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Pharmaceutical Executive
February 1, 2012
Wilcox et al. |
Sales Force Survey: Still Too Much Business as Usual? In the global battle for market share, the ability to adapt and mobilize your human assets around a responsive commercial model is a key variable of success.   |
CRM
December 13, 2013
Rogers & Stein |
Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement. |
Pharmaceutical Executive
January 1, 2006
Davenport & Fisher |
Sales Force Survey Base pay is up and incentives are easier to earn as the pharmaceuticals industry tries to hang onto top performers and attract new talent. |
Pharmaceutical Executive
May 1, 2005 |
What Does It Take to be a Global Leader in Training An interview with Ed Yavuz, Wyeth's vice president of sales training and management development about the company's learning strategy, core curriculum for both reps and managers, and the relationship between training and retention of key employees. |
CRM
November 20, 2006
Dennis Costello |
Leveraging the Employee Life Cycle Retaining good sales reps is a constant challenge for businesses today. Here are four ways to stem sales force turnover. |
Pharmaceutical Executive
September 1, 2005
Nickum & Kelly |
Missing the Mark(et) Pharmaceutical companies spend billions on data. Sales reps crowd the waiting rooms. So why is the doctor out? |
Pharmaceutical Executive
January 1, 2009
Carrie Fisher |
Uneven Landscape The headlines are about layoffs, but some segments of pharma are still hiring. Pay, meanwhile, tightens. |
Pharmaceutical Executive
May 1, 2005
Rosenthal & Herman |
Nobody Does it Better Keeping district managers in the field is just one way to keep your sales force productive. |
Pharmaceutical Executive
January 1, 2007
Davenport et al. |
Sales Slip Even before Pfizer blinked, companies were asking, "What ails sales?" In this annual survey, 50-plus pharmas and biotechs answer the hard questions about reps' productivity, profitability, and what to do about it. |
Global Services
September 16, 2008
Allan Schweyer |
The Powerful Link Between Talent Management & Biz Performance Outsourcing works with talent; its a reality. But how does one ensure that customers talent-management systems and processes in outsourcing are properly administered and effectively supported to increase employee and business productivity and performance? |
Pharmaceutical Executive
July 1, 2005
Mark A. Stiffler |
Sales Management: Pay-for-Performance Incentive management helps align sales force strategy with pharmaceutical reps' compensation. |
Pharmaceutical Executive
October 1, 2005
Mike Iafolla & Steve Greco |
Under the Influence The number of influences that affect physicians' prescribing has increased and rep saturation has reached the tipping point, resulting in "customer fatigue." Companies must now take into account a plethora of influences when planning their sales and marketing efforts. |
Pharmaceutical Executive
January 1, 2013
Torsten Bernewitz |
The Force Behind Sales Forces Don't underestimate the importance of the first line manager. |
Entrepreneur
March 2004
Kimberly L. McCall |
Trump Card Could adopting a straight-commission system be a good bet for your business? |
Pharmaceutical Executive
March 1, 2006
Jeff Brady |
Sales Management: Spending Under Scrutiny Five states have already mandated that drug companies track, control, and report their marketing and sales spend directed at healthcare professionals, and many more states have legislation pending with distinct requirements. |
Pharmaceutical Executive
March 1, 2009
Brittany Agro |
The New Sales Force The arms race is over, and it's time to reinvent pharma sales. Here's what forward-looking companies are experimenting with, and how it's working. |
HBS Working Knowledge
March 1, 2004
Jonathan Byrnes |
Reconnect Sales Management to Profitability In many companies, top managers are frustrated because the sales process seems disconnected from corporate objectives. This presents a serious impediment to management's efforts to manage profitability effectively. |
CRM
May 28, 2015
Oren Smilansky |
LiveHive Releases Group-Email Features for Sales Organizations New email automation tools give sales teams a deeper understanding of prospects' engagement. |
Pharmaceutical Executive
February 1, 2006
Nappi & Rodgers |
Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps. |
HBS Working Knowledge
August 2, 2004
Jonathan Byrnes |
Account Management: Art or Science? The answer, not surprisingly, is that both aspects are important. But in many companies, the science of account management is neither well understood nor systematically applied. |
Pharmaceutical Executive
August 1, 2005 |
Backpage: Feet-on-the-Street Interview A new survey asked pharmaceutical reps how their job has been changing. One bit of good news: A few reps think it's easier to get past the receptionist's desk. |
Job Journal
February 19, 2006
Rich Heintz |
Sales or Service? A close look reveals the differences between "telemarketers" and "customer service representatives." Here are a few questions you may want to consider while pondering your job choice. |
Pharmaceutical Executive
May 1, 2005
Jennifer Juergens |
Recognize Reward Retain: The Three Rs of Performance Management A recent study affirms that incentive programs can boost performance up to 44% if conducted in ways that address all issues related to performance and human motivation. |
Pharmaceutical Executive
May 1, 2005
Manson & Katzenberg |
Unleash the Tablets In their rush to get tablet PCs into reps' hands, pharma companies can't forget one crucial step--training. |
Pharmaceutical Executive
May 1, 2011
Robert Neumann |
iDeal Tool of Sales Trade The sleek, portable iPad, coupled with customized apps, gives sales reps a leg up. |
Pharmaceutical Executive
November 1, 2006
Barricklow & Bandy |
Meetings: Before and After Maximize sales meetings by focusing on strong pre- and post-meeting initiatives. |
Pharmaceutical Executive
June 1, 2005
Ian Wilcox |
Raising Renaissance Managers The leaders of pharma lack vision because of the industry's practice of promoting specialists to top positions. Talent management strategies can reverse this trend and lead to greater success. |
Pharmaceutical Executive
November 1, 2005 |
Thought Leader: A Q&A with Steve Rauschkolb With new guidelines pressuring companies to demonstrate superior value, and an environment that will tolerate little else, pharma firms are looking toward innovation and technology to create better training methods. |
CRM
February 2014
Sarah Sluis |
Sales Management Tools and Trends to Watch How to transform selling through coaching, collaboration technology, and sales analytics. |
CRM
April 2015
Oren Smilansky |
Athenahealth Increases Engagement with Force Management's QStream Platform The learning-based gamification program teaches reps better sales techniques. |
Entrepreneur
May 2006
Barry Farber |
Star Qualities How can you make sure you shine in your customers' eyes? Adopt the top 5 traits clients say their favorite salespeople share. |
Entrepreneur
December 2004
Kimberly L. McCall |
Remote Control Allowing sales reps to work off-site definitely has its perks, but before you try it, be sure telecommuting makes sense for your business. |
Entrepreneur
January 2006
Kimberly L. McCall |
Surface Tension Give sales reps a break before their stress bubbles over. Here are tips from an expert to ensure your reps don't get frazzled. |
Entrepreneur
February 2007
Kimberly L. McCall |
How Healthy Are Your Sales? Give your sales a checkup by analyzing crucial data. |
Pharmaceutical Executive
October 1, 2006
Scott Hull |
Back to the Future? Some states want to block access to doctor-level prescribing data. And the AMA helps members keep prescription records away from sales reps. An "old timer" remembers how he sold before databases came along. |
Entrepreneur
March 2003
Kimberly L. McCall |
You're Dismissed Face it -- as a manager of sales reps or other employees, part of your job is relieving others of theirs. So when and how do you do it right? |
Registered Rep.
December 1, 2005
John Churchill |
UBS: You Against Us? According to rank-and-file reps surveyed, UBS brass did a lot of things right this year and can take a bow -- and then quickly straighten up and fix the rest of what reps say is still ailing the firm. |
HBS Working Knowledge
October 3, 2005
Jonathan Byrnes |
Use Best Practice to Fire Up your Sales Team The most powerful aspect of harnessing your own best practice is that your sales force will be very receptive to the improvements. Your own best practice is literally your own. |
Pharmaceutical Executive
June 1, 2007
Breitstein & Armstrong |
Fixing the Sales Model Pharma's new commercialization strategy is, uh, in the works. But what did you expect? Getting it right takes time. |
Insurance & Technology
February 19, 2004
Julie Gallagher |
Reducing Call Center Turnover LOMASelect Service Index identifies call center rep suitability and reduces turnover. |
Entrepreneur
April 2006
Kimberly L. McCall |
Break It Up If a customer calls to grouse about one of your sales reps, what should you do? Here are some ways to finesse this sticky situation. |
CRM
February 2015
Robert Wollan |
It's Time to Tear Up Your Sales Playbook Stay relevant in today's competitive market with these five tips. |
Pharmaceutical Executive
November 1, 2008
Tousi & Lee |
Making Sense of Sales The direct sales force is one of the largest costs for most pharma companies, but don't throw out sales force effectiveness with the sales force when cutting costs. Read on for some sure-fire strategies. |
Registered Rep.
October 1, 2006
Janet Arrowood |
Protect Your Clients, Protect Yourself If registered reps don't sell their clients life insurance, someone else will -- and that's a risk reps probably shouldn't take. At least, that's one conclusion that can be drawn from the results of two separate studies. |
On Wall Street
May 1, 2013
Todd Colbeck |
Ways to Keep Employees Engaged Managing staff isn't easy. People don t change and you can t change someone either before or after you ve hired them. |
CRM
November 24, 2015
Oren Smilansky |
Front Row Solutions Adds Sales Rep Mapping Tools to its Reporting System Geolocation features give sales managers greater visibility into sales rep activity -- where they are and what they're doing. |
Financial Advisor
August 2005
David J. Drucker |
An Uncommon Practice Management Guru What's so special about Joni Youngwirth? How about the career history and specialized training that make her the perfect advisor to reps, not to mention the passion she brings to her position, vice president of practice management. |
Pharmaceutical Executive
November 1, 2014 |
Sales Reps and the New Commercial Organization By rethinking the role of the sales rep and the new skills it demands, pharma companies can put themselves in a prime competitive position. |
CRM
November 2015
Oren Smilansky |
Embrace Formal Sales Coaching For sales leaders, guidelines are not always the preferred method, but they can have a big impact on the bottom line |
Pharmaceutical Executive
February 1, 2011
Stan Bernard |
Are You Trained to Compete and Win? With the impact of the sales rep in decline, it's time to beef up training for other pharma functions to fill the gap in a competitive marketplace |
