Posts under ‘Kraig's Experiences’

If you have a field journey travel 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 journey, now you can get down to the business of how to handle the field travel plan.  (See Part 1 [...] Related posts:

1. Ask a Pharmaceutical Revenue Manager: ABC’s of Field Journey and Training (Part TWO of THREE) So, your boss calls and says she wants to field…
2. Ask a Laboratory Revenue Manager: ABC’s of Field Voyage and Training (Part 1 of 3) Are you a seeker? When managers travel with new pharma…
3. Ask a Pharma Sales Manager: How will my boss measure my success after my first Ninety days as a pharma sales rep? Are you trying to break into medical sales?  We talk…

Listen to this conversation between 2 former medical revenue managers Chris Norris (formerly with GE, CCS, Bayer) and Kraig McKee (formerly with Ventana Laboratory, 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 suit, all the details about [...] Related posts:

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

Listen to this conversation between two former pharma 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 Lab Revenue Job? Catch the Hiring Manager at the Right Moment You might think it’s counterproductive for me to recommend that…
2. Contact Clinical Sales Managers In Person   To access the hidden career opportunity market and land the…
3. Medical Sales Jobs: How To Discover the Hiring Manager Looking for a clinical revenue position?  Unless you’re an…

So, your boss calls and says she wants to field journey with you in 2 weeks. Now what? As a medical 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 Travel and Training (Part 1 of THREE) Are you a seeker? When managers tour with new laboratory…
2. Ask a Pharma Sales Manager: How will my boss measure my success after my first 90 days as a laboratory revenue rep? Are you trying to break into medical sales?  We talk…
3. Ideas for Attracting the Attention of a Clinical laboratory Sales Manager If you’re in a career opportunity search, one of your biggest…

Everyone knows what their annual goal is, but how do you calculate how much you have 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 Pharmaceutical 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 pharma sales?  We talk…
2. Job Search Tips: How to Take Advantage of Holiday Networking The holidays are possibly THE perfect time to build your…
3. 80/20 Rule for Laboratory Revenue Leaders Does the “80/20 Rule” have you by the tail as…

Are you trying to break into medical sales?  We talk a lot about preparing for your laboratory sales interview with a 30/60/90-Day Sales Plan.  A well-done plan is your blueprint for the first 3 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. Pharma Sales Jobs: How To Discover the Hiring Manager Looking for a medical sales career opportunity?  Unless you are an…
2. Ideas for Attracting the Attention of a Pharmaceutical Sales Manager If you’re in a job 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 clinical sales rep
How can that be?
If you are a field-based medical sales, pharma revenue, medical device revenue, or pharma revenue 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 Sales Performance for Medical Sales I met Lance Cooper on Twitter.  He’s the President of…
3. Norris and McKee (HealthCare Sales Managers) Discuss Defining Performance Expectations Drop in on a conversation between TWO seasoned sales managers…

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

1. Norris & McKee on (Clinical laboratory Sales) Interview Attire… What to wear to the interview? Chris Norris (Revenue Manager…
2. Norris and McKee (HealthCare Sales Managers) Discuss Defining Performance Expectations Drop 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’ve 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 sales manager’s dilemma) Previously in my career, I was a Regional Sales Manager…
3. Improved Sales Performance for Laboratory Sales 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 (Sales 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 suit 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. Medical Device/Surgical Sales Manager tells all….. I have known David Allen for a long time. I…