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 MoreHow 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 MorePhysicians 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 MoreAlthough I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, and for the next eight years Boudreau did what we, as trainers, are called upon to do every day: demonstrate success, inspire success and cultivate success. Think of it as the triple play of sales training.
Read MoreOfficial website for Sally Bacchetta, award-winning freelance writer, instructional designer, and author.
