Articles

• Are you downsizing your sales force? Cutting is easy.

  As the leader of your organization, the next 6 months will prove to be more pressure-filled then you may have experienced in years.

  (Dec 11, 2008)
• What is New in Pharma this Year?

  Dear Pharmaceutical Executives,

  (Jan 5, 2009)
• How do you coach your reps?... The Adventures of Joe the sales manager.
  (Jan 19, 2009)
• Doing More with Less

  As the leader of your organization, the next 6 months will prove to be more pressure-filled then you may have experienced in years.

  (Feb 1, 2009)
• Sales Management Effectiveness
  (Feb 19, 2009)
• Sales Management: Coaching the Self Doubter

  Meet Joe:

  (Feb 27, 2009)
• Pharma Sales Managers Do you Have any Talented Slackers on Your Team?

  Meet Jane.

  (Mar 3, 2009)
• OK. Sales are down. What can you do?

  It's Q1 2009 and your sales are down, what can you do?

  (Mar 10, 2009)
• Pursuing Sales Results vs. Developing Your Team

  I recently had lunch with a highly successful VP of Sales. He explained that he was frustrated with the members of his sales management team, who he felt were focused only on results.

  (Apr 7, 2009)
• 5 ways to gauge your sales managers coaching

  In my last post I told you about my lunch with a VP of sales who was frustrated because the members of his sales management team were focused so exclusively on results that they neglected the care and

  (Apr 27, 2009)
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