Posts under ‘For sales managers’

Dear Medical Revenue Hiring Manager:
At PHC Consulting, we want to help our candidates be as successful and confident as they can be when interviewing for a clinical sales position.  Part of that is outstanding interview prep, but part of it’s how they suit for the interview.  We have put together a survey so that [...] Related posts:

1. Typical Phone Interview Queries for Laboratory Sales Positions Phone interviews can be deceptively casual to some clinical sales…
2. The Secret to Standing Out in Your Pathology Sales Position Interview – Part V If you’ve been in the position search very long for…
3. 5 Mind boggling Questions to Ask In Your Pharma Revenue Career opportunity Interview Usually, the emphasis in job interview prep involves getting your…

“A” players demonstrate many strong competencies on a consistent and convincing basis. As a medical sales professional, having these items clearly in your mind is a great way to structure your performance, develop your resume, present your experience, and understand your own weaknesses. Some skills “A” players always demonstrate include: The capacity [...] Related posts:

1. What Are the Building Blocks For a Great Clinical Sales Career? Strengthening your career plan and developing strategies to reach…
2. 3 Sure-Fire Ways to Ace Your Medical laboratory Revenue Interview: Prep, Technique, and Follow Up There are so many details involved in a successful…
3. Don’t Sabatoge Your Job Search By Making This Critical Interview Mistake Just got off a coaching call with a candidate who…

Hiring the right employee if you are a sales manager or an owner can be the key to your career success. Hiring the right employees can create a great work environment. Choosing the right team and creating the right environment can have anything to do with building a great place to [...] Related posts:

1. Hiring Clinical Revenue Reps? First–Review Your Current Team Are you hiring revenue reps for clinical laboratory sales, laboratory sales,…
2. 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…
3. Nurses: Looking for a Career Change? Think About A Transition Into a Clinical Sales Career If you’re a nurse who is thinking about a…

By Guest Author Nancy Janzen
“If only they knew about ScheduleLabs!”
That thought and others crossed my mind while sitting in on Peggy McKee’s outstanding presentation at the Executive War College on Clinical and Laboratory Management http://www.executivewarcollege.com April 26-28th in New Orleans, LA. Her session entitled, “State of the Market for Clinical Technologists: Current Trends [...] Related posts:

1. Major 10 Reasons to Use PHC Consulting for Recruiting Major Revenue Talent! (OK, this is a rerun from August 2008, but I…
2. PHC Consulting: Recruiting Medical and Health Care Sales and Marketing Talent PHC Consulting is an executive search firm that specializes…
3. What are the most innovative trends and practices in pathology management? Discover out at the Executive War College 2010! It’s time….the biggest medical laboratory event of the year is coming…

The long decline of drug sales reps isn’t over.  According to an article in WSJ’s Health Blog, numbers are supposed to drop from a high of 102,000 in 2007 to 75,000 (or less) in the next few years.  It’s the result of a double-whammy for medical reps:  while companies are looking to slash costs in [...] Related posts:

1. Decline in Pharmaceutical Rep Numbers: Changing Practices of Doctors The news for pharma reps is not good. Big pharma…
2. Major 20 Medical laboratory Company Changes Over the Last 18 Months: How They Affect Pharma Sales Reps In 2008, these were the Major 20 medical companies: Big…
3. “I just got laid off by a large Pharmaceutical company and would like to interview for the analytical capital equipment sales job you’ve advertised”. It seems that every week someone in our office has…

I recently posted this question on LinkedIn:
Sales Managers:  What do you do when your HR group isn’t able to identify the hunters you need?
With the incredible costs due to unfilled jobs (customers going with the competition, RFPs not completed and generally missed sales opportunities), what do you (the sales manager) do to help [...] Related posts:

1. LinkedIn Discussion: What’s your opinion on the American Institute of Medical Sales Academy? Are you on LinkedIn?  If not, you should be.  Not…
2. Hiring Sales Reps? Why You Should Use a Strong Third-Party Recruiter At AACC, I had the pleasure of a long conversation…
3. CALCULATING THE COST OF A VACANT “COV” POSITION: A LIST OF THE POSSIBLE “COV” FACTORS by Dr. John Sullivan If an airline bought a new…

I recently posted this question on LinkedIn:
Sales Managers:  What do you do when your HR group isn’t able to identify the hunters you need?
With the incredible costs due to unfilled positions (customers going with the competition, RFPs not completed and generally missed sales opportunities), what do you (the revenue manager) do to help [...] Related posts:

1. LinkedIn Discussion: What’s your opinion on the American Institute of Pharmaceutical Revenue Academy? Are you on LinkedIn?  If not, you should be.  Not…
2. Hiring Sales Reps? Why You Should Use a Strong Third-Party Recruiter At AACC, I had the pleasure of a long conversation…
3. CALCULATING THE COST OF A VACANT “COV” POSITION: A LIST OF THE POSSIBLE “COV” FACTORS by Dr. John Sullivan If an airline bought a new…

It’s time….the biggest lab event of the year is coming up soon:  The Executive War College 2010 on Pharma and Pathology Management, April 27-28 in New Orleans.  Hosted by Robert Michel, editor of the Dark Report, the Executive War College is always a top-notch conference to network and learn the latest trends and best practices [...] Related posts:

1. Should college students pay for internships to get into pharma revenue? Internships can be tremendously valuable to college students looking…
2. Clinical Device Industry Job Market Trend for 2010 Hey, medical device sales reps: www.orthogate.com says that 55% of…
3. College Seniors Need a LinkedIn Profile Now If you’re a college senior, you’ll be a jobseeker soon. …

by Dr. John Sullivan
If an airline bought a new 747, and then let it sit for 2 months on the runway because they didn’t have a pilot, what would the cost be to the airline? In other words what is the cost of a vacant career opportunity?
Many firms calculate the cost of a hire, and some [...] Related posts:

1. Company Car Allowance vs. Mileage vs. Company Car for Revenue Reps in Pathology, Pharma or Healthcare…. One of my hiring managers (a client) wrote this (and…
2. Hiring Pharmaceutical Revenue Reps? First–Review Your Current Team Are you hiring sales reps for clinical revenue, clinical laboratory sales,…
3. Use a 30-60-90-day plan to secure a medical sales career opportunity! I got a thank you note recently from a candidate who just landed a…

PHC Consulting is an executive search firm that specializes in finding major sales, revenue management, technical support and product management talent for the clinical and healthcare industries.  We specialize in lab, pathology device, healthcare IT, health care and hospital administration, and health care supply.  Our clients include companies that are on the Fortune 5, Fifty, and [...] Related posts:

1. Big 10 Reasons to Use PHC Consulting for Recruiting Top Sales Talent! (OK, this is a rerun from August 2008, but I…
2. PHC Consulting Celebrates Ten Years of Pharmaceutical Sales Recruiting!!! May 2009 marks the 10th Anniversary of PHC Consulting!  What started…
3. Top 10 Books for Pharma and Health Care Sales Reps All lab sales reps should keep up with their reading,…