“It ain’t what you don’t know that will get you in trouble. It is what you know for sure that just ain’t so” –Mark Twain Suppose for a minute your Company has provided you with an approved medical study to use in your sales presentations. The study is a multi-centered, double-blinded, placebo-controlled study. The authors …
Questions Clinicians Usually Ask About Medical Studies Read More »
Management Maxims in Pharmaceutical & Medical Device Sales With close to 25-years of front line office-based and teaching hospital based District Field Sales Manager experience, with some hard knocks and missteps along the way, we put together our thoughts on everything from recruiting, team building, communication, decision making, to how to handle paperwork and …
OPEN LETTER RESPONDING TO THE REP STATEMENT THAT ‘WE SHOULD GET RID OF ALL FIELD MANAGERS’ This is a very tempting position to take, and there are many reasons for frustrated Pharma reps to take this position. One is that managers need to be trained to be a part of the support staff for their …
Bored with their jobs, which had now turned into delivery persons in business attire for many, they pressed the providers they called on to use their products in the only way they knew how in the face-to-face time they had…”Doctor, why aren’t you using my drug X?” “Doctor, would you use a little more Drug …
The Art of Selling Pharmaceuticals & Medical Devices Read More »
The deeper your knowledge is about these aspects, the more value you will have in your offices. Keep studying and memorizing. Knowledge of these aspects is not something many reps have. Start learning about lab values that are important to you and the patients prescribed your product with three things: Go to a local medical …
As a manager, you are focusing upon many things that are likely sales related when you enter an office with a representative. It is good to be truly observant of many other aspects to help your representative relate quickly to the office. Private offices are often decorated by the doctor, so there may be wall …
Insights Gained…How A Manager Can Help Size Up A Providers’ Office Read More »
