Trending Sources

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?

OpenSymmetry

Sales in the pharmaceutical industry has been a rigid and consistent business. However, a recent article from the Harvard Business Review suggests the stagnant methods of pharmaceutical sales rep compensation may be the root cause of an even bigger public health issue. Where do you think pharmaceutical sales compensation plans are headed? appeared first on OS Blog.

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?

OpenSymmetry

Sales in the pharmaceutical industry has been a rigid and consistent business. However, a recent article from the Harvard Business Review suggests the stagnant methods of pharmaceutical sales rep compensation may be the root cause of an even bigger public health issue. Just like any common pharmaceutical sales compensation plan, sales forces are compensated for educating their territory of physicians and gaining market share through filled and re-filled prescriptions. The post A Forthcoming Shift of Pharmaceutical Sales Compensation Plans? appeared first on OS Blog.

Boost sales by understanding healthcare economics

Sales Training Connection

Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training Sales Training Uncategorized biotech sales biotech sales training medical capital equipment sales medical sales medtech sales medtech sales training orthopedic sales training pharma sales MedTech sales.

Medical device sales success – an urgent need to do something different – An STC Classic

Sales Training Connection

Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training Sales Training Uncategorized health care sales training articles medical device sales training medical device sales training articles medical sales training articles sales training A Classic – ’63 Corvette.

Pharma sales – it’s a different world

Sales Training Connection

On the other side of the table with fewer sales reps seeing physicians face-to-face, physicians have come to accept the new normal – fewer free office lunches, reduction in paid speaker programs, and cuts in dollars paid for pharmaceutical and marketing research. Pharma sales. Pharma sales reps in the U.S. Today, Pharma sales forces are being downsized. The Wall St.

Getting MedTech Sales Strategy Right – A FREE Sales Momentum White Paper

Sales Training Connection

Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training Sales Strategy Sales Training healthcare sales strategy medical device sales strategy medical device sales training medical sales strategy MedTech medtech sales medtech sales strategy sales strategy

Pharma – new challenge, new sales strategy, new sales training

Sales Training Connection

Well, with that hint about consultative selling, you probably got the right answer – pharmaceuticals. Now, we did have initial conversations with a number of pharmaceutical companies.  Let’s explore three traps that need to be avoided in implementing a sales training effort to help pharmaceutical reps learn the skills of consultative selling. Doctor’s perspective.

MedTech sales – financial impact of measuring patient satisfaction

Sales Training Connection

Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training Sales Training biotech sales healthcare sales medical device sales medical sales medtech sales pharma sales sales training MedTech sales. Today patients are better able to compare healthcare providers than ever before. 

Medical sales – Blog Round-up – Fall 2012

Sales Training Connection

Medical Sales Round Up. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Fall 2012 – in the Medical Sales – Blog Round-up.  Click here.

Medical sales – grabbing physician attention – An STC Classic

Sales Training Connection

A Classic – ’63 Corvette. Do docs have time to see you? Unfortunately “No” is often the answer.  This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. The problem is greater today than in the past. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. So what do you do? 

Hospital sales – business-as-usual will be business lost to competitors

Sales Training Connection

Hospitals are going through a period of transformation change.  On the clinical side, they’re changing what they buy, how they buy, and what they are willing to pay for it. Selling to hospitals. And on the business side, hospitals are making significant and innovative changes, too.  Those who know the market best say the change is likely to continue. Existing Sales Force. Collaboration.

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales Training Sales Training biotech sales training clinical staff sales trianing healthcare sales training medical sales training medtech sales training pharma sales raining MedTech clinical staff + sales training. But why stop there? 2014 Sales Momentum, LLC.

10 Sales Tactics Guaranteed to Capture Your Prospect’s Attention

Pipeliner

recently uncovered some compelling data in a series of conversations I had with decision makers representing several industries, including: insurance services, publishing, hospitality, communications, manufacturing, hardware supplies, a post-secondary institution, and pharmaceuticals. asked them the [.] Social Selling

MedTech sales – understanding healthcare value propositions is a new key to success

Sales Training Connection

Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training Uncategorized biotech sales healthcare sales medical device sales medical sales medtech sales pharma sales sales training MedTech Sales. Access. Local access to quality care will meet another need.

MedTech sales – the declining advantage of superior technology

Sales Training Connection

Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training health care sales training healthcare sales training medical device sales training medical sales medical sales training MedTech medtech sales medtech sales training Medtech sales. Buying Process. Sales Process. Metrics.

Getting MedTech Sales Strategy Right – white paper now on Kindle and iTunes

Sales Training Connection

Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales biotech sales healthcare sales medical device sales medtech sales pharma sales sales training Prefer to read your white papers on your Kindle and iPad designed for those formats? Kindle  ($.99). And, the  pdf  version is still available, too.

Medical sales – blog round-up – Summer 2011

Sales Training Connection

Medical Sales. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2011 – in the Medical Sales – Blog Round Up. Click here to take a read … If you find the Medical Sales – Blog Round Up helpful, why not subscribe to the Sales Training Connection ? 2011 Sales Horizons, LLC.

Emerging trends in medical device sales – podcast

Sales Training Connection

Why are  hospitals hiring medical device sales reps? Selling medical devices. Want to listen to the podcast or read the transcript of the interview? You can find it here in Scott Nelson’s Medsider … just click here ! If you’re not familiar with Medsider, it describes itself as “home of the free medtech MBA.”

MedTech sales: when customers change – so must you

Sales Training Connection

Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales Sales Strategy biotech sales healthcare sales medical device medical device sales training medical sales medtech sales pharma sales pharma sales training sales training Transformation changes affecting medical sales. 2014 Sales Momentum, LLC.

Medical Sales – Blog Round-up – Winter 2013

Sales Training Connection

Medical Sales Round Up. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2013 – in the  Medical Sales – Blog Round-up.  Click here.

Get on the Podium in 2012

Steven Rosen

Executive Coaching Pharmaceutical Sales Management Coaching Sales Managers Uncategorized sales leadership sales management coaching sales success steven rosenOnce upon a time, all sales managers were sales people. Most sales reps are type “A”  personalities; they are driven and competitive. These are good solid traits that will help them succeed in the field. Stop and think about that.

Announcing Free Pharmaceutical Sales Training & Medical Device.

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. Blog Home < Announcing Free Pharmaceutical Sales Training… Sales & Management Tips. Announcing Free Pharmaceutical Sales Training & Medical Device Sales Training. Patrick Connor and I are gearing up for an upcoming FREE web workshop dealing with physicians thinking styles in relation to pharmaceutical and medical device sales training. Pharmaceutical, biotech, and medical device senior executives, regional directors, district managers, and corporate training professionals. About Us. The Company. Paul Cherry. Print.

Medical device sales – tips to leverage the power of storytelling – An STC Classic

Sales Training Connection

A Classic - '63 Corvette. Sales and storytelling – a powerful combination! The latter is memorable and repeatable – the former is just another list of features. In a  previous blog we included tips for successful story telling.  Those tips work with all B2B sales. Dr. Gurley answers this question by sharing several tips medical device sales reps might embrace when storytelling. Relate details.

Overcoming “Failure to Impact” Syndrome

Steven Rosen

Change Management Leadership Pharmaceutical Sales Management Coaching Uncategorized sales impact sales management sales management trainingThis year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force? What can you do? You develop a plan to do one or more of the following: Develop a new selling skills program. Unless….

Medical device sales – 8 questioning traps hindering sales success

Sales Training Connection

Medical device sales people are often coached to “talk a little bit less and get better at asking questions.”  In most cases this is a solid piece of coaching advice. Most sales people talk too much, listen too little and don’t ask enough questions.        . The problem is “doing a better job at asking questions”, is easy to say, but not so easy to do. Here are eight we too often see.     . 1.

Medical sales – grabbing physician attention

Sales Training Connection

Selling to physicians. Do docs have time to see you? Unfortunately “No” is often the answer.  This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. The problem is greater today than in the past. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. The concern about time is expressed in various ways. 

Asking Probing Questions will help Pharmaceutical and Medical.

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. Blog Home < Asking Probing Questions will help Pharmaceut… Sales & Management Tips. Asking Probing Questions will help Pharmaceutical and Medical Device Reps engage Physicians. Pharmaceutical, biotech, and medical device senior executives, regional directors, district managers, and corporate training professionals. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Overview.

Self-Responsibility: The First Trait of a Great Salesperson

Pipeliner

Let us say we have a pharmaceutical salesman selling to medical centers in a large urban area. There are probably thousands of sales trends, approaches, tips and tricks out there–just go to Amazon or any bookstore and look through the titles. Additionally there are hundreds or thousands of technological tools for sales –lead programs, CRM, sales enablement, contact management solutions and many more. The question becomes: will a sales methodology or a software solution make for a successful salesperson? You have to have a decent salesperson there to start with. Systems.

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Between 1995 and 2013, the top five pharmaceutical companies shed more than 55 percent of their salespeople in the U.S. Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Not so.

B2B 112

Selleration on Selling Intelligence

Dave Stein's Blog

I’ve believed in assessments for many years. They are a required component of my hiring process.  As of today, the quality of the tools has improved to the point that many of them provide very accurate insight into candidates as well as existing personnel. What a help for hiring and talent management! The same holds true in sales.  ” I had the opportunity to interview Nick.

Sales middle managers – what motivates them the most?

Sales Training Connection

The results are part of Insigniam’s 2014 Middle Management Survey, which is based on responses from 200 managers in Global 1000 companies from several industries, including healthcare, pharmaceuticals, chemicals, energy, manufacturing, and biotech. Sales Middle Managers. So getting middle management right is a big deal for every company.  Leading others — 21 percent.

Social Selling Applicability by Industry

Sales Benchmark Index

Examples include medical devices and pharmaceuticals. The reason for modest growth is medical devices, and pharmaceuticals, have persistent buyer behaviors. The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. Not so much to others. If you don’t modify your core sales model, your competitors will beat you.

Medical sales – tailoring sales to physician preferences – An STC Classic

Sales Training Connection

A Classic - '63 Corvette. There is no one way physicians prefer to interact with a medical products company.  Many factors influence the physician’s view of the ideal experience.  And with the  ever-changing healthcare market space , selling to physicians is increasingly more difficult. So, the challenge for medical sales reps is to figure out the  right “buying” experience for every physician.

5th issue impacting medical sales in 2013 – customer satisfaction

Sales Training Connection

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Hospital-physician alignment grows. ACOs are on the rise. Hospitals will continue employing physicians. Selling with to hospitals. Next year nearly $1B in payments to hospitals in the U.S. not immediately giving patients medication during a heart attack).

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

Smart Selling Tools

With just over two years in market, we already work with 6 of the top 10 pharmaceutical companies and are seeing strong interest in other industries, such as financial services and technology. Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. This week I interview Duncan Lennox, CEO and Co-Founder of Qstream.

Selling to Hospitals – 10 roles for internal champions

Sales Training Connection

Selling to Hospitals.  . Top performers are good at developing internal champions – rightly so, they are crucial to winning key business.  Increasingly a lot of selling is going on when the sales person isn’t there so the sales person needs someone to “tell their story” when they’re not around. . One thing is certain.  This trend will become more prevalent, rather than less prevalent. .

New Survey Highlights Sales Management Skills and Development Priorities

Steven Rosen

Steven Rosen, MBA is a top sales management consultant whose clients have included Fortune 100’s (including Novartis Pharmaceutical and Alcon), medium size businesses (including Red Rock Breweries) and select smaller businesses and charities for whom he helped grow the bottom line. October 14, 2014 – Star Solutions That Achieve Results Inc. Business Unit Managers/Directors. Trainers.

52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

As a VP of sales and marketing for major corporations like Biovail Pharmaceuticals Inc. I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen.  Written for sales managers and small business owners, this is a guide every sales leader will benefit from.  It’s packed with excellent tips and ideas to help you take your sales force to the next level.

Can Pharma’s Woes be Tied to Poor Business Acumen?

Steven Rosen

The Pharmaceutical Industry has undergone enormous cha nge. The 2011 Canadian Pharmaceutical Sales Manager Survey found that 84% of respondents felt that business planning/acumen was an important responsibility of the sales manager and 67% agreed that their organization put a high level of importance on business planning. The survey says…. Without training? Without support?

The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

Smart Selling Tools

Truly mobile B2B sales organizations, like those of retail merchandisers and pharmaceutical companies, need to be much more agile and results-ready than laptop computers equipped with CRM allows them to be. I was recently reminded of two very important and strategically crucial data points while attending Sales2.0. Nevertheless, it’s the double-edged “bad news, good news” thing. Here’s why.