Successful Sales Management - Pharmaceutical Executive

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Successful Sales Management

Case Study: Science-Based Selling

May 1, 2005

The relaunch team focused on clinical differentiation to drive business with science.

Out to Lunch?

May 1, 2005

It's twelve o'clock—do you know where your reps are? According to research from Health Strategies Group, lunches provide one of the few opportunities in today's short-call environment for sit-down discussions with doctors. The average length of a lunch is 13 minutes, with an average of three physicians per meeting.

Nobody Does it Better

May 1, 2005

If you work for a company that isn't interested in increasing sales across your portfolio, don't read this article. Otherwise, you'll learn that your district managers (DM) are the keys to doing just that. DMs select and hire new sales reps, guide product knowledge, develop selling skills, provide feedback, and take action to turn around or terminate poor performers. The average industry DM is responsible for generating tens of millions of dollars in sales through his or her teams. But, only 45 percent of industry DMs achieve their sales goals. Companies that succeed in raising the overall effectiveness of their DMs will create sustainable competitive advantage.

Superstar Selection

May 1, 2005

"You're fired!" It's a simple phrase that everyone is using, and it's put Donald Trump back into the spotlight. However, the most important statement you will ever make as a manager is "you're hired." With all the pressures of the job and the limited time you have for interviewing, it is easy to rush through this process to fill a slot. Stop yourself—hiring a good person is one of the most important decisions you will make as a manager.

Professional Persuasion:101

May 1, 2005

The sales aid or detail piece tells the features and benefits about the product. The important marketing points are in bold print.

Unleash the Tablets

May 1, 2005

Some reps take to tablet PCs like ducks to water, while others wait for them to become the gold standard. Good training can put everyone on the same page.

What Does It Take to be a Global Leader in Training

May 1, 2005

Our goal is competency-based training that has a solid business need, sound instructional design based on adult-learning principles, and metrics that can capture, evaluate, and track what we do. We want a blended-learning approach that can be delivered over the Web, on CD-ROM, or on paper.

Recognize Reward Retain: The Three Rs of Performance Management

May 1, 2005

Employees are most attracted to products they might feel guilty about buying for themselves, but when they have points to redeem, they feel fine about splurging.

How to Keep Out of Regulatory Quicksand

May 1, 2005

OIG now requires corporate marketing departments and field sales reps to not only document how they promote products, but to also—for the first time—demonstrate the "intent" of marketing activities.

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