Featured Opinions
by Anonymous (not verified)
Certification: Is it the pathway for pharmaceutical sales professionals in the US?
The advantages of being a certified professional sales rep
The ladder of adoption- a different approach
by Joanna Allen
Currently there are many discussions online and articles written about the need to change the model of selling in the pharmaceutical industry.
More on the research findings: social media & pharma
It looks like a lot of people read my entry on the research that we conducted with consumers and social media pharma.
3 Reasons to invest in sales management training
by Steven Rosen
If you want to thrive in difficult times here are 3 reasons why you should invest in sales management training.
NHIN - another acronym that will change your life
by Fitall in DC
I've been a bit quiet on the blogging front lately and I have good reason. A new acronym has appeared, and behind it lies a mechanism that will change the way in which health care in the USA is delivered - NHIN.
Sales force - the historic error
Men do not stumble over mountains but over mole-hills Confucius once said and could have meant our sloppy usage of words as well.
Sales management coaching: Mistake #5 Way to go coaching
by Steven Rosen
*Do you want to increase your sales performance? * Transforming your sales managers from good to great coaches can have a dramatic impact on sales.
by Anonymous (not verified)
Research: Consumers don't want to talk to pharma via social media
The final results [1] are in from a quant study we did on social media and the drug industry. [1] http://www.slideshare.net/rmeyer52/social-media-and-pharma-july-09
Bristol-Myers Squibb to buy monoclonal antibody maker Medarex
by Clifford M
Bristol-Myers Squibb (BMS) announced late yesterday that it intends to purchase Princeton, NJ-based Medarex for $2.1 billion. BMS and Medarex were working collaboratively to develop a monoclon
Does the life cycle of an organisation determine success of key account management?
by Joanna Allen
The pharmaceutical journals are awash with articles about changing the model of selling in the industry to one which is more customer centric key account focused one.
Sales Management Coaching Mistake #4 One Size Fits All Coaching
by Steven Rosen
Companies who are looking to drive sales performance need not look further than their sales management team. Front line sales managers are the key to driving sales performance.
The new era of the pharmaceutical sales professional
My thoughts in discussions about pharmaceutical sales professionals in reference to performance and customer satisfaction
Sales Management Coaching: Mistake #3 - "Unfocused Coaching"
by Steven Rosen
Sales management coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach.
Sales Management Coaching: Mistake #2 Ill get to it Coaching
by Steven Rosen
Last post I explored the mistake that many managers make of being in tell mode.
Field visits - of vital importance or just a chore?
I was speaking to a rep yesterday who was fed up with their manager.
Pharma forecasting in emerging markets
by Anonymous (not verified)
Shifting trends in pharma marketing
by WendyB
Doubleclick recently provided a report to my agency, Intouch Solutions [1], on some research condu [1] http://www.intouchsol.com/
Medical Reps - Interesting Comments from Customers
Yesterday I had a couple of really good conversations with two Scottish General Practitioners and I asked them about their views on today's medical representatives.
What if I was to go back to Sales?
After nearly 20 years in the Pharmaceutical Industry and undertaking various sales, management, training and coaching roles, I ventured out into the scary world of self-employment in 2001.
All Medical Sales Executives & Account Managers should be trained as Coaches?
I was at a meeting today when I made the comment that I firmly believed that all sales reps and account managers should be trained in performance coaching skills as in today's market