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.

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.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Ten Pharmaceutical Sales Myths

Sales Gravy

Mobile Video Sales Certifications Open Doors for Pharmaceutical Companies [Case Study]

Allego

The Vice President of Sales at a global pharmaceutical company needed to certify the sales force on a new indication (read: usage) for one of the company’s drugs. The post Mobile Video Sales Certifications Open Doors for Pharmaceutical Companies [Case Study] appeared first on Allego. Chris Gish had a problem. On one hand, learning about the new indication wouldn’t require that much training.

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. More Free Stuff | Email Us | Get Started Now!

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.

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.

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. The difference between what pharmaceutical reps have done historically and selling consultatively is substantial.

Medical sales value imperative – help physicians decrease risk

Sales Training Connection

Technorati Tags: drug rep sales training , health care sales training , health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , pharma sales training , pharmaceutical sales training , sales best practices , sales training. Medical sales.

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. ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics.

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. Just stirring it up, Pharmaceutical Sales Managers Uncategorized business acumen pharmaceutical Sales Manager

Medical Sales – Blog Round-up – Winter 2013

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 health care sales training blogs healthcare sales training medical device sales training medical device sales training blogs medical devices sales training medical sales training articles medical sales training blogs sales best practices sales trainingMedical Sales Round Up.

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 While the MedTech industry is positioned to grow in the coming years, all is not rosy.

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. Personal preferences, communication styles, level of disease understanding, practice setting, local formulary control, disease specialty, and patient demographics, among others, shape the physician’s preferences for interaction.

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.

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. The Affordable Care Act and other social and economic trends are transforming the healthcare landscape.

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.

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. For years MedTech companies have enjoyed strong gross margins and top-line growth.

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. nearly doubled to 100,000 between 1996 and 2005 even though the number of practicing physicians rose by just 26%.

MedTech sales – past success doesn’t guarantee future wins

Sales Training Connection

Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training medical device sales medical sales medtech sales pharma sales MedTech sales. For years MedTech companies have enjoyed strong gross margins and top-line growth.

Medical sales – ask for commitments if you want to win

Sales Training Connection

Technorati Tags: health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training articles , medical sales training blogs , pharma sales training , pharmaceutical sales training , sales best practices , sales training. Medical sales - getting a commitment.

5th issue impacting medical sales in 2013 – customer satisfaction

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 health care sales training articles health care sales training blogs medical device sales training medical device sales training articles medical device sales training blogs medical devices sales training pharma sales pharma sales training

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? Now you can – Getting MedTech Sales Strategy Right – is available on those formats.

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.

Emerging trends in medical device sales – podcast

Sales Training Connection

Why are hospitals hiring medical device sales reps? Better yet, why are medical device sales reps pursuing new careers with hospitals and what are the future implications of this interesting trend? In this interview with Dr. Richard Ruff, co-founder of Sales Horizons , we learn more about current medical device sales trends and what it takes to become a dominant medical device player in today’s economic environment. Selling medical devices.

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.

Medical device sales – 8 questioning traps hindering sales success

Sales Training Connection

Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training Sales Best Practices Sales Call Execution Sales Training health care sales training health care sales training articles medical device sales training medical devices sales training medical sales training medical sales training blogs sales best practices sales call execution sales skills sales training articles sales training blogs

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? The typical response goes like this: You devise several homemade remedies to ensure you do better next year.

Remedy 139

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. .

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.

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

Sales Training Connection

Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharmaceutical Sales Pharmaceutical Sales Training Sales Training Uncategorized health care sales training health care sales training articles hospitals sales medical device sales training medical device sales training articles medical device sales training blogs medical sales training blogs sales best practices sales training sales training articles sales training blogs selling to hospitals

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! We’ve written extensively about the power of storytelling noting that success comes more quickly to sales reps who are able to share engaging stories that resonate with the listener. It is one thing to list why a customer should do business with you; it is another to be able to relate past success stories that brings that list to life.

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. In times of transformational market change there are new winners and losers.

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.

Pharma Sales Training: Identifying Buyer Motivations

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. During our recent pharmaceutical sales training webinar, Engaging the C-Suite Executive, Lisa Krapf, Manager of Merck Pediatric Vaccines, asked the following question: “How do you get pharmaceutical customers to make decisions faster?” Pharmaceutical sales training is more complex today. Click here for more information about our healthcare and pharmaceutical sales training solutions.

What is the Best Interview Question?

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. Jerry Acuff, President of Delta Point and a highly respected pharmaceutical sales training professional I greatly admire, shares this valuable advice in one of his recent blogs in which he asked his readers: “What is the best interview question?” 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.

Nonprofits Enjoy Prosperous Funding, Thanks to ‘Social Impact’ Investors

Zoominfo

When one thinks of industries that attract large investments, fields such as software, energy, and pharmaceuticals come to mind.

Dave Kurlan's Predictions for Sales Organization in 2020

Understanding the Sales Force

TWO: While there are certainly nuances that influence how selling changes based on the target audience and complexity, selling is essentially the same whether it is technology, pharmaceuticals, capital equipment, financial services, cars, components, accounting or any of 200 other industries. Before I can make any predictions for 2020, let's start with these ten simple truths about selling for proper context. ONE: Selling is not as difficult or as simple as many would have you understand.

Adapter’s Advantage Podcast: Episode 11 Featuring Courtney Ness

Allego

In this episode, launch training specialist Courtney Ness shares her experience as a commercial biotech and pharmaceutical trainer. In the biotechnology and pharmaceutical realm, product launches can move rapidly.

TSE 703: How to Prevent Burnout as a Millennials Seller

Sales Evangelist

A key player in the pharmaceutical industry, […] The post TSE 703: How to Prevent Burnout as a Millennials Seller appeared first on The Sales Evangelist. A key player in the pharmaceutical industry, Today’s discussion places its focus on younger sellers, specifically how to prevent burnout as a millennials seller. But older sellers can benefit from this too. Tim Cole is an award-winning CEO.