Posts under ‘For sales managers’

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

1. When should you hire a Medical Laboratory Revenue Manager? How many reps? Or what sales? I was very lucky to connect with Peter Francis, President…
2. Clinical Clinical laboratory Sales Reps — When Should Your Pathology Hire One? Listen to this outstanding audio with Peter Francis, President and…
3. Novartis (laboratory giant) purchases medical 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 “top 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 scene, Ron Fox shares techniques to get more out of your team, get [...] Related posts:

1. Over 200,000 Views on Laboratory Revenue Recruiter Video YouTube Channel! I am excited to announce that we’ve hit the 2 hundred,000-view…
2. Medical Revenue Recruiter Tops the List of Leading 25 Online Recruiters I am thrilled to let you know that HR…
3. Revenue Training Video: Are You Making This Pharma Revenue 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 laboratory revenue force.  In a previous discussion, we talked about when it’s appropriate for a pathology to begin hiring sales reps, [...] Related posts:

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

Listen to this fantastic audio with Peter Francis, President and Senior Trainer of Clinical Medical Sales Training in Baltimore. I met Peter at the last G2 LabCompete Conference. (It’s also an opportunity 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 Marketing Ideas for Your Laboratory If you’re interested in the latest sales and marketing strategies…
2. What are the most innovative trends and practices in laboratory management? Find out at the Executive War College 2010! It’s time….the biggest pathology event of the year is coming…
3. How Do Med Techs / Pathology Employees Transition to Pharmaceutical Sales Jobs? Well, I guess the first question should be:  CAN med…

The 3rd annual G2 Reports LabCompete Revenue and Marketing 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 told that, though, being in it feels a bit like being a rat in a maze.  It’s not set [...] Related posts:

1. The Pharmaceutical Revenue Recruiter’s Top 7 Posts of 2010 Can you believe it?  2010 is almost a memory!  Looking…
2. Case Study: Lab Services Revenue 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 Medical Sales Recruiter! Are you in the job search for clinical sales, laboratory…

The 3rd annual G2 Reports LabCompete Sales and Marketing 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 Medical Sales Headhunter’s Big 7 Posts of 2010 Can you believe it?  2010 is almost a memory!  Looking…
2. Case Study: Laboratory Services Sales Force Expansion (on a budget) Sometimes, a recruiter is not just a recruiter. A recruiter…
3. Free Coaching for Your Position Search from the Pharma Sales Headhunter! Are you in the job search for laboratory sales, medical…

What’s the most important goal for a medical sales manager?  Building a top-performing team.  To do that, you need to hire top-performing sales reps.
But, because sales managers have (usually) not been taught how to conduct a nice 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 Pharmaceutical Device Sales Job Interview Competition for positions in clinical sales can be fierce.  Health…
3. Pharmaceutical Revenue 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 job that will help you keep your job. So what’s a smart pharma revenue manager to do?  Eliminate as much of the risk as possible.
Michael Mercer’s article, THREE Ways to Catch Sales Applicants Who Lie to [...] Related posts:

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

Career opportunity 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 Pharma 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 clinical sales job market, it’s not uncommon…
3. Medical Revenue Interview Attire Survey Dear Clinical Revenue Hiring Manager: At PHC Consulting, we want…

I’ve recently come across a great blog covering topics in medical laboratory, healthcare IT, laboratory information systems, and more:  Pathagility.
There’s a fine article on Social Media in Pathology – 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 single 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 laboratory management? Find out at the Executive War College 2010! It’s time….the biggest lab 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,…