Posts under ‘Kraig's Experiences’

If you have a field travel tour coming up with your boss and you’ve got your head in the game and you’ve taken care of the details that will make your boss comfortable on the trip, now you can get down to the business of how to handle the field travel plan.  (See Part 1 [...] Related posts:

1. Ask a Clinical Sales Manager: ABC’s of Field Journey and Training (Part 2 of 3) So, your boss calls and says she wants to field…
2. 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 clinical…
3. Ask a Pharmaceutical Sales Manager: How will my boss measure my success after my first Ninety days as a laboratory sales rep? Are you trying to break into clinical sales?  We talk…

Listen to this conversation between 2 former medical sales managers Chris Norris (formerly with GE, CCS, Bayer) and Kraig McKee (formerly with Ventana Medical, Transgenomic, Bayer/Chiron) chat about what to wear to the interview and how to think about it–for both men and women: Hear about how to buy a dress, all the details about [...] Related posts:

1. Want a Pharma Sales Position? Catch the Hiring Manager at the Right Moment You might think it’s counterproductive for me to recommend that…
2. Contact Lab Sales Managers In Person   To access the hidden career opportunity market and land the…
3. Clinical Sales Jobs: How To Find the Hiring Manager Looking for a clinical sales job?  Unless you’re an…

So, your boss calls and says she wants to field travel with you in two 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 Pharmaceutical Sales Manager: ABC’s of Field Voyage and Training (Part 1 of THREE) Are you a seeker? When managers journey with new clinical…
2. Ask a Medical Sales Manager: How will my boss measure my success after my first 90 days as a clinical sales rep? Are you trying to break into pharmaceutical sales?  We talk…
3. Ideas for Attracting the Attention of a Medical Revenue Manager If you’re in a job search, one of your biggest…

So, your boss calls and says she wants to field trip with you in 2 weeks. Now what? As a laboratory 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 Travel and Training (Part 1 of THREE) Are you a seeker? When managers journey with new clinical laboratory…
2. Ask a Clinical Sales Manager: How will my boss measure my success after my first 90 days as a clinical sales rep? Are you trying to break into clinical sales?  We talk…
3. Ideas for Attracting the Attention of a Medical Sales 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 need 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 Clinical Revenue Manager: How will my boss measure my success after my first 90 days as a pharmaceutical revenue rep? Are you trying to break into pharmaceutical sales?  We talk…
2. Career opportunity Search Tips: How to Take Advantage of Holiday Networking The holidays are possibly THE consummate time to build your…
3. 80/20 Rule for Clinical Sales Leaders Does the “80/20 Rule” have you by the tail as…

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

1. Pharmaceutical Sales Jobs: How To Find the Hiring Manager Looking for a pharma revenue job?  Unless you are an…
2. Ideas for Attracting the Attention of a Clinical Sales Manager If you’re in a position 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…

80% of you won’t agree with this.  20% will:
100% – 20% = Failure for a pharmaceutical sales rep
How can that be?
If you’re a field-based pharma sales, pharma revenue, pathology device revenue, or medical sales rep, don’t you always have more tasks to accomplish than time to do them?
Hello 80/20 rule!
Simply stated, the 80/20 rule [...] Related posts:

1. The 80/20 Rule Applied to the Revenue Manager Role Rest in peace Joseph Juran.  Inventor of the 80/20 rule….
2. Improved Revenue Performance for Pharma Sales I met Lance Cooper on Twitter.  He’s the President of…
3. Norris and McKee (HealthCare Sales Managers) Discuss Defining Performance Expectations Fall in on a conversation between TWO seasoned revenue managers…

Tattoos and body piercings are extremely popular those days, and becoming more and more common.  Does that mean that it’s acceptable to let ‘em be seen when you go to a  job interview?  In a word…no. 
Two medical sales managers, Chris Norris (Sales Manager formerly with GE, CCS, Bayer) and Kraig McKee (Revenue Manager formerly with Ventana Pharmaceutical, [...] Related posts:

1. Norris & McKee on (Medical Sales) Interview Attire… What to wear to the interview? Chris Norris (Sales Manager…
2. Norris and McKee (HealthCare Sales Managers) Discuss Defining Performance Expectations Fall in on a conversation between 2 seasoned sales managers…
3. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…

Rest in peace Joseph Juran.  Inventor of the 80/20 rule.
Your 80/20 rule saved many careers.
How can that be?
If you managed for any period of time and were an effective manager, you have used the 80/20 rule.
Simply stated, the 80/20 rule says that 80% of your results will come from 20% of your efforts.
If you’ve [...] Related posts:

1. Sales Managers, Revenue Reps: Do you know the rule of 78? The Rule of 78-As it applies to the reagent/consumable…
2. Should they stay or should they go? (The revenue manager’s dilemma) Previously in my career, I was a Regional Sales Manager…
3. Improved Revenue Performance for Medical Revenue I met Lance Cooper on Twitter.  He’s the President of…

What to wear to the interview? Chris Norris (Sales Manager formerly with GE, CCS, Bayer) and Kraig McKee (Revenue Manager formerly with Ventana Laboratory, Transgenomic, Bayer/Chiron) chat about what to wear to the interview and how to think about it: Two medical sales managers chat about interview costume and other presence issues.
If you [...] Related posts:

1. Norris and McKee (HealthCare Sales Managers) Discuss Defining Performance Expectations Drop in on a conversation between 2 seasoned revenue managers…
2. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…
3. Lab Device/Surgical Sales Manager tells all….. I have known David Allen for a long time. I…