Teamwork works

November 1, 2002

Pharmaceutical Representative

Megan Camp, a two-year rep with New York-based Forest Laboratories, credits much of her success to teamwork.

Megan Camp, a two-year rep with New York-based Forest Laboratories, credits much of her success to teamwork. Camp and her partner, Jake Knee, have won many teamwork and sales awards, including ranking first in the nation in Forest's President's Club. How did they make teamwork work for them? Camp admits it wasn't always easy. "It took a while, because we have an age difference, and you know, the male-female thing. You have to really try to get along and work with each other." Now, Camp says she and Knee turn their differences to their advantage. "We've found ways to use each team member's unique strengths to help improve the sales message. I may click with some physicians and my partner may click with others, so we try to maximize that."

While making the most of their individuality, Camp and Knee work to stand out as a team in the eyes of customers, often by tapping into their creativity. Said Camp, "We wanted to set ourselves apart so that when they saw us, they equated us with the same company. We did a silly Christmas card last year where we had our picture taken with our cats. A lot of reps have pictures taken with their families, and we did something a little different. They enjoyed that."

Another teamwork secret Camp shared is communication in territory management. "This job can be very individualized, but when working as a team member, you have to make sure you communicate consistently. ... We would sit down and go through our call panel periodically, and we'd talk about every physician and say, where are we with this doctor?"

So what happens when the team changes? In the last six months, Camp and Knee have gained two partners. She noted, "A lot of teams work really well together, and then they add another element and that can be difficult, but we made sure that we included [the new team member] right away." For Camp, both change and teamwork are what you make of them.

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