Posts under ‘Kraig's Experiences’

80% of you won’t agree with this.  20% will:
100% – 20% = Failure for a clinical sales rep
How can that be?
If you’re a field-based medical sales, pharmaceutical sales, laboratory device sales, or pharma sales 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 Sales Manager Role Rest in peace Joseph Juran.  Inventor of the 80/20 rule….
2. Improved Sales Performance for Clinical 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 2 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 medical revenue managers, Chris Norris (Sales Manager formerly with GE, CCS, Bayer) and Kraig McKee (Sales Manager formerly with Ventana Pharma, [...] Related posts:

1. Norris & McKee on (Pharmaceutical Sales) Interview Attire… What to wear to the interview? Chris Norris (Sales 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 have 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. Revenue Managers, Sales 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 Pharmaceutical Revenue I met Lance Cooper on Twitter.  He’s the President of…

What to wear to the interview? Chris Norris (Revenue Manager formerly with GE, CCS, Bayer) and Kraig McKee (Sales Manager formerly with Ventana Medical, Transgenomic, Bayer/Chiron) chat about what to wear to the interview and how to think about it: 2 pharma sales managers chat about interview dress and other presence issues.
If you [...] Related posts:

1. Norris and McKee (HealthCare Revenue Managers) Discuss Defining Performance Expectations Drop in on a conversation between 2 seasoned sales 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…

Drop in on a conversation between 2 seasoned sales managers in the medical/healthcare arena. They discuss why you’ve to set (define) expectations with a new sales hire. And then how to determine what to expect, how to communicate it and then how to revisit it for maximized performance and position satisfaction (for your major [...] Related posts:

1. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…
2. Sales Manager Gives (Audio) Insider Perspective on Hiring (GE/Bayer/Abbott background) I met Chris Norris 12 + years ago when I…
3. Should they stay or should they go? (The sales manager’s dilemma) Previously in my career, I was a Regional Sales Manager…

Thinking of transitioning one of your great technical people in to a selling role?  The odds for success are 10-15%.  Out of Ten technical people that make the transition, 1 or 2 will succeed. 
The valuable news is that if they survive, they often will be major producers in the organization.
 
Here are a few things they [...] Related posts:

1. New Pharmaceutical Products Client – why? referral – Thank You!! I love it when this happens. A candidate that I…
2. Oprah Endorses Pharma Tests as Life Savers…Clinical Pharmaceutical Diagnostic Tests. Read all about this topic from the Dark Every day…This is…
3. Why you shouldn’t hire a pharmaceutical sales rep for your pharmaceutical sales job–or should you? Pharma reps have a mostly negative image to overcome when…

Previously in my career, I was a Regional Sales Manager with Ciba-Corning Diagnostics. I originally was hired by Gilford Systems, a division of Ciba-Corning (a joint venture between Ciba Geigy and Corning Medical). I was an Instrument Specialist selling a clinical chemistry analyzer (The Express 550) in small-to-medium hospitals and labs. Gilford was combined with [...] Related posts:

1. How to Raise Your Visibility Within Your Organization It’s common for me to get queries from folks in…
2. Hiring Managers: 7 Signs You Should Run Screaming From A Recruiter… Using a recruiter to fill an open job on your…
3. The White Stuff 20 years experience Seasoned, mature rep willing for a…

20 years experience
Seasoned, mature rep willing for a new challenge. Do these resume summary lines sound familiar? You can’t turn on the television or radio without hearing how many people are unemployed or how difficult the job market is today. What you don’t hear too often is that some of the most vocal unsuccessful position seekers [...] Related posts:

1. How to Raise Your Visibility Within Your Organization [caption id="attachment_927" align="alignright" width="300" caption="Get noticed. Get promoted."][/caption] It’s…
2. Dear Entry-Level Medical Sales Candidate, I just finished up searching for 4 specific jobs where…
3. Should college students pay for internships to get into pharma revenue? [caption id=”attachment_780″ align=”alignleft” width=”150″ caption=”medical, sales, recruiting, medical, hiring,…

It seems that every week someone in our office has a lengthy discussion with a high-performing Pharma rep, and the end of the discussion usually goes like this: “You have done extremely well in your career and have distinguished yourself among your peers. Unfortunately, our client doesn’t consider Pharma experience applicable to their position.” The response [...] Related posts:

1. Capital Equipment Sales: clinical equipment, hospital equipment, etc. Today’s video explains capital equipment sales:  what it is, how…
2. Medical Device Sales job – Must have experience selling capital equipment into clinical environment…Read the job description. [caption id="attachment_626" align="alignleft" width="150" caption="hiring, sales, medical, job, recruiter, pharma,...
3. Company Car Allowance vs. Mileage vs. Company Car for Sales Reps in Medical, Clinical or Healthcare…. One of my hiring managers (a client) wrote this (and…

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1. The 80/20 Rule The “80/20″ rule is very important in sales:  laboratory sales,…
2. Managers: How to Motivate Pharmaceutical Salespeople in Tough Times If I were going to be flip about this, I’d…
3. Medical Sales Managers: 7 Ways to Run a More Effective Meeting Meetings are one of those necessary evils of pharma sales…