New pharmaceutical sales representative usually look forward to training with a mix of anticipation and anxiety. It's exciting to begin a new journey. It's fun to meet new people. And it probably means that you're done with home study manuals and online tests. At the same time, it's natural to worry about being away from your family or not performing well at training.Read More
How many prescriptions did you lose today? If you didn't call on the nurse practitioners and physician assistants in your territory, you may have lost as many as 21. And your smartest competitors know exactly where to find them.Read More
Physicians and other healthcare providers have less time and more prescribing options than ever before. Studies show that as few as eight out of every 100 sales calls end with the physician meeting the rep and remembering what was said. How can you be one of those eight memorable reps?Read More
Who is on your sales team? Your territory partners, your sales trainer, hopefully your manager and other company personnel. Certainly your physicians. Their patients. Maybe even local managed care organizations.
What about pharmacists?Read More
It’s early January 2004. It’s a good day to be sitting in front of the fire. It’s a good day for hot soup and warm bread. It’s a good day to be a Green Bay Packers fan. The Packers are on the brink of their fourth NFC Championship playoff game in the last nine years. They have a three-point lead over the Philadelphia Eagles, who face an impossible fourth down and 26 yards on their own 28-yard line. Green Bay is just 72 seconds away from the NFC Championship game. All they have to do is hold Philadelphia to less than 26 yards. One play. That’s all.Read More
Performance and motivation are like chocolate and peanut butter; the combination is better than either one alone. You can be motivated without acting on it, and you can act without feeling motivated, but motivation feeds successful performance, which in turn generates increased motivation, which encourages performance, and so goes the cycle of our days. Until one day...Read More
I recently took my six-year-old neighbor Kristen with me to the garden store, and somewhere between a mouthful of birdseed and a pocketful of mulch, I was reminded of why I love being a regional trainer. I had mentally organized the trip much like I plan my sales calls, deciding in advance where to go and what to do in order to most efficiently accomplish the tasks on my list.Read More