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.

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.

Ten Pharmaceutical Sales Myths

SalesGravy

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.

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.

Boost sales by understanding healthcare economics

Sales Training Connection

MedTech sales. ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics. In the article he discusses skills salespeople need to be successful including understanding changing customers, buying process, business environment and decision criteria.

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.

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

Sales Training Connection

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.

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 – 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

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

Medtech sales. For years MedTech companies have enjoyed strong gross margins and top-line growth. However as a recent report by the Boston Consulting Group (BCG) notes the strategy for generating those outcomes is no longer sustainable.

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.

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.

Medical sales – ask for commitments if you want to win

Sales Training Connection

Medical sales - getting a commitment. Asking for a commitment that moves the sales process forward – too often it’s the forgotten last step in a sales call. Unfortunately, it’s also a critical one.

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.

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

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

Sales Training Connection

A Classic – ’63 Corvette. The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations.

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?

Trends 144

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.

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. .

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.

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

Steven Rosen

The Pharmaceutical Industry has undergone enormous cha nge. Just stirring it up, Pharmaceutical Sales Managers Uncategorized business acumen pharmaceutical Sales ManagerThe number of sales reps has declined significantly over the last 4 years.

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. .

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.

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

MedTech clinical staff + sales training. MedTech clinical staff spend the majority of their time on client sites – whether at a hospital, standalone medical center, or physician practice – they provide support and education to both clinical and administrative staff. But why stop there?

MedTech sales: when customers change – so must you

Sales Training Connection

Transformation changes affecting medical sales. In times of transformational market change there are new winners and losers.

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.

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?

Remedy 165

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.

Buyer 40

Applying the 4-Drive Model

Sales and Marketing

Author: Tim Houlihan Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips.

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.

Applying the 4-Drive Model

Sales and Marketing

Author: Tim Houlihan Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips. The firm historically offered lavish trips to exotic destinations for top performers and their guests and usually included some senior executives to rub shoulders with. The trips were pure fun with virtually every imaginable expense covered by the company.

4 new ways to engage your sales force

Sales and Marketing

Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm in revamping its sales incentive trips. Author: Tim Houlihan Is HR telling you your millennial sales reps don’t like their incentive plans?

Artificial Larry versus Amplified Leadership – 4 ‘Must Have’ Competencies To Stay In The Game

Bernadette McClelland

‘Adelaide-based artificial intelligence software vendor Complexica secured a software deployment contract with pharmaceutical company Pfizer Australia’ and launched the artificial intelligence engine, Larry, the Digital Analyst.

Would You Like to be Selling Guns Right Now?

Understanding the Sales Force

Pharmaceutical companies lobby to fast track drug approvals that allow doctors to prescribe poisonous treatments that we inhale like candy and become even sicker.

Successful Strategy Execution

Steven Rosen

Steven brings over 25 years of Executive Leadership and Coaching experience in the Pharmaceutical, Biotech, OTC and Medical Device sectors. Successful Strategy Execution. I was recently interviewed on Influential Entrepreneurs by Mike Saunders, about successful strategy execution.

For a Client Base Built on Relationships, Social Selling Unlocks Doors

Sales 2.0

Here’s one example: we do a lot of work in licensing and joint ventures for biotech and pharmaceutical companies, so we’re always looking to connect with business development people in life sciences.