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With fewer resources sales leaders need to become more strategic in how they grow their business. Many have chosen to move in a more business and customer focused direction. The challenge is how to do it. Read More

Declining sales has forced the industry to reduce the number of sales reps but has also created the need to better focus on customer needs. Read More

The annual planning process is the time of year when pharmaceutical sales executives are asked to justify the cost of their sales force. In light of lost revenue with products going off patent, changes in formulary coverage, and evolving decision makers, sales executives are tasked with difficult d Read More

For most pharmaceutical companies the sales force is still their most expensive promotional resource. I have to agree with IMS when they stated that “Although Read More

Suggested reading. Read More

Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers make all types of mistakes. This is the 3rd in a series of coaching pitfalls that mangers s Read More

Last week I explored the mistake that many managers make of being in tell mode. Today I want to explore where coaching sits amongst a sales managers many priorities. Time management is a challenge we all face. With emails, meetings and administrative work what is a sales manager to do? Read More

In a discussion with the head of sales of a mid-sized pharmaceutical company, he wanted to know why some front-line sales managers are much better than others at hiring top performers. Read More

Do you want to drive sales performance? Transforming your sales managers from good to great coaches can have a dramatic impact on sales. Read More

As a sales leader you must focus on what you can control in times of crisis Read More