Posts under ‘For sales managers’

In the clinical clinical laboratory service/sales arena, what are the training needs?  Should sales training be provided for pharma sales reps, or are labs better off hiring sales reps with experience?
In this interview with Peter Francis, President and Senior Trainer of Clinical Clinical Revenue Training out of Baltimore, Peter discusses: factors and issues surrounding hiring and/or training [...] Related posts:

1. When should you hire a Medical Lab Sales Manager? How many reps? Or what revenue? I was very lucky to connect with Peter Francis, President…
2. Clinical Pharmaceutical Sales Reps — When Should Your Laboratory Hire One? Listen to this amazing audio with Peter Francis, President and…
3. Novartis (pharmaceutical giant) purchases medical diagnostics laboratory: Can you say personalized medicine? Check out The Dark Every single day’s report:  Novartis to Pay $470…

In the medical clinical laboratory service/sales arena, what are the training needs?  Should sales training be provided for laboratory revenue reps, or are labs better off hiring sales reps with experience?
In this interview with Peter Francis, President and Senior Trainer of Clinical Clinical laboratory Sales Training out of Baltimore, Peter discusses: factors and issues surrounding hiring and/or training [...] Related posts:

1. When should you hire a Clinical Pathology Sales Manager? How many reps? Or what revenue? I was very lucky to connect with Peter Francis, President…
2. Clinical Clinical laboratory Sales Reps — When Should Your Clinical laboratory Hire One? Listen to this outstanding audio with Peter Francis, President and…
3. Novartis (pharma huge) purchases clinical diagnostics laboratory: Can you say personalized medicine? Check out The Dark Every day’s report:  Novartis to Pay $470…

Does the “80/20 Rule” have you by the tail as a sales manager?  Are you managing “major 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 movie scene scene, Ron Fox shares techniques to get more out of your team, get [...] Related posts:

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

1. Clinical Medical Revenue Reps — When Should Your Clinical laboratory Hire One? Listen to this awesome audio with Peter Francis, President and…
2. Innovative Sales and Marketing Ideas for Your Lab If you’re interested in the latest revenue and marketing strategies…
3. Novartis (medical giant) purchases medical diagnostics laboratory: Can you say personalized medicine? Check out The Dark Every single day’s report:  Novartis to Pay $470…

Listen to this awesome audio with Peter Francis, President and Senior Trainer of Medical Medical Sales Training in Baltimore. I met Peter at the last G2 LabCompete Conference. (It’s also an territory 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 Pathology If you’re interested in the latest sales and marketing strategies…
2. What are the most innovative trends and practices in lab management? Discover 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 Medical Sales Jobs? Well, I guess the first question should be:  CAN med…

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 Pharmaceutical Sales Recruiter’s Major 7 Posts of 2010 Can you believe it?  2010 is almost a memory!  Looking…
2. Case Study: Laboratory Services Revenue Force Expansion (on a budget) Sometimes, a recruiter is not just a recruiter. A recruiter…
3. No cost Coaching for Your Career opportunity Search from the Pharmaceutical Revenue Headhunter! Are you in the job search for clinical revenue, medical…

What’s the most important goal for a pharmaceutical revenue manager?  Building a top-performing team.  To do that, you need to hire top-performing sales reps.
But, because sales managers have (usually) not been taught how to conduct a good 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 Medical Device Sales Job Interview Competition for career opportunities in medical sales can be fierce.  Health…
3. Medical Revenue Managers: Hiring the Right Employee Could Be the Key to YOUR Career Success Hiring the right employee if you’re a sales…

It usually feels risky to hire someone.  You’re taking a chance that this particular sales rep can do the position that will help you keep your position. So what’s a smart pharma 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. Pharmaceutical Sales Managers: Hiring the Right Employee Could Be the Key to YOUR Career Success Hiring the right employee if you’re a revenue…
2. Skip HR and Contact the Hiring Manager Do you feel like you’re sending your CV down endless…
3. PHC Consulting: Recruiting Pharma 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 Clinical Sales Job Interview: What Hiring Managers REALLY Expect Are you wavering over what to wear to your next…
2. Medical Revenue Job Interview Tip: What To Do If You Got the Offer, But It’s Not From the Company You Wanted In this difficult clinical sales job market, it’s not uncommon…
3. Clinical Sales Interview Attire Survey Dear Medical laboratory Sales Hiring Manager: At PHC Consulting, we want…

I’ve recently come across a great blog covering topics in medical laboratory, healthcare IT, clinical laboratory information systems, and more:  Pathagility.
There’s a nice article on Social Media in Medical laboratory – Game Changer, that reinforces just how much social media is becoming a giant factor in such a wide variety of areas, in this case the pathology/laboratory field.  [...] Related posts:

1. Dark Daily 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 laboratory 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,…