OpenSymmetry

JULY 20, 2016

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.

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Pharmaceuticals Compensation Territories Insurance 44

OpenSymmetry

JULY 20, 2016

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.

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Pharmaceuticals Compensation Territories Insurance 40

Sales Gravy

NOVEMBER 3, 2011

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Allego

APRIL 30, 2019

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.

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Case Study Pharmaceuticals Study Company 59

Paul Cherry's Top Sales Techniques

OCTOBER 25, 2010

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!

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Pharmaceuticals Distribution Training Coaching 46

Paul Cherry's Top Sales Techniques

DECEMBER 15, 2010

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.

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Pharmaceuticals Training Distribution Coaching 43

Sales Training Connection

JANUARY 8, 2013

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.

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Health Care Pharmaceuticals Training Promotion 86

Sales Training Connection

JANUARY 27, 2012

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.

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Pharmaceuticals Training Journal Health Care 79

Sales Training Connection

DECEMBER 19, 2012

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.

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Health Care Pharmaceuticals Training Consumer 87

Sales Training Connection

JULY 28, 2014

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.

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Health Care Pharmaceuticals Training Customer 78

Steven Rosen

MARCH 4, 2011

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

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Pharmaceuticals Territories Survey Industry 120

Sales Training Connection

APRIL 1, 2013

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.

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Health Care Pharmaceuticals Training Sales 78

Sales Training Connection

MARCH 27, 2014

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.

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Health Care Pharmaceuticals Strategy Decision Maker 80

Sales Training Connection

APRIL 14, 2013

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.

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Health Care Pharmaceuticals Journal Demographics 91

Sales Training Connection

JUNE 6, 2014

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.

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Health Care Pharmaceuticals Pivotal Consumer 85

Sales Training Connection

APRIL 30, 2014

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.

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Health Care Pharmaceuticals Maximizer Study 85

Sales Training Connection

NOVEMBER 14, 2012

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.

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Health Care Pharmaceuticals Training Sales 78

Sales Training Connection

FEBRUARY 24, 2014

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.

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Health Care Pharmaceuticals Margin Report 89

Sales Training Connection

JULY 8, 2013

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%.

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Health Care Pharmaceuticals Journal Government 82

Sales Training Connection

APRIL 25, 2014

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.

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Guarantee Health Care Pharmaceuticals Margin 80

Sales Training Connection

MARCH 19, 2013

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.

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Health Care Pharmaceuticals Proposal Training 81

Sales Training Connection

DECEMBER 10, 2012

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

Health Care 88

Health Care Pharmaceuticals Government Trends 88

Sales Training Connection

JUNE 17, 2014

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.

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Health Care Pharmaceuticals Strategy Training 88

Sales Training Connection

AUGUST 27, 2014

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.

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Health Care Pharmaceuticals Territories Negotiation 71

Sales Training Connection

FEBRUARY 3, 2012

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.

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Health Care Trends Pharmaceuticals Training 64

Steven Rosen

DECEMBER 15, 2011

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.

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Pharmaceuticals Guarantee Survey Sales Coaching 145

Sales Training Connection

SEPTEMBER 28, 2011

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

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Health Care Pharmaceuticals Training Customer 81

Steven Rosen

OCTOBER 22, 2011

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.

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Remedy Pharmaceuticals Incentives Incentive 139

Sales Training Connection

AUGUST 31, 2011

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. .

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Health Care Pharmaceuticals Analysis Trends 64

Sales Training Connection

AUGUST 16, 2011

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.

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Health Care Pharmaceuticals Training Sales 55

Sales Training Connection

FEBRUARY 29, 2012

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

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Health Care Pharmaceuticals Licensing Insurance 64

Sales Training Connection

AUGUST 16, 2013

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.

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Health Care Pharmaceuticals Training Relationals 90

Sales Training Connection

APRIL 2, 2014

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.

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Health Care Pharmaceuticals Trends Customer 80

Sales Training Connection

SEPTEMBER 17, 2014

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.

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Training Health Care Pharmaceuticals Education 70

Paul Cherry's Top Sales Techniques

AUGUST 24, 2010

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.

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Motivation Buyer Training Distribution 46

Paul Cherry's Top Sales Techniques

NOVEMBER 4, 2010

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.

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Distribution Proposal Pharmaceuticals Coaching 46

Zoominfo

AUGUST 3, 2020

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

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Nonprofit Pharmaceuticals Industry Energy 64

Understanding the Sales Force

DECEMBER 16, 2019

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.

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Pharmaceuticals Sales Methodology Influencer Groups 145

Allego

OCTOBER 9, 2020

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.

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Pharmaceuticals Biotechnology Face-to-face Journal 67

Sales Evangelist

NOVEMBER 14, 2017

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.

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