Stay Focused!
Just a word or two of encouragement to my readers who are selling or managing the sales process: stay focused. Maintain your sense of urgency and your bias toward action. It’s so easy to accept the “It’s the holidays” excuse for not getting anything done for the rest of the year. This is unacceptable. We have
5 Reasons Why the VP of Sales Should Make Some Calls
I had the pleasure last week of making about 20 sales calls. On my own. I wasn’t riding with a rep as I frequently do, or modeling sales calls for a rep. I was doing the selling just like I did for eight years before I began managing other sales reps. I was at an
Extended Ride Alongs Work for All
Having just spent the better part of the last three days in the field with one of our business development directors, I am reflecting today on the value of spending a large chunk of time in the field. Most managers and representatives in pharma, biotech, home health, home infusion and specialty pharmacy do not spend so
The Revolving Door of Unaccountability
Years ago, when I was a District Manager for Critical Care America, every six months or so I would get a new VP of Sales for a boss. So, after my fourth new boss in a year and a half, I began to wonder if I should implement all the new directives from the new
The Top Ten Priorities for Sales Managers
Priority #1: Teaching, Training and Motivating Sales Staff while Riding Along with them in the Field to Ensure Quota Attainment Working with your reps is your top priority and where 60% of work time should be spent. This means being in the passenger seat of your reps’ cars three full days per week . This
Hold Your Reps Accountable for 3 Things
As a sales manager, you simply cannot allow your reps to convince you that they don’t need your help. I see this frequently when managers tell me that their top reps do not like them to ride in the field with them, and I hear all kinds of excuses: “The accounts don’t like it” and,
Five Things Sales Managers Should Do on Every Coaching Visit
We have been directing our sales managers to spend more time in the field with their reps this year. I am always surprised at how much anxiety they have about these ride alongs, or coaching visits. Reps are understandably nervous the first few times a manager spends the day with them, but after that, if the manager
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