According to Peak Sales Recruiting, a sales recruiter with focus and subject matter expertise, there are certain characteristics or “DNA” to look for when trying to hire a top performer. In their white paper, Hire to Win, Recruiting Peak Performing Sales Reps, (September 2007), Peak Sales Recruiting identifies these “winning” attributes as: results-oriented, positive in […]

In last month’s pharmaceutical sales newsletter, noted sales and communications skills trainer Christie Sterns (www.trainingmakescents.com) discussed the complex and varied reasons that many physicians today are declaring themselves “no see” and, unofficially at least, off limits to pharmaceutical salespeople. To read part one, click here. This month, Sterns addresses the fundamental issue facing reps confronted […]

To effectively coach front line salespeople, pharmaceutical sales managers typically have to walk a tightrope between allowing reps to struggle and learn on their own and stepping in to ensure that key lessons about time and information management, interacting with physicians, and dealing with rejection get internalized to ensure ongoing improvement.
John O’Malley, president of the […]

Do you find that, despite frequently having great talks with physicians, your bottom line results just don’t measure up to expectations? The reason, suggests noted communication expert and author Marjorie Brody (www.brodypro.com), may lie hidden in that one keyword: “talks.” While pharmaceutical salespeople are generally gifted talkers, they’re not always so effective at listening, which […]

These days the pharmaceutical industry gets the blame for everything from the high cost of prescription drugs to contaminating the nation’s water supply, so it should come as little surprise that federal and state legislatures are now pursuing ways of regulating the interactions between pharmaceutical salespeople and medical professionals. The latest effort is the so-called […]

A cluttered mind will nip a lot of potential in the bud. So will an unfocused mind. The career-deadening power wrought by a combination of clutter and lack of focus is a power heretofore unknown in modern times, except perhaps for the power of a Reese’s peanut butter cup, which has the ability to send […]