A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?

OpenSymmetry

Sales in the pharmaceutical industry has been a rigid and consistent business. Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories.

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?

OpenSymmetry

Sales in the pharmaceutical industry has been a rigid and consistent business. Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. Plans would then be designed to measure this data against organizational goals to determine sales compensation.

Medical sales – grabbing physician attention – An STC Classic

Sales Training Connection

This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. 2013 Sales Horizons, LLC. A Classic – ’63 Corvette.

Medical sales – grabbing physician attention

Sales Training Connection

This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. 2013 Sales Horizons, LLC. Selling to physicians.

Ten Pharmaceutical Sales Myths

SalesGravy

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

Sales Training Connection

Pharma - new challenge, new sales strategy, new sales training. We’ve been in the consultative sales training business for more than 30 years. Over the last dozen or so years, we specialized in sales training for the health care market. sales force by 24%.

Medical sales value imperative – help physicians decrease risk

Sales Training Connection

Medical sales. So, when physicians interact with medical sales reps they are looking for people with products that can help them manage the risks they must face every day. After all, physicians aren’t looking to be sold to – which is why they’re great at fending off medical sales reps.

Announcing Free Pharmaceutical Sales Training & Medical Device.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. → Sales Management Coaching. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training.

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.

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

Sales Training Connection

So, the challenge for medical sales reps is to figure out the right “buying” experience for every physician. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. 2012 Sales Horizons, LLC.

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

Sales Training Connection

Shifting decision-makers, rising number of new influencers, pricing pressures, increasing consolidation, and consumerizing healthcare will require MedTech salespeople to redefine their sales strategies to continue growing the business. 2014 Sales Momentum, LLC.

MedTech sales – financial impact of measuring patient satisfaction

Sales Training Connection

MedTech sales. What does all this mean for MedTech sales? . It will introduce new call points into the sales cycle – with different concerns, new objections and a different perspective on the balance between clinical and economic value. 2014 Sales Momentum, LLC.

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.

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

Sales Training Connection

MedTech Sales. Interested in MedTech sales? Download our new whitepaper – Getting MedTech Sales Strategy Right. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. 2014 Sales Momentum LLC.

Pharma sales – it’s a different world

Sales Training Connection

Pharma sales. Pharma sales reps in the U.S. If you observed the world of Pharma sales in a rear view mirror, growth was the name of the game. Today, Pharma sales forces are being downsized. 2013 Sales Momentum ® LLC.

MedTech sales – the declining advantage of superior technology

Sales Training Connection

Medtech sales. ” The BCG report goes on to suggest that MedTech companies must also invest in reinventing their sales team to reflect the shifts in the buying process. Sales Process. All sales, to all buyers, will be viewed through an economic lens. .

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. Research shows that in complex sales, the seller needs to “close” for a commitment from the buyer on every call.

MedTech sales – past success doesn’t guarantee future wins

Sales Training Connection

MedTech sales. But what are some of the new specific skill sets that will define the superior sales team? Take a look at our new free white paper – Getting MedTech Sales Strategy Right – download here. 2014 Sales Horizons, LLC.

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

Sales Training Connection

Now you can – Getting MedTech Sales Strategy Right – is available on those formats. To access the Getting MedTech Sales Strategy Right – download here: iTunes (iBook) (free). Prefer to read your white papers on your Kindle and iPad designed for those formats?

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. Let’s take a look at what in means in hospital procedure and practice and then explore some jump-start steps medical sales reps could take to be responsive.

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

Sales Training Connection

Key Account Managers (KAMs) in Medical Device Sales . Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. This level and type of conversation is now a requirement for sales success. Some Sales 2.0

Asking Probing Questions will help Pharmaceutical and Medical.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. → Sales Management Coaching. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training.

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?

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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.” Most sales people talk too much, listen too little and don’t ask enough questions. . Medical device sales – asking questions. 2011 Sales Horizons™, LLC.

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. 2011 Sales Horizons, LLC.

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

Sales Training Connection

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. Those tips work with all B2B sales.

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

Sales Training Connection

For example, hospitals are continuing pursuing mergers and acquisitions , purchasing physician practices and hiring sales people to call on physicians to increase referral rates. And, we also agree that we as a sales function will not prosper unless we adjust and adapt to these changes.

MedTech sales: when customers change – so must you

Sales Training Connection

Transformation changes affecting medical sales. If you are a Medtech company, a piece of the puzzle for being among the winners is making the investment in your sales team commensurate with the need for change and the opportunity to benefit. 2014 Sales Momentum, LLC.

Selling to Hospitals – 10 roles for internal champions

Sales Training Connection

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. . 10 roles internal champions might take on when a sales person isn’t there : . 2011 Sales Horizons, LLC.

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

MedTech clinical staff + sales training. Because of the transformation changes in the healthcare buying environment, many MedTech companies either already have or are now seriously considering leveraging the clinical support staff to participate more actively in the sales effort.

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

Steven Rosen

The Pharmaceutical Industry has undergone enormous cha nge. The number of sales reps has declined significantly over the last 4 years. The days of adding sales forces are dead and companies are struggling to find ways to deliver value to their customers.

Get on the Podium in 2012

Steven Rosen

Once upon a time, all sales managers were sales people. Most sales reps are type “A” personalities; they are driven and competitive. Sales managers still crave the opportunity to shine and be recognised in front of their peers.

Overcoming “Failure to Impact” Syndrome

Steven Rosen

This 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? Hire only top sales reps. Here are a couple of questions I would ask: Are your sales reps making a difference?

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Pharma Sales Training: Identifying Buyer Motivations

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. → Sales Management Coaching. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training.

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The Sales Excellence Conference, May 24-25 in Toronto.

Steven Rosen

These are truly challenging times in the pharmaceutical industry. With products going off patent, increased competitive pressures and a do more with less mentality, how are you going to exceed your sales objectives? Utilize coaching for maximum sales results.

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

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? If you don’t need sales reps, you’re not innovating. .

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New Survey Highlights Sales Management Skills and Development Priorities

Steven Rosen

STAR Results) has launched its global 2015 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. National Sales Managers/Directors.

Survey 272

4 new ways to engage your sales force

Sales and Marketing Management

Author: Tim Houlihan Is HR telling you your millennial sales reps don’t like their incentive plans? Furthermore, it’s been successfully tested on some of the world’s largest sales forces. This transcends age, gender and ethnicity and comes from your sales team’s work environment.

The Global 2015 STAR Sales Manager Survey

The Pipeline

As we rush headlong in to the New Year, my next three posts will feature things sales leaders should be thinking about to drive success for their teams and their companies. STAR Results) , The Global 2015 STAR Sales Manager Survey. National Sales Managers/Directors.

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Sales middle managers – what motivates them the most?

Sales Training Connection

Sales Middle Managers. 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.

What is the Best Interview Question?

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. → Sales Management Coaching. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training.

Poor Listening Skills Sabotaging Your Sales Career?

The Sales Hunter

And if you aren’t really listening to your customer, you could miss vital information that not only will affect your sales success, but more importantly will affect your relationship with that customer. Not long ago, I was doing some consulting work for a pharmaceutical company.

Sales training myopia of tech start-ups

Sales Training Connection

Sales Training and Start-ups. However, since we are in the sales training business we were particularly interested in what was being said about creating innovative sales training and developing a superior sales team. Sales training was not on the radar screen.