Mischele Hoffman is humble. With a background that includes 12 years in sales, two years administering a nonprofit organization for people with disabilities and a master's degree in health sciences, not to mention a highly successful year with Eisai Pharmaceuticals, it would be easy for her not to be. But Hoffman's patient-focused approach to selling and the match she's found in a company that also places a high value on patient advocacy has proved to be a good combination.
Mischele Hoffman is humble. With a background that includes 12 years in sales, two years administering a nonprofit organization forpeople with disabilities and amaster's degree in health sciences, not to mention a highly successful year with Eisai Pharmaceuticals, it would be easy for her not to be. But Hoffman's patient-focused approach to selling and the match she's found in a company that also places a high value on patient advocacy has proved to be a good combination.
In addition to staying on top of a four-week call cycle and preparing for her March wedding, Hoffman volunteers at an Alzheimer's care facility. (One of her products is an Alzheimer's medication.) Her experience there and as a former human services professional makes a difference. "My perspective is different," she said. "The true compassion for the patient coming out lends more credibility; it's not a hard sell."
She pointed out: "If we continually focus on just the numbers - you know, 'What's his favorite kind of chocolate?' - we lose sight of the real goal, and you have a tendency to get burned out with that approach."
And Hoffman wouldn't dream of it. "I know that I have a message to give them and it's important. And when I do finally get their time, I'm going to make it worth their while and mine. That's what keeps me going."
Hoffman's advice for new reps is to believe in their role as educator. "The best thing that you can bring to this job is a fresh, sincere approach," she said. "And a true belief in yourself and what you do."
The Weight-Loss Gold Rush: Legal and Regulatory Implications
July 11th 2024Jim Shehan, chair of the FDA Regulatory practice, Lowenstein Sandler, discusses how the FDA and other regulators likely to respond to the increased public interest and potential off-label use of GLP-1 drugs, what needs to be done for GLP-1s to be covered, advice for investors and financiers considering entering the weight-loss medication market and more.
Healthcare Marketing Strategies for Reaching Diverse Audiences
May 14th 2024Amanda Powers-Han, Chief Marketing Officer, Greater Than One, and Pharmaceutical Executive Editorial Advisory Board member, discusses how improved DE&I in healthcare marketing strategies can not only reach diverse audiences more effectively but also contribute to improved patient care outcomes, challenges faced in crafting culturally sensitive messages, and much more.