Posts under ‘Sales Advice’

So, your boss calls and says she wants to field travel with you in 2 weeks. Now what? As a clinical sales 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 Medical Sales Manager: ABC’s of Field Voyage and Training (Part 1 of 3) Are you a seeker? When managers journey with new pharmaceutical…
2. Ask a Clinical Sales Manager: How will my boss measure my success after my first Ninety days as a clinical sales rep? Are you trying to break into clinical sales?  We talk…
3. Ideas for Attracting the Attention of a Pharmaceutical Revenue Manager If you’re in a job 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 Medical Sales Manager: How will my boss measure my success after my first Ninety days as a pathology sales rep? Are you trying to break into pharmaceutical revenue?  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 a seeker? When managers tour with new laboratory sales reps, their focus is not just on what they know.  They’re trying to help identify what you have to be successful and point you in that direction, and evaluating how you take charge on your own of pursuing the information and the resources you [...] Related posts:

1. Ask a Clinical Revenue Manager: How will my boss measure my success after my first 90 days as a medical laboratory revenue rep? Are you trying to break into laboratory revenue?  We talk…
2. Want a Laboratory Revenue Job? Catch the Hiring Manager at the Right Moment You might think it’s counterproductive for me to recommend that…
3. Medical Sales Jobs: How To Find the Hiring Manager Looking for a medical sales job?  Unless you’re an…

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

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

What are your goals for 2012?  To be the big performing clinical laboratory device rep in your company?  To land the pharmaceutical revenue job you want?  A major part of how I achieve my goals (when I was a medical revenue rep and now as a clinical sales recruiting business owner) is that I actively visualize [...] Related posts:

1. Steve Career opportunities Offers a Powerful Lesson for Your Work and Your Job Search I bet that right now you have somewhere in your…
2. Job Search Tips: How to Take Advantage of Holiday Networking The holidays are possibly THE flawless time to build your…
3. Job Interview Questions and Answers for Clinical Sales: What You got to Prove In the Interview If you’ve been in the job market very long, you…

What are your goals for 2012?  To be the major performing medical device rep in your company?  To land the clinical sales job you want?  A major part of how I achieve my goals (when I was a laboratory revenue rep and now as a pharmaceutical sales recruiting business owner) is that I actively visualize [...] Related posts:

1. Steve Career opportunities Offers a Powerful Lesson for Your Work and Your Job Search I bet that right now you have somewhere in your…
2. Career opportunity Search Tips: How to Take Advantage of Holiday Networking The holidays are possibly THE perfect time to build your…
3. Position Interview Questions and Answers for Pharma Sales: What You have to Prove In the Interview If you’ve been in the career opportunity market very long, you…

Today I’m bringing you a tip that does double duty:  check out Mark Hunter‘s article 3 Ways to Stop Being Afraid of Closing. Mark is an excellent source for revenue tips, but this one is also great advice for job seekers–because the career opportunity search is a sales process and that means you’ve to close [...] Related posts:

1. Job Interview Questions and Answers for Clinical Sales: What You have to Prove In the Interview If you’ve been in the job market very long, you…
2. Boost Your Medical Sales Performance   Sharpen your sales skills! In the movie below, I’m…
3. Maximize Your Business Using Sales Analytics   Many clinical revenue managers and reps don’t know much…

Dear Medical Sales Manager: I am a brand new clinical laboratory device sales rep.  I’m just starting to meet everyone in the company, and I’ve been warned about office politics, and wanna make sure I get off on the right foot.  Got any advice? Dear Pharma Sales Rep— The biggest thing I want you [...] Related posts:

1. Getting Started as a New Clinical Sales Rep: How to Handle the Details Dear Medical Revenue Manager: I’m thrilled to report that I…
2. Boost Your Medical Sales Performance   Sharpen your revenue skills! In the movie scene below, I’m…
3. Extreme Networking for Clinical Sales!   Making the right contacts, or networking, is critical to…

Dear Pharmaceutical Sales Manager: I’m thrilled to report that I landed the job (and I used a 30/60/90-Day Plan to do it–my manager said that’s what put me over the major) but now I’m starting to get overwhelmed with all of the details I’ve have to take care of just to get started.  There’s a [...] Related posts:

1. Medical Sales Summit 2001 Coming October 25th! The Pharmaceutical Sales Summit 2011 is a go! It’s been…
2. Boost Your Pharmaceutical Sales Performance   Sharpen your sales skills! In the clip below, I’m…
3. Maximize Your Business Using Sales Analytics   Many clinical sales managers and reps don’t know much…

Dear Clinical Sales Manager: I’m thrilled to report that I landed the career opportunity (and I used a 30/60/90-Day Plan to do it–my manager told that’s what put me over the major) but now I’m starting to get overwhelmed with all of the details I’ve have to take care of just to get started.  There’s a [...] Related posts:

1. Clinical Sales Summit 2001 Coming October 25th! The Pharma Sales Summit 2011 is a go! It’s been…
2. Boost Your Pharmaceutical Sales Performance   Sharpen your sales skills! In the episode below, I’m…
3. Maximize Your Business Using Sales Analytics   Many medical sales managers and reps don’t know much…