Posts under ‘For sales managers’

Does the “80/20 Rule” have you by the tail as a revenue 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 video, Ron Fox shares techniques to get more out of your team, get [...] Related posts:

1. Over 200,000 Views on Pharmaceutical Sales Recruiter Movie YouTube Channel! I am excited to announce that we’ve hit the 200,000-view…
2. Medical Revenue Recruiter Tops the List of Top 25 Online Recruiters I am thrilled to let you know that HR…
3. Sales 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 Medical Revenue Training Systems in Baltimore, at the last G2 LabCompete Conference.  Peter’s focus is on the medical pharmaceutical sales force.  In a previous discussion, we talked about when it’s appropriate for a clinical laboratory to begin hiring sales reps, [...] Related posts:

1. Clinical Clinical laboratory Sales Reps — When Should Your Laboratory Hire One? Listen to this outstanding audio with Peter Francis, President and…
2. Innovative Sales and Marketing Ideas for Your Pathology If you’re interested in the latest sales and marketing strategies…
3. Novartis (medical huge) 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 Laboratory 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 pathology management? Find out at the Executive War College 2010! It’s time….the biggest lab event of the year is coming…
3. How Do Med Techs / Lab Employees Transition to Pharma Sales Positions? Well, I guess the first question should be:  CAN med…

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 Recruiter’s Major 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 headhunter. A recruiter…
3. No cost Coaching for Your Career opportunity Search from the Pharma Sales Headhunter! Are you in the career opportunity search for clinical laboratory sales, medical…

The 3rd annual G2 Reports LabCompete Sales and Product management 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 Recruiter’s Leading 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. Free Coaching for Your Career opportunity Search from the Clinical Sales Recruiter! Are you in the job search for laboratory revenue, medical…

What’s the most important goal for a clinical sales manager?  Building a top-performing team.  To do that, you have to hire top-performing sales reps.
But, because revenue 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 Career opportunity Interview Competition for career opportunities in pharma sales can be fierce.  Health…
3. Medical Sales Managers: Hiring the Right Employee Could Be the Key to YOUR Career Success Hiring the right employee if you are a sales…

It usually feels risky to hire someone.  You’re taking a chance that this particular revenue rep can do the career opportunity that will help you keep your job. So what’s a smart pharmaceutical sales manager to do?  Eliminate as much of the risk as possible.
Michael Mercer’s article, 3 Ways to Catch Sales Applicants Who Lie to [...] Related posts:

1. Pharma Sales Managers: Hiring the Right Employee Could Be the Key to YOUR Career Success Hiring the right employee if you’re a sales…
2. Skip HR and Contact the Hiring Manager Do you feel like you’re sending your resume down endless…
3. PHC Consulting: Recruiting Pathology and Health Care Sales and Marketing Talent PHC Consulting is an executive search firm that specializes…

Job 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 Sales Position Interview: What Hiring Managers REALLY Expect Are you wavering over what to wear to your next…
2. Clinical Sales Career opportunity Interview Tip: What To Do If You Got the Offer, But It’s Not From the Company You Wanted In this difficult medical revenue job market, it’s not uncommon…
3. Medical Sales Interview Attire Survey Dear Medical Revenue Hiring Manager: At PHC Consulting, we want…

I’ve recently come across a great blog covering topics in pathology, healthcare IT, laboratory information systems, and more:  Pathagility.
There’s a good article on Social Media in Pathology – Game Changer, that reinforces just how much social media is becoming a massive 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 pathology management? Find out at the Executive War College 2010! It’s time….the biggest laboratory 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,…

Pathology sales managers:  Do you know the secrets to reeling in top-level talent?
When HR can’t find the hunters you need, do you know how to discover Them yourself?
Eliot Burdett from Peak Sales Recruiting has a awesome post on How to Hire Hunters for your revenue team: Where to discover them (since they’re not looking for you–they’re [...] Related posts:

1. 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…
2. Should you hire a career coach to role play some job interview queries? You know the drill for pharma revenue job interviews:  research,…
3. Applying Worthwhile Sales Skills to Great Career opportunity Interviews Here’s an article from Mark Hunter with some more sales…