sales Recruiter’s Leading 7 Posts of 2010 Can you believe it?  2010 is almost a memory!  Looking…
2. Case Study: Pathology Services Sales Force Expansion (on a budget) Sometimes, a recruiter is not just a recruiter. A recruiter…
3. Free Coaching for Your Position Search from the Pharmaceutical Sales Headhunter! Are you in the career opportunity search for clinical sales, clinical…

What’s the most important goal for a clinical sales manager?  Building a top-performing team.  To do that, you have to hire top-performing sales reps.
But, because sales managers have (usually) not been taught how to conduct a nice interview, and often rely on instinct to identify a new hire, they can make mistakes.  The “hunter” they [...] Related posts:

1. Hiring Sales Reps? Honestly? It usually feels risky to hire someone.  You’re taking a…
2. 6 Tips for a Successful Clinical Device Sales Career opportunity Interview Competition for career opportunities in medical sales can be fierce.  Health…
3. Pharma Sales Managers: Hiring the Right Employee Could Be the Key to YOUR Career Success Hiring the right employee if you are a revenue…

It usually feels risky to hire someone.  You’re taking a chance that this particular sales rep can do the job that will help you keep your job. So what’s a smart medical sales manager to do?  Eliminate as much of the risk as possible.
Michael Mercer’s article, THREE Ways to Catch Sales Applicants Who Lie to [...] Related posts:

1. Laboratory Revenue Managers: Hiring the Right Employee Could Be the Key to YOUR Career Success Hiring the right employee if you are a sales…
2. Skip HR and Contact the Hiring Manager Do you feel like you’re sending your RESUME down endless…
3. PHC Consulting: Recruiting Clinical laboratory and Health Care Sales and Marketing Talent PHC Consulting is an executive search firm that specializes…

Career opportunity interview scheduling is usually a straight-forward process for hiring managers, but occasionally there are snags like this one:
My client booked my female candidate on a 7am flight (planning to interview her that day) with a same-day return arriving back home at 1am.  The candidate was not happy for a couple of reasons—(1) that meant [...] Related posts:

1. What to Wear to the Clinical Sales Career opportunity Interview: What Hiring Managers REALLY Expect Are you wavering over what to wear to your next…
2. Clinical Sales Job Interview Tip: What To Do If You Got the Offer, But It’s Not From the Company You Wanted In this difficult pharmaceutical sales job market, it’s not uncommon…
3. Medical Sales Interview Attire Survey Dear Laboratory Sales Hiring Manager: At PHC Consulting, we want…

I’ve recently come across a great blog covering topics in clinical laboratory, healthcare IT, pathology information systems, and more:  Pathagility.
There’s a nice article on Social Media in Laboratory – Game Changer, that reinforces just how much social media is becoming a huge factor in such a wide variety of areas, in this case the pathology/laboratory field.  [...] Related posts:

1. Dark Every single day Notes Technology Trends in HealthCare Data   Can’t live without your iPhone, Android, or Blackberry? …
2. What are the most innovative trends and practices in medical laboratory management? Discover out at the Executive War College 2010! It’s time….the biggest pathology event of the year is coming…
3. Why should I visit the Bio Careers blog? (guest post by Marina Enachi from BioCareers) Thanks to Peggy,…

Medical revenue managers:  Do you know the secrets to reeling in top-level talent?
When HR can’t discover the hunters you need, do you know how to find Them yourself?
Eliot Burdett from Peak Sales Recruiting has a awesome post on How to Hire Hunters for your sales team: Where to discover them (since they’re not looking for you–they’re [...] Related posts:

1. LinkedIn Discussion for Sales Managers: What Do You Do When HR Can’t Discover the Hunters You Need? I recently posted this question on LinkedIn: Sales Managers:  What…
2. Should you hire a career coach to role play some job interview musings? You know the drill for medical sales position interviews:  research,…
3. Applying Nice Sales Skills to Great Job Interviews Here’s an article from Mark Hunter with some more revenue…