May 1, 2005
By:Sibyl Shalo
It's twelve o'clock—do you know where your reps are? According to research from Health Strategies Group, lunches provide one of the few opportunities in today's short-call environment for sit-down discussions with doctors. The average length of a lunch is 13 minutes, with an average of three physicians per meeting.
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May 1, 2005
By:Rick Rosenthal, Rayna Herman
If you work for a company that isn't interested in increasing sales across your portfolio, don't read this article. Otherwise, you'll learn that your district managers (DM) are the keys to doing just that. DMs select and hire new sales reps, guide product knowledge, develop selling skills, provide feedback, and take action to turn around or terminate poor performers. The average industry DM is responsible for generating tens of millions of dollars in sales through his or her teams. But, only 45 percent of industry DMs achieve their sales goals. Companies that succeed in raising the overall effectiveness of their DMs will create sustainable competitive advantage.
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May 1, 2005
By:Joe Renda, Matt Moyer
"You're fired!" It's a simple phrase that everyone is using, and it's put Donald Trump back into the spotlight. However, the most important statement you will ever make as a manager is "you're hired." With all the pressures of the job and the limited time you have for interviewing, it is easy to rush through this process to fill a slot. Stop yourself—hiring a good person is one of the most important decisions you will make as a manager.
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May 1, 2005
By:Lynn Zimmerman
The sales aid or detail piece tells the features and benefits about the product. The important marketing points are in bold print.
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May 1, 2005
By:Anthony Manson, Amy Katzenberg
Some reps take to tablet PCs like ducks to water, while others wait for them to become the gold standard. Good training can put everyone on the same page.
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May 1, 2005
By:Ed Yavuz
Our goal is competency-based training that has a solid business need, sound instructional design based on adult-learning principles, and metrics that can capture, evaluate, and track what we do. We want a blended-learning approach that can be delivered over the Web, on CD-ROM, or on paper.
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May 1, 2005
By:Jennifer Juergens
Employees are most attracted to products they might feel guilty about buying for themselves, but when they have points to redeem, they feel fine about splurging.
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May 1, 2005
By:Steven Tarnoff
OIG now requires corporate marketing departments and field sales reps to not only document how they promote products, but to also—for the first time—demonstrate the "intent" of marketing activities.
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