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Articles for Medical, Pharmaceutical, Scientific & Healthcare sales
professionals
Articles for Medical, Pharmaceutical, Scientific &
Healthcare sales professionals
Articles for Medical, Pharmaceutical, Scientific &
Healthcare sales professionals
New content is added to AllAboutMedicalSales
on a daily basis. Use the menu below to help find articles / subjects of
interest.
 ABPI articles -
ABPI code of practice
Doing the
business of medical sales
Career
Development
CRM (Customer
Relationship Management) and Medical Sales
Getting
Started in medical / pharmaceutical / healthcare sales
Industry
issues - medical and pharmaceutical sales
Medical / Pharmaceutical Sales
Management skills articles
The NHS, NHS
customers and medical sales
Nurse
advisor and nurse articles - Nurses in Medical Sales
Personal
Development
Selling
skills in the medical and pharmaceutical sector
Market &
Industry Intelligence
Medical
briefings and expert opinion
NHS local and national
news
OnTarget Magazine -
recent articles
Old articles
archive
Management
New
mobile phone legislation (08/12/03)
On 1 December 2003 the law making
it illegal to hold a mobile phone while driving came into effect. Offenders
will be fined £30 initially - rising to a maximum of £1,000
(£2500 for drivers of goods vehicles) if their case goes to
court.
Surprised Managers - Part 2 (01/12/03)
Let us take
presentation skills as an example. In any managerial position, a manager must
give both formal and informal presentations of information and ideas to both
his or her staff and for senior management. [More OnTarget
articles]
Learning from Top Performers - Part 1 (01/12/03)
In
this, the first in a series of three articles, James Thornhill discusses how
training your body can improve your sales performance just as much as training
your mind. By James Thornhill of The Thornhill Consultancy
Stress management in the sales
environment (21/10/02)
Recognising and managing the problem of stress in
an increasingly competitive work environment
e-Detailing : revolutionizing
professional healthcare marketing (18/09/02)
Colin Williams of Pharmweb
considers the potential benefits of this new sales channel and its impact on
the pharmaceutical industry.
The
Comfort Zone (18/09/02)
Discussing attitudes and practices that can
result in a 'comfort zone' mentality and poor sales performance.
Learned Optimism for Sales Success (19/08/02)
Dr Mike
Bagshaw of Trans4mation discusses how we can learn to fail or learn to
succeed.
Getting the Most out of Field Visits (29/07/02)
Allan
Mackintosh of Performance-AM talks about the opportunities for growth and
development that should result from field visits.
Time Management for the busy Pharma
Manager (05/07/02)
The pharma sales manager often suffers from
"craniumintrarectumitis". Allan Mackintosh of Performance-AM offers some
practical advice to avoid unproductive activities.
E-Detailing Navigating the
Maze (05/07/02)
The use of the internet to promote pharmaceutical
products to the medical professional is still in its infancy. Mednet Media take
an indepth look at e-detailing accross the US and Europe.
E-Detailing Moves Into
Mainstream (05/07/02)
Collin Williams of Pharmiweb reviews the
Eyeforpharma's conference "e-Sales & Marketing in Pharma Europe 2001" held
22-24 October 2001 in Amsterdam.
Personality Profiles -
An interviewers perspective (05/07/02).
Why do we make a decision to
recruit someone within the first minute of the interview? Sally Fagan of JS
Training discusses the benefits and pitfalls of personality profiles.
10 steps to stress-free Management
(11/06/02).
Useful tips and advice, specifically for new Sales Managers.
Allan Mackintosh of Performance-AM offers some practical advice for newly
appointed sales managers.
Emotional Intelligence for Sales
Success (11/06/02).
Discussing this critical ingredient, common to all
top performers. Dr Mike Bagshaw of Trans4mation discusses the importance of
Emotional Intelligence in professional selling.
Taking responsibility for your
own learning (04/05/02).
Considering the importance of personal
development vs. formal training - a useful overview by Sally Fagan of JS
Training.
How to offer and receive
feedback
Open work environments that encourage feedback lead to
team-work and enhanced performance. Phil Yates of CTS offers some basic tips.
(04/01/02)
Presenting
Yourself...
Katerina Hajivassiliou of Inspire Development discusses
some important considerations in preparing for and delivering winning
presentations. (07/12/01)
How
motivated are you?
Do you stimulate a motivation to prescribe in the
minds of their customers. (04/01/02)
Do
you have a Mentor?
A mentor is an extremely powerful ally in your quest
for personal excellence. (04/01/02)
Performance Appraisal – Friend or
Foe?
Do you view your performance appraisal with positive anticipation
or dread? (04/01/02)
Competency
Interviews...
More and more employers are adopting a scientific approach
to the selection process. Read about Competency based interviews.
(25/01/02)
Managing Your Time
More Effectively...
If you are not in control of your own diary and
destiny, then someone else is! Phil Yates of CTS discusses effective time
management . (04/01/02)
Tips and advice on working with
recruitment agencies
Managing relationships with recruitment agencies is
a stumbling block for many aspiring medical sales professionals. This article
offers some basic tips, advice and pitfalls to avoid. (19/02/02)
RBM's
– “Are you managing or leading your team?”
Mostly, your job is a balancing act – between vision and process.
Phil Yates of CTS offers some guidelines on striking the right balance.
(04/01/02)
Are you delegating
effectively?
Phil Yates of CTS discusses effective delegation as a
dynamic tool for motivating and training teams to realise their full potential.
(04/01/02)
Sales-force Business
Planning in the year 2000 and beyond...
Julian Ashley of Jenzyme
Consulting Associates discusses business planning processes in the evolving NHS
market place. (29/11/01)
Sales
Removing the barriers to performance (01/12/03)
How
many times in your career have you felt low? How often have you noticed it in
your peers, the people you manage, or the people that have managed you? [More OnTarget
articles]
You're only as good as your next sale (01/12/03)
"I made
the sale!" That's the victory cry of all salespeople. They scream, they jump up
and down, they high five, they figure their commission in their heads - and
they miss the biggest sales opportunity of their lives. [More OnTarget
articles]
Learning from Top Performers - Part 1 (01/12/03)
In
this, the first in a series of three articles, James Thornhill discusses how
training your body can improve your sales performance just as much as training
your mind. By James Thornhill of The Thornhill Consultancy
New
mobile phone legislation (08/12/03)
On 1 December 2003 the law making
it illegal to hold a mobile phone while driving came into effect. Offenders
will be fined £30 initially - rising to a maximum of £1,000
(£2500 for drivers of goods vehicles) if their case goes to
court.
Selling to Senior Executives (10/11/03)
This article
will be especially useful for those of you who will be called upon to
'position' your company, your products and services within the minds of Senior
Executives within the NHS. By Mark Edwards of Mpower Development Ltd
Stress management in the sales
environment (21/10/02)
Recognising and managing the problem of stress in
an increasingly competitive work environment
NLP - Five essential
steps(21/10/02)
Discussing the benefits of NLP in the sales process and
the essential steps to make it happen.
Accessing the Inaccessible -
gaining access to reluctant customers (18/09/02)
Discussing the benefits
of persisting when trying to gain acccess to 'hard-access' prescribers, along
with some excellent practical advice.
The Comfort Zone
(18/09/02)
Discussing attitudes and practices that can result in a
'comfort zone' mentality and poor sales performance.
Learned Optimism for Sales Success (19/08/02)
Dr Mike
Bagshaw of Trans4mation discusses how we can learn to fail or learn to
succeed.
Getting the Most out of Field Visits (29/07/02)
Allan
Mackintosh of Performance-AM talks about the opportunities for growth and
development that should result from field visits.
Five secrets to managing your manager (15/07/02)
One of
the biggest reasons why people leave organisations is related to the behaviour
and capability of their immediate line manager. Allan MacIntosh offers some
practical advice to ensure that this critical relationship is well
managed.
Emotional
Intelligence for Sales Success (11/06/02).
Discussing this critical
ingredient, common to all top performers. Dr Mike Bagshaw of Trans4mation
discusses the importance of Emotional Intelligence in professional
selling.
Taking
responsibility for your own learning (04/05/02).
Considering the
importance of personal development vs. formal training - a useful overview by
Sally Fagan of JS Training.
Tips and advice on working with
recruitment agencies
Managing relationships with recruitment agencies is
a stumbling block for many aspiring medical sales professionals. This article
offers some basic tips, advice and pitfalls to avoid. (19/02/02)
How
to offer and receive feedback
Open work environments that encourage
feedback lead to team-work and enhanced performance. Phil Yates of CTS offers
some basic tips. (04/01/02)
How
motivated are you?
Do you stimulate a motivation to prescribe in the
minds of their customers. (04/01/02)
Do
you have a Mentor?
A mentor is an extremely powerful ally in your quest
for personal excellence. (04/01/02)
Performance Appraisal – Friend or
Foe?
Do you view your performance appraisal with positive anticipation
or dread? (04/01/02)
Trainees
All you need to know about
part-time medical sales (21/10/02)
The essential guide to a career as a
part-time medical sales professional.
About Gate Keepers...
Discussing the
challenges associated with gaining access to customers within the NHS and ways
to overcome them. (05/01/02)
Competency Interviews...
More and more
employers are adopting a scientific approach to the selection process. Read
about Competency based interviews. (25/01/02)
Managing Your Time More
Effectively...
If you are not in control of your own diary and destiny,
then someone else is! Phil Yates of CTS discusses effective time management .
(04/01/02)
Tips and advice
on working with recruitment agencies
Managing relationships with
recruitment agencies is a stumbling block for many aspiring medical sales
professionals. This article offers some basic tips, advice and pitfalls to
avoid. (19/02/02)
How do I arrange
to 'shadow' a Medical Representative?
Essential in your pursuit of a
Medical Sales career, yet a stumbling block for many! This article offers some
practical tips and advice to those who are seeking a field visit.
(13/02/02)
Nurses
Unravelling the role of the
Nurse-Advisor
Nurse Adviser teams have seen a rapid growth over the last
5 years, yet they remain an area of mystery for many. This article, the first
of a series of 3, aims to start to shed some light on the role of Nurse Adviser
within the pharmaceutical industry.
Making the transition from the
NHS
In the last 5-10 years, the number of nurses joining our industry
has dramatically increased due to the rise of the role of Nurse Adviser. This
article takes the nurse’s view to try and understand their motivations for
joining the industry and to get an insight into how they cope with the
transition into a commercial environment.
Maximising the Nurse-Advisor / Medical
Representaive relationship
Looking at how nurse advisers and medical
representatives can get the best out of their working relationship, without
compromising ethical standards.
NHS News &
Articles
NHS
Local - December 2003 (22/12/03)
An overview of interesting stories from
PCTs during the last month. By Duncan Alexander of Health Direction
NHS
Local - November 2003 (24/11/03)
An overview of interesting stories from
PCTs during the last month. By Duncan Alexander of Health Direction
NHS
National - November 2003 (17/11/03)
An overview of national policy that
has been introduced during the last month. By Duncan Alexander of Health
Direction
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