Posts under ‘Kraig's Experiences’

Drop in on a conversation between TWO seasoned revenue managers in the medical/healthcare arena. They discuss why you’ve to set (define) expectations with a new sales hire. And then how to determine what to expect, how to communicate it and then how to revisit it for maximized performance and position satisfaction (for your big [...] Related posts:

1. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…
2. Sales Manager Gives (Audio) Insider Perspective on Hiring (GE/Bayer/Abbott background) I met Chris Norris 12 + years ago when I…
3. Should they stay or should they go? (The sales manager’s dilemma) Previously in my career, I was a Regional Sales Manager…

Thinking of transitioning one of your great technical people in to a selling role?  The odds for success are 10-15%.  Out of 10 technical people that make the transition, 1 or TWO will succeed. 
The worthwhile news is that if they survive, they often will be major producers in the organization.
 
Here are a few things they [...] Related posts:

1. New Pharma Products Client – why? referral – Thank You!! I love it when this happens. A candidate that I…
2. Oprah Endorses Pharmaceutical Tests as Life Savers…Medical Pharmaceutical Diagnostic Tests. Read all about this topic from the Dark Every day…This is…
3. Why you shouldn’t hire a pharma sales rep for your clinical sales job–or should you? Pharma reps have a mostly negative image to overcome when…

Previously in my career, I was a Regional Revenue Manager with Ciba-Corning Diagnostics. I originally was hired by Gilford Systems, a division of Ciba-Corning (a joint venture between Ciba Geigy and Corning Pharma). I was an Instrument Specialist selling a medical chemistry analyzer (The Express 550) in small-to-medium hospitals and labs. Gilford was combined with [...] Related posts:

1. How to Raise Your Visibility Within Your Organization It’s common for me to get questions from folks in…
2. Hiring Managers: 7 Signs You Should Run Screaming From A Recruiter… Using a recruiter to fill an open job on your…
3. The White Stuff 20 years experience Seasoned, mature rep ready for a…

20 years experience
Seasoned, aged rep willing for a new challenge. Do these resume summary lines sound familiar? You can’t turn on the television or radio without hearing how many people are unemployed or how difficult the position market is today. What you don’t hear too often is that some of the most vocal unsuccessful job seekers [...] Related posts:

1. How to Raise Your Visibility Within Your Organization [caption id="attachment_927" align="alignright" width="300" caption="Get noticed. Get promoted."][/caption] It’s…
2. Dear Entry-Level Pharmaceutical Sales Candidate, I just finished up searching for 4 specific positions where…
3. Should college students pay for internships to get into pharma sales? [caption id=”attachment_780″ align=”alignleft” width=”150″ caption=”medical, sales, recruiting, laboratory, hiring,…

It seems that every week someone in our office has a lengthy discussion with a high-performing Pharma rep, and the end of the discussion usually goes like this: “You have done extremely well in your career and have distinguished yourself among your peers. Unfortunately, our client doesn’t consider Pharma experience applicable to their job.” The response [...] Related posts:

1. Capital Equipment Sales: medical equipment, hospital equipment, etc. Today’s video explains capital equipment sales:  what it is, how…
2. Medical Device Sales career opportunity – Must have experience selling capital equipment into clinical environment…Read the career opportunity description. [caption id="attachment_626" align="alignleft" width="150" caption="hiring, sales, pharma, career opportunity, recruiter, medical laboratory,...
3. Company Car Allowance vs. Mileage vs. Company Car for Sales Reps in Pharmaceutical, Pharmaceutical or Healthcare…. One of my hiring managers (a client) wrote this (and…

The Rule of 78-As it applies to the reagent/consumable business sales goal attainment.
Before beginning this article, I Googled “The Rule of 78” and reviewed a few of the articles. All of the entries I read focused on using the rule as a means of calculating how much of your monthly payment goes towards interest [...] Related posts:

1. The 80/20 Rule The “80/20″ rule is very important in sales:  clinical sales,…
2. Selling Power: Great mag for laboratory sales managers and all pharmaceutical sales professionals Selling Power magazine delivers fantastic advice on creating revenue success -…
3. Company Car Allowance vs. Mileage vs. Company Car for Sales Reps in Clinical, Laboratory or Healthcare…. One of my hiring managers (a client) wrote this (and…

Dear recruiter,
i am looking for a job and would like for you to help me. I have done very well at my previous positions and think i could b a fine fit. You prolly deal with people like me all the time and know what I have to do to get a career opportunity.
Call [...] Related posts:

1. Big Brother lives (and he is in your neighborhood)…. So many times we hear that employers are tracking us…checking…
2. Comcast users —-may be missing something… Just a quick note to let you know that if…
3. Should employees notify their managers if a headhunter is in contact with them? There are many “anti poaching” strategies that companies are employing…

If you’ve been considered for a job with a new company in the last five years, you may have been asked to take a “Personality Assessment”. In my career, I have taken at least 5 of these assessments while employed with organizations as part of personal development. Caliper, Disc, Gallup, HBDI and [...]

If you have been considered for a career opportunity with a new company in the last five years, you may have been asked to take a “Personality Assessment”. In my career, I have taken at least 5 of these assessments while employed with organizations as part of personal development. Caliper, Disc, Gallup, HBDI and [...]