Author | Rayna Herman

Articles

Basic Training: Trends in Learning & Development Departments

February 01, 2008

Pharmaceutical Executive

Article

Can pharma take its talent-and its earning potential-to the next level with employee education?

Nobody Does it Better

May 01, 2005

Pharmaceutical Executive

Article

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.