Posts under ‘Kraig's Experiences’

If you’ve a field voyage trip coming up with your boss and you’ve got your head in the game and you’ve taken care of the details that will make your boss comfortable on the trip, now you can get down to the business of how to handle the field tour plan.  (See Part 1 [...] Related posts:

1. Ask a Medical Sales Manager: ABC’s of Field Journey and Training (Part TWO of THREE) So, your boss calls and says she wants to field…
2. Ask a Clinical Sales Manager: ABC’s of Field Travel and Training (Part 1 of 3) Are you a seeker? When managers travel with new medical…
3. Ask a Clinical Sales Manager: How will my boss measure my success after my first 90 days as a pharmaceutical sales rep? Are you trying to break into lab sales?  We talk…

Listen to this conversation between 2 former medical sales managers Chris Norris (formerly with GE, CCS, Bayer) and Kraig McKee (formerly with Ventana Pharma, Transgenomic, Bayer/Chiron) chat about what to wear to the interview and how to think about it–for both men and women: Hear about how to buy a suit, all the details about [...] Related posts:

1. Want a Clinical laboratory Sales Career opportunity? Catch the Hiring Manager at the Right Moment You might think it’s counterproductive for me to recommend that…
2. Contact Medical Sales Managers In Person   To access the hidden career opportunity market and land the…
3. Laboratory Revenue Jobs: How To Find the Hiring Manager Looking for a medical sales career opportunity?  Unless you are an…

Listen to this conversation between two former medical revenue managers Chris Norris (formerly with GE, CCS, Bayer) and Kraig McKee (formerly with Ventana Pharma, Transgenomic, Bayer/Chiron) chat about what to wear to the interview and how to think about it–for both chaps and women: Hear about how to buy a suit, all the details about [...] Related posts:

1. Want a Medical Sales Job? Catch the Hiring Manager at the Right Moment You might think it’s counterproductive for me to recommend that…
2. Contact Medical Revenue Managers In Person   To access the hidden job market and land the…
3. Medical Sales Jobs: How To Discover the Hiring Manager Looking for a pharma sales job?  Unless you’re an…

So, your boss calls and says she wants to field travel with you in two weeks. Now what? As a clinical revenue rep, your boss will always be evaluating you, looking for how you handle issues and approach problems, and expecting constant improvement.  During the call is when you go into action. First, ask him/her [...] Related posts:

1. Ask a Clinical Sales Manager: ABC’s of Field Journey and Training (Part 1 of 3) Are you a seeker? When managers journey with new clinical…
2. Ask a Medical Sales Manager: How will my boss measure my success after my first 90 days as a medical revenue rep? Are you trying to break into laboratory sales?  We talk…
3. Ideas for Attracting the Attention of a Pharmaceutical Sales Manager If you’re in a career opportunity search, one of your biggest…

Everyone knows what their annual goal is, but how do you calculate how much you have to close each month if you missed your goal for the first 3 months of the year?  The Rule of 78 to the rescue. The Rule of 78 is used in the diagnostic industry to calculate how much new [...] Related posts:

1. Ask a Lab Sales Manager: How will my boss measure my success after my first Ninety days as a clinical laboratory revenue rep? Are you trying to break into clinical sales?  We talk…
2. Career opportunity Search Tips: How to Take Advantage of Holiday Networking The holidays are possibly THE perfect time to build your…
3. 80/20 Rule for Medical Sales Leaders Does the “80/20 Rule” have you by the tail as…

Are you trying to break into pharma sales?  We talk a lot about preparing for your pharmaceutical sales interview with a 30/60/90-Day Sales Plan.  A well-done plan is your blueprint for the first 3 months on the job–but what about after that?  How will your performance be assessed once you’re “on your own”?  Well, the [...] Related posts:

1. Medical Sales Jobs: How To Find the Hiring Manager Looking for a pharmaceutical sales career opportunity?  Unless you’re an…
2. Ideas for Attracting the Attention of a Clinical Sales Manager If you’re in a career opportunity search, one of your biggest…
3. Getting Started as a New Clinical Sales Rep: How Do I Handle My Co-Workers? Dear Clinical Sales Manager: I am a brand new laboratory…

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…

Tattoos and body piercings are extremely popular these days, and becoming more and more common.  Does that mean that it’s acceptable to let them be seen when you go to a  job interview?  In a word…no. 
Two laboratory sales managers, Chris Norris (Sales Manager formerly with GE, CCS, Bayer) and Kraig McKee (Sales Manager formerly with Ventana Clinical, [...] Related posts:

1. Norris & McKee on (Clinical Sales) Interview Attire… What to wear to the interview? Chris Norris (Sales Manager…
2. Norris and McKee (HealthCare Revenue Managers) Discuss Defining Performance Expectations Drop in on a conversation between TWO seasoned revenue managers…
3. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…

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…