As a company representative within the Pharmaceutical industry you are continually being told that times are challenging, that the environment is getting more complex, that PCTs are having a real impact on strategy, and that you should be understanding the relative influences of NICE, NSF's, Clinical Governance, the new GMS etc. In the light of this changing environment you may even feel that there is very little you can do to influence the rate, direction and success of your business. (Let's quit now - it's all in the hands of the Gods!!)

There is, however, one aspect of yourself (and of your job) that you can truly influence. In fact it is the only thing in the whole Universe that you have any real control over - your mind, and what you chose to focus it on. It is your focus that will control your reading of, and response to, every situation.

All of the great teachers have talked about focus (or concentration) and debated its importance to us.

Consider a certain representative in the field. This particular representative has no drive, is uninspired, lacking in motivation and enthusiasm. Putting things off for another day (mañana, mañana…) procrastination is beginning to become a habit. Faced with the prospect of making one last call, this representative decides that the visit is better left for another day - and anyway that GP never sees anybody on a Monday - everyone knows that.

What is this person thinking about during the course of a day? What is the quality of this person's thinking? Try to imagine what this person thinks of all day long. (N.B. Do not try this exercise for too long or you may begin to feel weak and uninspired!)

As a representative in the field you are faced every day with other people who are trying to influence your thoughts and your mind's focus - and remember your focus will affect your motivation and your enthusiasm. For example, how often do you come across other representatives who are de-motivated, cynical or just unhappy and who say things like:

• "You will never get into that surgery"
• "You might as well stay at home on Monday mornings or go to the bank"
• "Things are not as good as they used to be"
• "All the company wants us to do is paper work or fill in our records on the computer.
  We don't have to sell any more"
• "Do you fancy doubling up on this appointment?
  You know duel detailing - it will increase our call rates"

How many hours are spent listening to gossip, or worrying about whether company X is going to merge with company Y, or what that new person in marketing is like? Are these thoughts likely to help you in any way? Entertaining they may be, but they will surely not help you in making your working life a great success - and that is what you should be focusing on: success, and whatever success means to you.

Thoughts are so powerful in the way that they influence us that certain thoughts should come with a Government Health Warning. The next time that you see that really negative representative from another company (you know the guy - the atmosphere Hoover) just imagine a large health warning stamped in red ink on his forehead! A useful tool for practical use in the field every day.

So many thoughts do no more than waste your valuable time, stressing you out and distracting your mind's focus from the real job in hand. To control your focus, you will need to learn to control your thoughts.

So what kind of thoughts should you have?

Thoughts that are constructive. Thoughts that direct your attention to the solution of a problem. Thoughts that inspire you. Thoughts that enthuse you. Thoughts that help you to plan out your activities. Thoughts like……

• How can I sell more product?
• What can I do to get on this Formulary?
• How can I improve the quantity and quality of my calls?

In addition to these, work out a series of useful questions that you can refer to at different times during the day. You will be amazed at your creativity and resourcefulness when you begin to work like this.

The aim of this article is to provide you with some tools and techniques to help you maintain your focus consistently over a long period of time. To help you to put yourself in 'the zone'.

The work involved in Pharmaceutical field sales provides you with an incredible opportunity to improve your skills, to enhance your personality and your character, and to develop your ability to focus yourself (and your mind) in the pursuit of your goals.

So what can you do to bring the power of concentration and focus into play in your working day?

1. Have a clear understanding of your goals and objectives. The more goals that you have clearly defined, the more you will be able to focus on them when you catch your mind wandering. Whenever you catch your mind drifting away from your chosen focus - pull it back. Give it one of your goals to work on.
   
   
2. Begin every day by focusing your mind on the events of the day. Where are you going? Who will you be seeing? What will you will be discussing? What outcomes do you want? Focus your mind on the day ahead. Use your ability to concentrate and you will see just how much more effective you will be. Each day you will see an improvement. The principle of Kiazen, translated means "The principle of continual, incremental improvement". Apply Kaizen to your focus.
   
   
3. Control the quality of your thought. Direct your 'inner dialogue' or 'self-talk' towards asking the right questions. "What needs to be done?" "How can I make good use of the last thirty minutes of the day?" Good questions will provide you with good answers. You are in charge here - make the most of it.
   
   
4. And finally, take action. Your positive thoughts and useful questions will give you a host of ideas to work on. Make a note of your ideas, put them into your plans and act on them. The key here is action. If you fail to act on your ideas, you will find it difficult to continue with the exercises above.

These are exciting times and you have the capacity to make your job and your career an exciting part of your life. Get 'engaged' with your work, and use your mental focus to realise your potential today.

Further reading:

The Inner Game of Tennis by W. Timothy Gallwey
Think and Grow Rich by Napoleon Hill
Mind Power by John Kehoe

Further information:

Mpower Development
Tel: 0207 477 6570
Fax: 0207 477 6867
www.mpower-dev.co.uk

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