Posts under ‘For sales managers’

In the clinical laboratory service/sales arena, what are the training needs?  Should revenue training be provided for medical sales reps, or are labs better off hiring sales reps with experience?
In this interview with Peter Francis, President and Senior Trainer of Medical Pharmaceutical Sales Training out of Baltimore, Peter discusses: factors and issues surrounding hiring and/or training [...] Related posts:

1. When should you hire a Clinical Laboratory Revenue Manager? How many reps? Or what revenue? I was very lucky to connect with Peter Francis, President…
2. Clinical Pharmaceutical Sales Reps — When Should Your Pathology Hire One? Listen to this amazing audio with Peter Francis, President and…
3. Novartis (clinical massive) purchases clinical diagnostics laboratory: Can you say personalized medicine? Check out The Dark Daily’s report:  Novartis to Pay $470…

Does the “80/20 Rule” have you by the tail as a sales manager?  Are you managing “big down” or “bottom up?”  Through a quick exercise, learn how to identify if Pareto’s Principle is working for you…or you for it! In this short movie, Ron Fox shares techniques to get more out of your team, get [...] Related posts:

1. Over 200,000 Views on Clinical Revenue Headhunter Video YouTube Channel! I’m excited to announce that we’ve hit the 200,000-view…
2. Pathology Sales Recruiter Tops the List of Major 25 Online Recruiters I am thrilled to let you know that HR…
3. Sales Training Video: Are You Making This Laboratory Sales Mistake? Here’s an interesting story from Mace Horoff about a mistake…

I was very lucky to connect with Peter Francis, President and Senior Trainer of Clinical Pharmaceutical Sales Training Systems in Baltimore, at the last G2 LabCompete Conference.  Peter’s focus is on the clinical medical revenue force.  In a previous discussion, we talked about when it’s appropriate for a laboratory to begin hiring sales reps, [...] Related posts:

1. Clinical Laboratory Sales Reps — When Should Your Pathology Hire One? Listen to this excellent audio with Peter Francis, President and…
2. Innovative Sales and Marketing Ideas for Your Pathology If you’re interested in the latest sales and marketing strategies…
3. Novartis (clinical giant) purchases medical diagnostics laboratory: Can you say personalized medicine? Check out The Dark Every single day’s report:  Novartis to Pay $470…

Listen to this awesome audio with Peter Francis, President and Senior Trainer of Clinical Pathology Sales Training in Baltimore. I met Peter at the last G2 LabCompete Conference. (It’s also an territory for me to to underscore (1) what a terrific conference it was, and (2) what great networking opportunities conferences and trade [...] Related posts:

1. Innovative Sales and Product management Ideas for Your Lab If you’re interested in the latest sales and marketing strategies…
2. What are the most innovative trends and practices in clinical laboratory management? Discover out at the Executive War College 2010! It’s time….the biggest pathology event of the year is coming…
3. How Do Med Techs / Laboratory Employees Transition to Clinical Sales Career opportunities? Well, I guess the first question should be:  CAN med…

The 3rd annual G2 Reports LabCompete Sales and Product management Conference in Las Vegas was a success!
The Venetian is a very swanky facility with lots of amenities, and it was a great place for the conference.  Having said that, though, being in it feels a bit like being a rat in a maze.  It’s not set [...] Related posts:

1. The Laboratory Sales Headhunter’s Major 7 Posts of 2010 Can you believe it?  2010 is almost a memory!  Looking…
2. Case Study: Pathology Services Sales Force Expansion (on a budget) Sometimes, a recruiter is not just a recruiter. A recruiter…
3. No cost Coaching for Your Job Search from the Clinical Sales Recruiter! Are you in the job search for medical sales, pharma…

What’s the most important goal for a clinical sales manager?  Building a top-performing team.  To do that, you have to hire top-performing sales reps.
But, because sales managers have (usually) not been taught how to conduct a good interview, and often rely on instinct to identify a new hire, they can make mistakes.  The “hunter” they [...] Related posts:

1. Hiring Sales Reps? Honestly? It usually feels risky to hire someone.  You’re taking a…
2. 6 Tips for a Successful Medical Device Sales Career opportunity Interview Competition for jobs in pharma sales can be fierce.  Health…
3. Pharma Sales Managers: Hiring the Right Employee Could Be the Key to YOUR Career Success Hiring the right employee if you’re a sales…

It usually feels risky to hire someone.  You’re taking a chance that this particular sales rep can do the career opportunity that will help you keep your job. So what’s a smart medical sales manager to do?  Eliminate as much of the risk as possible.
Michael Mercer’s article, 3 Ways to Catch Sales Applicants Who Lie to [...] Related posts:

1. Laboratory Sales Managers: Hiring the Right Employee Could Be the Key to YOUR Career Success Hiring the right employee if you are a sales…
2. Skip HR and Contact the Hiring Manager Do you feel like you’re sending your resume down endless…
3. PHC Consulting: Recruiting Clinical and Health Care Sales and Marketing Talent PHC Consulting is an executive search firm that specializes…

Job interview scheduling is usually a straight-forward process for hiring managers, but occasionally there are snags like this one:
My client booked my female candidate on a 7am flight (planning to interview her that day) with a same-day return arriving back home at 1am.  The candidate was not happy for a couple of reasons—(1) that meant [...] Related posts:

1. What to Wear to the Clinical Revenue Job Interview: What Hiring Managers REALLY Expect Are you wavering over what to wear to your next…
2. Clinical Revenue Job Interview Tip: What To Do If You Got the Offer, But It’s Not From the Company You Wanted In this difficult medical sales job market, it’s not uncommon…
3. Medical Sales Interview Attire Survey Dear Pharmaceutical Sales Hiring Manager: At PHC Consulting, we want…

I’ve recently come across a great blog covering topics in pathology, healthcare IT, pharmaceutical information systems, and more:  Pathagility.
There’s a nice article on Social Media in Laboratory – Game Changer, that reinforces just how much social media is becoming a giant factor in such a wide variety of areas, in this case the pathology/laboratory field.  [...] Related posts:

1. Dark Every day Notes Technology Trends in HealthCare Data   Can’t live without your iPhone, Android, or Blackberry? …
2. What are the most innovative trends and practices in lab management? Find out at the Executive War College 2010! It’s time….the biggest laboratory event of the year is coming…
3. Why should I visit the Bio Careers blog? (guest post by Marina Enachi from BioCareers) Thanks to Peggy,…

Medical sales managers:  Do you know the secrets to reeling in top-level talent?
When HR can’t discover the hunters you need, do you know how to discover them yourself?
Eliot Burdett from Peak Sales Recruiting has a outstanding post on How to Hire Hunters for your sales team: Where to discover ‘em (since they’re not looking for you–they’re [...] Related posts:

1. LinkedIn Discussion for Sales Managers: What Do You Do When HR Can’t Find the Hunters You Need? I recently posted this question on LinkedIn: Sales Managers:  What…
2. Should you hire a career coach to role play some career opportunity interview queries? You know the drill for clinical sales career opportunity interviews:  research,…
3. Applying Valuable Sales Skills to Great Job Interviews Here’s an article from Mark Hunter with some more sales…