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Medical / Pharmaceutical Sales Management skills
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Managers
& Leaders
(OnTarget Mag. Vol 5, issue 2 2005)
It is often
difficult to understand the difference between managers and leaders. Do
managers lead? Do leaders manage? To understand how these two concepts are
distinct yet different, here are 7 ways to understand them. 1. Course and
Steering. The word "leadership" comes from the Old English word "lad" for a
"course". The word "management" comes from the Latin word "manus", the hand,
from which we also get "maintenance" and "mainstay". Leadership guides by
setting a ship's course. Management keeps a hand on the tiller.
The leap from
salesperson to sales manager
(OnTarget Mag. Vol 5, issue 1
2005)
Sales management has little to do with managing and everything to
do with leading, teaching and coaching. Question from a reader: "What are your
thoughts on taking the best salesperson and making him a sales manager?"
Internal Pharmaceutical
Company Coaches - Facing Up to the Challenges
(Published 09 July
2004)
More and more pharma organisations are looking seriously at the
skill of coaching as a method of developing their staff and teams. Some
organisations insist that all line managers are competent in the skill of
coaching whilst others are going even further and creating ‘coach’
roles in order to support employees and teams within the organisation. There
are, however, six major challenges that the internal company coach has to face
and overcome before they can really excel at their role and thus bring
tremendous benefits to themselves, the employees and the organisation itself.
[read
article]
Demonstrator, Dictator,
Disappearer, or Developer?
(Published 14 June 2004)
A few years
ago when working as a sales coach for a multinational company I was in the
process of designing a framework that enabled sales managers to work more
effectively with their sales representatives out "in the field". There had been
considerable discontent from the sales representatives in that, a large
proportion of them "dreaded" the "field visit" from the manager as it was
deemed stressful and seen as a "check up" assessment rather than the visit
being motivational and developmental. [read
article]
Do your
Sales People have the capability to deliver Results?
(Published 05
March 2004)
In previous articles on Performance Management we have
discussed how important it is to fully understand Performance Management of
sales people and ensure that you have not only a process for PM but also the
necessary skills to implement the process. In the last article I emphasised how
vital it was that each sales person know specifically what was expected of them
in terms of performance areas, targets and objectives. Once the salesperson has
this clarity it is then the responsibility of the manager to ensure that the
salesperson is capable of achieving the targets and objectives that have been
agreed. [read
article]
Taming the Growing Stress
Monster!
(Date published: 21 October 2002)
It seems to be a new
way of describing how we as individuals are coping. Some stress is good for us
but the amount we can cope with depends on the number and type of challenges in
our life and the type of person we are. Stress is personal and that is why
different people handle it differently. The 21st Century lifestyle is hectic,
busy, challenging, often exciting, and we spend a lot of time 'doing'. Fifty
years ago, people had different challenges but life was not so hectic and
people had more time for just 'being'. People had more time for others and more
time for themselves. We are, after all, human beings - not human doings! The
line from W.H. Davies' poem, "Leisure" - "we have no time to stand and stare",
has never been more apt. Managing our time is one of the most relevant issues
we confront today. [read
article]
"Craniumintrarectumitis" - A
common Pharma Managers' ailment - Time management skills
(Date
published: 07 July 2002)
In today's hectic pharmaceutical marketplace,
the pharma sales manager often suffers from a common ailment known as
"craniumintrarectumitis". This condition causes managers to be always seemingly
very busy, with little time for members of the sales team. This can be due to
either being stuck with their nose in front of spreadsheets and reports, or
trapped in endless, meaningless meetings. The condition can result in
irrational behaviour, weight gain, irritability, loss of temper, and general
malaise. [read
article]
10
Steps towards a stress-free introduction into Management
(Date
published: 11 June 2002)
Becoming a manager for the first time can be an
unnerving and sometimes stressful experience. In many cases, organisations
expect you to immediately jump into the role and begin to perform as if you
have been there for years. Also, you may have been promoted "out of the blue"
and as such have not taken part in any "succession planning" that would have
prepared you for the management role. If you follow the ten steps outlined then
you will put yourself in a much better position to develop into your management
role than perhaps may have been the case. [read article]
How motivated are
you?
(Date published: 04 January 2002)
What motivates us to get
up in the morning and go out to work … every day? What determines whether
we take an optimistic or a pessimistic view on things? What really makes us
successful? Motivation is a fascinating subject, which has intrigued
researchers for decades. Motivation is a state of mind which is influenced by
our environment, by those around us and of course by ourselves. Everyone is
motivated … to do something, whether that something is to put in a full
day's work and achieve a task or whether it is to do as little as possible and
hopefully not be noticed. The behaviours of managers and co-workers will
influence our internal state of mind, just as successful medical
representatives will stimulate a motivation to prescribe in the minds of their
customers. [read
article]
Regional Business Managers
– “are you managing or leading your team?”
(Date published: 04 January 2002)
As a First Line Sales Manager
your role is one of the most important within the pharmaceutical industry. You
are responsible and accountable for a team of highly skilled Medical Sales
Professionals and you directly and profoundly influence their ability to
succeed. The management style you adopt with your team will determine both the
quality of the relationships you enjoy with your people as individuals and the
atmosphere and culture within the group. Your approach to your role will
consequently determine the results you achieve. [read article]
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