Posts under ‘For sales managers’

Sometimes, a recruiter is not just a recruiter. A headhunter can often offer a fresh perspective on problems or issues that affect your sales force and your bottom line, and can help you rethink it to get you to the solution you need to achieve your business goals. For example, I recently helped [...] Related posts:

1. Clinical laboratory Services Revenue Expansion Example: Case Study How a strategic sales headhunter can help you meet your…
2. Who’s the most effective in laboratory sales force? Pfizer. I discovered a great article for you from www.pharmalive.com:  Pfizer…
3. Musings to Ask Your Clinical or Healthcare Sales Force Mark Hunter has a great set of queries for you…

80% of you won’t agree with this.  20% will:
100% – 20% = Failure for a laboratory sales rep
How can that be?
If you are a field-based clinical revenue, medical sales, medical laboratory device sales, or clinical sales rep, don’t you always have more tasks to accomplish than time to do them?
Hello 80/20 rule!
Simply stated, the 80/20 rule [...] Related posts:

1. The 80/20 Rule Applied to the Revenue Manager Role Rest in peace Joseph Juran.  Inventor of the 80/20 rule….
2. Improved Sales Performance for Pharma Sales I met Lance Cooper on Twitter.  He’s the President of…
3. Norris and McKee (HealthCare Sales Managers) Discuss Defining Performance Expectations Drop in on a conversation between 2 seasoned sales managers…

Rest in peace Joseph Juran.  Inventor of the 80/20 rule.
Your 80/20 rule saved many careers.
How can that be?
If you managed for any period of time and were an effective manager, you have used the 80/20 rule.
Simply stated, the 80/20 rule says that 80% of your results will come from 20% of your efforts.
If you have [...] Related posts:

1. Sales Managers, Sales Reps: Do you know the rule of 78? The Rule of 78-As it applies to the reagent/consumable…
2. Should they stay or should they go? (The sales manager’s dilemma) Previously in my career, I was a Regional Revenue Manager…
3. Improved Revenue Performance for Medical Sales I met Lance Cooper on Twitter.  He’s the President of…

What to wear to the interview? Chris Norris (Sales Manager formerly with GE, CCS, Bayer) and Kraig McKee (Sales Manager formerly with Ventana Medical, Transgenomic, Bayer/Chiron) chat about what to wear to the interview and how to think about it: 2 medical revenue managers chat about interview costume and other presence issues.
If you [...] Related posts:

1. Norris and McKee (HealthCare Sales Managers) Discuss Defining Performance Expectations Drop in on a conversation between 2 seasoned sales managers…
2. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…
3. Clinical Device/Surgical Sales Manager tells all….. I have known David Allen for a long time. I…

Mark Hunter has a great set of musings for you to ask your clinical, pharmaceutical, biotech, pharma device, clinical diagnostics, imaging, pathology, or clinical sales force to get them to think about the strengths and weaknesses of your sales process, the sales team,  and your reputation with customers and competitors that will improve your company’s [...] Related posts:

1. Who’s the most effective in pharmaceutical revenue force? Pfizer. I found a great article for you from www.pharmalive.com:  Pfizer…
2. Selling Yourself with Confidence as a Clinical Sales Rep Candidate Mark Hunter, “the Revenue Hunter,” is an expert on increasing…
3. What questions will they ask in a pharma revenue interview? Interview preparation in any industry requires that you know what…

Drop in on a conversation between 2 seasoned sales managers in the medical/healthcare arena. They discuss why you’ve to set (define) expectations with a new sales hire. And then how to determine what to expect, how to communicate it and then how to revisit it for maximized performance and career opportunity satisfaction (for your major [...] Related posts:

1. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…
2. Revenue Manager Gives (Audio) Insider Perspective on Hiring (GE/Bayer/Abbott background) I met Chris Norris 12 + years ago when I…
3. Should they stay or should they go? (The sales manager’s dilemma) Previously in my career, I was a Regional Sales Manager…

I asked Chris Norris to discuss with me the BEI, you have to listen to this!
It will really help you as you encounter those types of interviews (which are growing in popularity)
Chris is a commercial leader who has documented performance excellence in various capacities including Vice President of Sales, National Sales Director and General Manager. He brings [...] Related posts:

1. Sales Manager Gives (Audio) Insider Perspective on Hiring (GE/Bayer/Abbott background) I met Chris Norris 12 + years ago when I…
2. How to Prepare for a Behavioral Career opportunity Interview in Clinical Sales A behavioral job interview is a popular interview tactic in…
3. Web site Statistics for Roche, Abbott, Siemens, Beckman and me…. I thought you might find these web site visitor stats interesting……..

I have known David Allen for a long time. I tried to recruit him back about 9 years ago. Failed. But did win him as a client – so all was not lost. He is a super manager with experience in Quest Diagnostics (clinical services), Oncura (oncology therapy) and Urologix (oncology therapy). So I begged [...] Related posts:

1. Revenue Manager Gives (Audio) Insider Perspective on Hiring (GE/Bayer/Abbott background) I met Chris Norris 12 + years ago when I…
2. Should you e-mail your 30/60/90-day revenue plan to the hiring manager? As a Pharmaceutical Sales Recruiter, I recommend to all my…
3. Send Your VP of Revenue and Marketing a Thank You Note Many sales reps who spend time with upper-level people in…

Thinking of transitioning one of your great technical people in to a selling role?  The odds for success are 10-15%.  Out of Ten technical people that make the transition, 1 or 2 will succeed. 
The good news is that if they survive, they often will be top producers in the organization.
 
Here are a few things they [...] Related posts:

1. New Pharmaceutical Products Client – why? referral – Thank You!! I love it when this happens. A candidate that I…
2. Oprah Endorses Pharmaceutical Tests as Life Savers…Pathology Diagnostic Tests. Read all about this topic from the Dark Daily…This is…
3. Why you shouldn’t hire a pathology revenue rep for your clinical sales job–or should you? Medical reps have a mostly negative image to overcome when…

Sales managers:  do you’ve an overwhelming number of applicants for your sales career opportunity?  If you’ve got a stack of great resumes on your desk, what do you do?  You don’t have time to interview Them all, and it can seem like an impossible task to whittle the list down to a manageable number.  It isn’t.  [...] Related posts:

1. Are your job candidates taking other offers before you get through your hiring process? Hiring Manager Alert:  If you’ve a problem with candidates…
2. Job Searching for Entry-Level Candidates Cheezhead ran an article recently by bestselling author and speaker…
3. Hard to get Candidates to Relocate (relocation)? Due to Low Housing Prices? In better times, a standard relocation package included a house-hunting…