Posts under ‘For sales managers’

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

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

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

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

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

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

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

Listen to this fantastic audio with Peter Francis, President and Senior Trainer of Clinical Pharma Revenue 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 Revenue and Product management 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 pathology management? Find out at the Executive War College 2010! It’s time….the biggest pathology event of the year is coming…
3. How Do Med Techs / Pathology Employees Transition to Laboratory Sales Career opportunities? Well, I guess the first question should be:  CAN med…

The 3rd annual G2 Reports LabCompete Sales and Marketing 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 Revenue Recruiter’s Big 7 Posts of 2010 Can you believe it?  2010 is almost a memory!  Looking…
2. Case Study: Lab Services Revenue Force Expansion (on a budget) Sometimes, a headhunter is not just a recruiter. A recruiter…
3. Free Coaching for Your Career opportunity Search from the Pharmaceutical Revenue Recruiter! Are you in the career opportunity search for medical revenue, clinical…

What’s the most important goal for a clinical sales 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 jobs in clinical sales can be fierce.  Health…
3. Medical Sales 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 revenue rep can do the job that will help you keep your job. So what’s a smart medical 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. Clinical Sales Managers: Hiring the Right Employee Could Be the Key to YOUR Career Success Hiring the right employee if you are a revenue…
2. Skip HR and Contact the Hiring Manager Do you feel like you’re sending your resume down endless…
3. PHC Consulting: Recruiting Medical and Health Care Sales and Product management Talent PHC Consulting is an executive search firm that specializes…

Career opportunity 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 laboratory Sales Job Interview: What Hiring Managers REALLY Expect Are you wavering over what to wear to your next…
2. Pathology 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 career opportunity market, it’s not uncommon…
3. Clinical Sales Interview Attire Survey Dear Pharma Sales Hiring Manager: At PHC Consulting, we want…

I’ve recently come across a great blog covering topics in clinical laboratory, healthcare IT, pharmaceutical information systems, and more:  Pathagility.
There’s a worthy article on Social Media in 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 Every single day 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 lab management? Find out at the Executive War College 2010! It’s time….the biggest lab 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,…