Articles by Rick Rosenthal - Pharmaceutical Executive

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Articles by Rick Rosenthal

Nobody Does it Better

Keeping district managers in the field is just one way to keep your sales force productive. by Rick Rosenthal and Rayna Herman .
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.

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