Malay Pharmaceutical Sales Rep

Do You Have to Give A Lot Of Presentations As A Pharma Rep?

2011-05-16T02:49:00.000+08:00

That question has just came in, and I don't want to waste any more time waiting to answer it. Personally, this is how I'm going to answer it: It depends. And it depends largely on a few factors that I'm going to list down below:

1) The type of presentation

Basically, there are two types of presentations pharma sales reps have to make:
i) One-to-One or also known as face to face presentation. This is a presentation done to a single customer during day to day call. Most pharmaceutical companies require at least making 8 calls a day; with a mixture of doctors and pharmacy calls, or other healthcare provider, depending on the product the reps promote.
ii) Group presentation. In this part of the world, such presentation will falls under CME which stands for continuous medical education, or CPE -- continuous pharmacy education. And there are also special events presentation if requested by customers. The aim is to provide customers with information on disease and disease management (ehem!)

Sidenote: With the growing concern of compliance issue nowadays, it's good to bare in mind that no events should be used to influence or induce prescribing habit among healthcare providers...remember that...

2) The target market

In my personal experience, I had made more presentation when I promote to government and teaching institutions compared to retail markets. Not only it's required of me to make more presentation, as in group presentations as hospital rep, it's very crucial too. Imagine trying to catch every doctors or pharmacists down the hallway against calling everybody in for a quick 30 minutes to 40 minutes presentation -- which is more effective? You can figure that out yourself, right?

But here's a caveat: Some pharmaceutical companies do not allow reps to present. Presentations are carried out by product physicians or product managers. The reason for this is that it is inappropriate for reps to present clinical data. It could be competency issue, or it could be ethical issue. But so far, I'm the one making presentation on behalf of the company. If I were to wait for product people or physician then it might take me years before I can run one!

What Else You Need to Know?

The material for your presentation usually comes in the form of slides (Microsoft Power Point), and video clips. It's good if you're thoroughly prepared for any presentation no matter how big or small it is. Perhaps the topic of 'how to best prepare for a presentation' be addressed in the next post. Or maybe you want to ask me to write about it?

More Pharmaceutical Sales Telephone Techniques

2011-05-11T00:45:00.000+08:00

Before I go straight into the heart of the techniques for selling through the phone for pharmaceutical sales reps, there's a few things that we need to be clear. Perhaps, the most important thing I want you know is this: Phone selling, ideally, is not meant to close a sale for a rep (well, if you know my attitude towards closing then you know that I don't believe in it!). It's the initial step to secure an appointment with a prospect where you can sit down and meet face to face. That's the objective.

Plus, here's an article which I wrote a few years back, and I strongly believe very much relevant today: Selling on the phone is tough business. I'm not discounting phone selling but it's good to get the heads up, right?

In fact, in my years of pharmaceutical sales career, the only time when I used the phone is when I'm following up a call, securing future appointment, clarifying immediate issue with long distance customers, or something similar. I had never once use phone to secure an order. Is this a sign of incompetence?

Well, consider this article I wrote about telephone sales training tips.

So, what do you think? Does that make sense? And to top it all, I have list some simple tips if you must use the telephone to increase your sales. Perhaps, this is not something that you can achieve in a single sitting but depending on your product and industry, even if it's outside pharmaceuticals, you can implement them and yields the benefits nonetheless: Improving tele-selling sales script.

Leave your thought below. I'd like to see how masters of the mouthpiece respond to this info :)

My Recommended Resources For Pharmaceutical Sales Jobs Search

2011-05-10T23:41:00.000+08:00

Here's the thing: I wrote about steps to becoming pharmaceutical sales rep, and in one of the steps (Step 1 I believe), I touched on searching for a suitable position in the right Pharma company. One of the fastest and most convenient way to do job search is through online portal.

Now, given the current market condition, it's my believe that no online job portals are not created equal. Some are good for certain jobs and others just not going to cut it. For jobs with pharmaceutical companies, here are 2 portals which I'm using with relatively high degree of success (in order of importance):

JobsDB.com

Online job portal use something which is called 'matching' criteria to link you to relevant positions with registered companies. I'm not really sure how the portal deals specifically with companies and how they include them but so far, this particular portal is pretty good with their matching.

Jobstreet.com

This portal used to stay on top of my list but when I was introduced to the previous portal, I admit that the matching criteria for the first one is somewhat superior. What causes this? I don't really know but what's important to me is I got what I intend to do initially: To get to the right position with the right company.

If you're thinking of starting with your job search for pharma companies then I suggest you go and check these portals out. After that, if you got anything to share, feel free to use the comment box.

Hope this help :)

Steps to Becoming a Pharmaceutical Sales Rep

2011-05-10T13:25:00.000+08:00

I'm writing this for folks who prefer 'step-by-step' approach to things, and in this case, on how to become a pharmaceutical sales rep. I've probably written about this topic in bits and pieces, but of course, having everything centralized is much, much better, right? So without further ado, lets begin with:

Step 1: Do a Job Search

There are many ways to do this, and it's a good thing that I've already listed down almost (if not all of them) for you here: Tips for searching pharmaceutical sales jobs

I am not a philosopher but I do understand the importance of taking the first step, and putting the best foot forward. In fact, I'll go as far as choosing the right company to land on. If you want to be a sales rep, why not be one for the best in the industry, or serving the best company? There are many tangible benefits to do so, and it's enough to know that 'to be the best stick to the best'...

Next...

Step 2: Excel In Job Interview

I heard some of you shout 'Duh!', and yes, it's pretty obvious but many still did not get such message through. Many opportunities were lost because failure at the doorstep. To enable to see what's install, one need to get in, and in this instances, one need to clear the stage of interview for pharmaceutical sales job.

And of course, being a 'sensitive' and caring info provider like myself, I have anticipate your need thus I'm leading you straight to the resources: Success with pharma sales job interview

Leave your comment below if you need anything extra regarding this topic.

Quick Pharmaceutical Telephone Sales Techniques

2011-05-08T22:01:00.000+08:00

Here's an article I've written some times ago, and it touches on selling skills on the telephone: Telephone Sales Skill. I've learned that skill through trials and error. Even if I like to claim the credit but I was not the one who discover it. I only practice what I've learned from Stephen Schifman in one of his books that I owned.

And what I'm about to share with you, luckily, is not what I read from the book. This is purely from my experience which I want to put down for others to benefit from. So here goes...

Selling through phone is a mental game. The most important mental skill needed is imagining the prospect sitting right in front of you. Using phone to sell is exactly like selling face to face except the prospect exists in your mind.
Use power words. While selling face to face allows pharmaceutical sales reps to use visual aids to detail their products; phone sales could not. So the only option left is to use power words to facilitate sales. Let me remind you also that what you say probably weigh less than how you say it, which tightly related to...
Put attitude in driver's seat. How you say things largely depends on your attitude. For example, if I got argumentative attitude, no matter what the medium, I'll always want to argue to prove my point. Now, that could put people off and on the phone, it can be done easily. So choose the right attitude when using the phone to sell. Courteous for example, is a worthwhile attitude.
Follow up and follow through.
Pay exclusive attention. I can write 'avoid distraction' rather than what you just read but I want people to remember to focus on what they need to do. Focus solely on the person on the other end; just as if he or she is right next to you.
Learn to listen well. There's a difference between 'hearing' and 'listening', and the latter takes practice. The outcome from practicing it will come back in spades.

Pharmaceutical Sales Rep Brochure Handling Tips

2011-05-08T20:48:00.000+08:00

Here are some very short tips I'm going to share for fellow pharmaceutical sales rep whose using brochure to promote their company products. It is well known that brochures are part of detail aids, which also includes things like videos, clinical papers and material that's quickly gaining popularity -- digital detail aid.

Digital detail aids are becoming more popular due to the advancement of technology. I've already seen some companies using iPad as tool to present their marketing materials. In fact, I'm using my tablet laptop to detail to healthcare providers.

And perhaps, that's the thing pharmaceutical sales reps need to consider as they go along. So here are some tips to consider:

Use pen as pointer. Many beginners (and even some veterans) forget to use pen to point to important key messages. Instead, they use their index finger which look inappropriate in such instances.
Be familiar with your brochure. 'Familiar' does not imply knowing everything words for words but knowing which section is relevant to the customers' situation.
Make it relevant. Some reps think it's cool to be able to articulate brochure page by page but they're missing the main point: Make the page (and key message) relevant to your customers' situation.
Know when to let go. And it's also important to know when to take it back since some customers are known to take the brochure from the reps hands. Make sure you act tactfully.
Make sure it's charged. When using hi-tech gadgets, like iPad, or anything similar, it's pretty embarrassing when everything goes blank during your presentation. The simplest step to avoid that is to charge it fully beforehand (I charge almost daily).
Leave it behind. The brochures are meant for customers and not for reps detailing bags.

Feel free to add on to the list above. It's by no means complete,

Emerging Issues Today With Pharma Sales Reps

2011-04-28T19:09:00.001+08:00

Probably people are not taking me seriously when I wrote about this issue some times ago but since I kept seeing it emerging again and again, and it got everything to do with pharma sales reps, I am going to readdress it in this article. Before I proceed, I need to warn you readers that it's going to be dirty from now on. I am going to vomit my 'amazement' onto the screen and hopefully, none of it stick to your shirt (or whatever you're wearing right now) when you're done reading.

What issue I'm going to address here? It's about a typical job for pharmaceutical sales representative, and its requirement. I'll save the job title by the end of my rant but I promise I'll fill you in with the pieces and parts as we go along.

Perhaps, to keep you interested throughout the reading, you can guess what the job is as you collect the clues...

This particular company is looking for candidates who basically can manage, sell and maintain bottom line i.e. revenue. Now, I imagine you're reading this, and my question to you while you are at it: 'Which part of the responsibilities you find it hard to deliver?'; 'What special skills you need to fulfill any of it?'; 'From the look of it, do you need more hard skill/academic skills, or soft/attitude skill to deliver?'

I'm throwing the questions to you readers regardless of your sexes, educational skills, positions in companies, or what language you speaks. I honestly believe, referring to the responsibilities I need to fulfill above, I would not face any difficulties delivering them. Honest to goodness...

How about you? I believe we're on the same page here ( guessed that job title already? hints are abound)...But here's the kicker, which I'll explain why it's a big fat joke in a short while. Take a look at the job requirements...

If you count correctly, there are 8 requirements listed. But actually, there are only 7, with one requirement is repetitive of the previous one. Can you spot it? Here's a clue -- it got to do with language.

And that the part which piss me off whenever I read this kind of bull. In a nation that promotes unity, and the whole world knows the famous slogan 'One Tut!!!', there are still numbskull who do not share the same aspiration. Plus, what also piss me off apart from that is: What assurance does this f**k**g company has that candidate who talk certain language will perform better than the ones who don't? Does it have any evidence to back that up?

Or it's just the paranoia in them that shout,'Only the birds of the same feather flock together!'

What the Customers Say?

When was the last time they scrutinize their demographic data? Or do they even have one? How confident are they that their customers, the buying customers, speak a certain language that deemed them to find just candidate from one race to fill in the position? Am I too much to call this ad racist?

Or is it to much to call this ad sexist...gender bias...les...well, I stop right there...who knows; there are underage who are reading this! But you get the point. I am living in this society and currently I lost comprehension why there are still citizens who do not share the aspiration we're working towards.

I'll talk a lot about aspiration because I'm all fired up. Heck! I can almost see the keyboard emit thin smoke, not because I type too fast but my hands are full of heat. I'm writing this from the bottom of my heart. It saddens me to see that such bull is look at as norm, especially in my career of choice.

A lot has happened throughout my career, and I have not begin spilling all the beans here but this special occasion just spark the old flame.

Cut the bull and lets get on with it!

For those who do not share the same aspiration; you can continue living in your own limited world and perhaps if you see scarcity, instead of opportunity or potential which I think being preached all over the religious scripture and wise saying from spiritual leaders; you're not going to be missed.

Honestly, we do not need this kind of people on the same boat, in fact, I believe we're going to different directions. Have I talk about this kind of issue before; I mean discrimination issue? Of course I have, but have it fall to open ears of others? Perhaps not even a minute decibel.

Anyway, if you can find a job fit between what is required from the candidates, and what their responsibilities are; I applaud you. Good for you. Perhaps I miss some points here and there but as far as I'm concerned, it does not take a genius to figured out the bias equation in this offer.

And if you have not figure out the job title yet; here it is:

Are you far off OR on target?

Thanks for reading this far. Hopefully, I did not taint your precious garment ranting about this ever emerging issue in today's pharma sales reps jobs.

GP Sales Rep Interview Process

2011-04-27T18:38:00.000+08:00

...which you might have to go through; typically. And as of this moment, there are only 2 situations that are pretty common: First and Second interview. The latter is just an extension of the former. If you're wondering which one is more important, then, my answer would be BOTH are equally important. How you prepare yourself to ace in both might call for a different tactics but the essence, the strategy is basically the same. Let me walk you through the process of interviewing a General Practitioner (GP) rep starting with...

The First Interview

There are two situations for first interview, and lucky for you I had experience in both. Before I proceed, you probably need to know that there are companies that require you to cover both sectors -- the retails and Government or Institutions so it's smart to clarify your situation from the outset. If you're just started out, concentrating on a single channel is ideal but that doesn't mean covering both areas is bad. I'm looking from the angle of concentration of effort here so focusing on one channel has more benefit for beginners.

That said, lets move on...

My very first job with the GP sector requires me to attend 2 interviews. The first one was done locally at the company's branch office by the person in charge. In my case last time, it was a person with the title Area Business Manager. It doesn't matter what their job title is but realize the fact that such interview session is done locally by the local people.

During this session, you probably would not be alone. I remember sitting next to 2 nervous looking, new job seekers during my first interview. I went for the interview after my application through a colleague of mine, who happen to work for the company was accepted. I'm not saying that you need friends in a company to work it out but it surely doesn't hurt.

Of course, your friend recommendation is not the pre-requisite for success, and that's a good news! The playing field for GP reps (and other reps) for that matter is pretty much level. How you carry yourself during interviews is more important because you'll be evaluate based on that. Which brings me to an important side note...

Background Check

Last time, not many companies do background check. Some companies just wing it and call huge amount of candidates, hoping they'll end up with a bunch of quality ones. It's the same as throwing enough cow dunks to the wall and see if some would sticks. Of course some would! But if they throw cow dunks, then dunks are all they get.

This probably is good news to you because you can butter up your resume and got the chance to make it through. I knew of a friend who went for a post of National Sales Manager, and by putting his last position as an Area Manager, which he was not, he got the post. That's a different story altogether but that used to work...

Heck! I got a feeling it still work. Not long ago, I was applying for a GP rep post covering product related to postmenopausal osteoporosis for an European-based company. I was interviewed by the Regional Sales Manager for that area (he covers 3 regions) and the interview last for 3 hours!

Imagine that...three long hours of interview whereby I had to do a few things including disease presentation, simple product presentation and mock detailing; based on the brochure given to me a week before. Perhaps you want to pay close attention to this story because this might be the kind of interview process you had to go through when applying for the job.

So, I was given a brochure before the first meeting, and I had to present on certain parts of it. In this particular case, it was in a proper meeting room with marker and dashboard to do the presentation (pay close attention to this because I'm going to compare it to the second interview with the same company later). And there was only one audience -- the manager.

Now, making a presentation is not a typical process of an interview before hiring a GP rep. In the previous case whereby I sat next to the nervous candidates, it was a simple 'Question and Answer' session; nothing more nothing less. From there, you'll be evaluated whether you'll pass through to the next round or not.

Honestly speaking; I prefer this kind of interview where they already preset solid questions to uncover your motivation and ultimately your job fit; compared to session where you had to do presentation or whatever.

But the best of them all is a session where the first interview you get to see everyone, and by everyone I mean the person who can decide whether to take or kick you! I encounter that with one big nutrition company where the position was for rep covering general practitioners to promote infant formula.

It goes without saying that I succeed in the interview (ahem!) but the important point is this: You want to be in such interview where you'll get the answer right there and then. Imagine not having to wait days or weeks for an answer, particularly the one that sounds like this,'We appreciate you coming to the session the other day but as for now, you are in our waiting list' which simply means 'start looking elsewhere dude!'...

Let me recap everything for you after such a long rant...

The first interview typically take place locally, runs by local people (area manager, etc.), and might or might not require you to do certain things like answering questions, presentation, and others.

And if you get through that, congratulations! You are on to the next level...

For companies that would like to see you, perhaps they're willing to pay to get you in front of them. The company which I told you earlier, where I had to present a brochure during the first interview, did just that. When I first arrive at their HQ, and the National Sales Manager was reimbursing me for what I had to pay to get there said,'The first time, you paid to see if you are interested in us. This time, we paid to see if we're interested in you...' That was his exact words and let me warned you that this scenario is not typical. There are companies that do not reimburse you for anything. One example is the company that hire me after the first interview.

But here are some more stark comparison...

My second interview with the European company, still requires me to do presentation, and still in front of a single audience. Let me point out that these are not ideal. It's downright bias and the chances for not getting a fair chance is relatively high. In my case, for the second interview I was given a piece of A4 paper as my presentation aid! Paper?! They got to be kidding me...

And for the audience; the company that runs the interview just by virtue of questions, had 3 people as panels. One from Sales and Marketing, one from HR and the other was Market Research. Can you see the diverse opinions and angles that each person will approach? Combining them will result in less bias. Perhaps it's the closest thing to being fair, don't you think?

I did not make it into the GP sector rep for the European company but it sure taught me couples of good lessons. I can tell you that the process for recruiting reps is diverse but the outline is more or less the same. My recommendation is find the ones that give you the highest chance to excel. It probably take you a few trials before you land on a good one but persist, persist, and persist.

It's the action that matters.

Looking forward to your next interview success...

Reasons For Being a Pharmaceutical Sales Representative

2011-04-22T01:57:00.000+08:00

...which you probably are aware of, or not. It's been my honest belief that you'll have reasons for everything. It's just that whether you're aware of them, and make them known to people, or you choose to drift along without knowing their existence. Whatever it is, the defining question is: 'Do you need a reason to be a pharmaceutical sales rep?' Ask yourself that question now, and listen to the answer you're getting.

I might have to add that you need to be in total silence to listen to the answer because it's internal. Try it now -- stay in silence and ask the question. Are you getting any answer?

If You Are Aware of The Answer

Let's say you fall into this category of people. You're aware of the reasons why you want to join the Pharma industry as a representative, and selling products. You probably know pretty well that you're going to promote drugs (or better known as medicines) and you are going to sell to healthcare professionals like doctors, pharmacists, etc. Your playing fields are General Practitioners (GPs), retail pharmacists, Consultants in Government Hospitals, or teaching institutions, and other healthcare providers.

You might also know that you're going to have flexible working hours. You sometimes start very early, and finish very late. It could be the other way around but you need to stay open to changes. Due to different channels that you need to cover, you got to travel, which means you're going to spend quite considerable amount of time on the road.

Knowing all these do not dampened your spirit; not a bit because, perhaps, you also know that the remuneration for this job is very attractive. Yes, you need to travel but the mileage, the lodging, the food and other expenses are claimable. I know some reps who 'conveniently' manipulate this. Yes, you need to work your butt-off but the incentives you get when you meet your sales target is undeniably handsome.

For the record, even though I had never formally study it, I believe more than 40% of people who join pharmaceutical sales career is due to the attractive remuneration package. I have met medical students, lawyer graduates, air-hostess, pharmacists, medical lab technologies, medical assistants (MAs) who changed profession due to that particular reason.

Now, are you aware of this? How did you feel about my observation? Did you think otherwise? Why?

And of course, there's another group of people who is...

Not Aware of The Answer

In fact, this people make the bulk of the sales representative profession. He or she does not have the slightest idea about what this job is all about but somehow cornered into it. Perhaps, they study something else and were hoping to get good jobs when they finished school but things worked out to be totally different. It's all so true during recent economic slump. I have been in two slumps during my entire career, and I know what it's like.

So, when job is limited and many hands were reaching for it, competition is at all time high thus trimmed the chances for many to land on a decent job. That's a very painful truth, and many had to live with. Can you relate to this? Since you're not aware of the answer, your reason, perhaps, is to land on something that can get you through this tough times until you find something better.

But of course, there's no telling when that tough times will last. Looks to me like it's going to be quite a long time...

Perhaps, the best way to paint a clear picture to you is through...

My Own Pharmaceutical Sales Career Journey

Here's how it goes:

I graduated in 1998. You probably can guess how 'young' I am now by guessing my age when I finished my grueling years in university. Don't get me wrong -- I love the times spent there. I know I got to make the taxpayers, and 'sweat and blood' dollars amount to something. And I did. I finished with average grade.

Now, back in 1998, world economy was having a good time with 'bungy' jump. The problem is; it's on its way down! To be frank, it fell pretty fast and everywhere, I can only see scarcity. There was limited job supply, particularly job that you expected to pay you well. Like many people of my age, the pull to reward ourselves with pleasure was at its peak. What could be a better excuse to get to it other than the fact that you've already get through the study obstacle, right?

I can't be studying all my life, you see. I need to get out and enjoy, and the best way to do that was with stack of cash. And the fastest street to get to that is through job that pays well. That was my logic back then which, in my believe, is pretty much the same today.

That explains why high bankruptcy cases happen in the age group of 30s to late 40s...But that's beside the point...Back to my story...

Since my qualification allows me to spend most of my time, if not all, in a laboratory setting, I've decided it was not a productive way to get where I want to be. In fact, I could not see how I could reach my goal sitting in lab chair, looking at specimens, and determine what it's all about. There are probably some people who appreciate what I'll be doing but that's not me.

I want to get to 'cashland' fast and at that time, I saw that sales career was the best route to take me there. So I worked my talents looking for job in sales, and I tried to keep it as close as possible to my study subject. After solid 3 months of looking, I finally end-up at a Swiss based, multinational pharmaceutical company.

That was my starting point.

I didn't know what to expect from my new career at that point of time other than I want to haul in the dough. That was my only reason, and you can say that, back then, I was well into the second group. I didn't know much but I have my own reason. I work my backside there for a solid 5 years.

Before the company can decide to give me a pen with my name engraved on it, for five years service award, I find myself venturing into other companies. It's not like I got issue with the current company but deep down, I did not feel like I was growing. My appetite for more monetary rewards propels me forward. I have no regret confessing about this because it was all for good causes.

I want to travel in more comfortable car, sleep in better home, and find a 'sleeping' partner (if you know what I'm saying)...

... And I want more money for all that!

If you follow up to this point, you probably know that, right then, I was moving into the first group. Now, I know what to look for, I have set my standard and I got a laundry list of what I would or would not settle for. the list by no means exhaustive but that will do.

I end up working for one of the top pharmaceutical companies, which then went to become the biggest pharma company in the whole wide world. It was an honor working for that American based company, and as for my goal -- there was never a better time for me to build my wealth other than that period. I considered that as my golden years. It was not unusual for me to bring home, nett, high 5 figures income every month.

I can continue with the story but I believe what I've shared is enough to illustrate my previous point: there are reasons why you want to be a pharmaceutical sales representative, and you either aware of them, or not. If I might add, knowing them might not be beneficial initially, but once you get to see the whole picture clearly; you probably want to change it. In fact, you don't need any reasons to be a rep other than your own. Trust me on that...

Pharmaceutical Sales Manager Interview

2011-04-20T03:01:00.000+08:00

...during my time was very simple. As I recalled it, there was only another person who compete with me for the same position. Since we're from the same area, and in fact, reside in the same office, we know each other pretty well. But in such situation, I would not know what to expect. Things could go both ways and I dare not imagined the outcome.

I mean the 'bad' ones, of course.

What Did I Bring To The Table That Day?

I have been with the company less than 2 years. First, my team leader 'makes' me apply for the post. The kind of support and believe that he showed for my competencies were just too contagious. Plus, I got the feeling that I stand a better chance because I was going to lead the same team -- the same team members; the same people who drink coffee and eat toast on the same table with me almost everyday.

And they want me to proceed too.

I mean who can resist the temptation of having your immediate boss and 'would be' team wanted you to go ahead with the application. In a way, I did not want to let them down so I proceed. All in all, I bring personal competencies (visible) and support (invisible) to the table. Would that be a requirement before you go into that pharma sales manager interview?

Answer: No...but it's a huge boost. I can tell you that.

Other Preparation That I Make

Forget the mechanic of how to answer interview question. In such situation, I personally feel that the most important preparation I could make is to prepare myself mentally. Nothing will do me any good if I'm scared to death when entering the interview room and look at the interviewer faces.

And talking about interviewer...

That day, there were about three people who sit in the chair. Each represent different departments and bring with them different expertise. If I recalled correctly, one person represent sales department, another represent clinical research, and the last one represent human resource. It's important to have such mix because every person will look at me from different angles.

For example...

The clinical research representative, while having no direct connection with sales or marketing, the questions that he threw were relevant to what I need to carry out as a manager. Since his expertise is in research, he drilled me with question about managing information, how to use such information to make better decision, and in specific situation, how I can use information to support me.

It was not evident why his presence was needed back then but now it's crystal clear.

How Do I Feel About The Whole Process?

At first, I was nervous.

Even with the fact that I was from the same area and team, I somehow knew that I was going to be asked a lot about how to manage my team more effectively, i.e. how to lift them to a new standard from its current one. Such questions were thrown a lot by the sales manager (duh!) and everything was about results -- facts and numbers.

And my current performance, which they brought and queried, just added to my nervousness. I had to justify all my ups and downs during twenty months or so with the company. As if that was not enough, hypothetical questions about certain situations that I probably face, just make things worst.

That's why mental preparation is imperative.

Throughout the interview session, my mental fortress had guarded me from wondering into other areas thus caused me to stay focused on the questions. I did not know how to answer all questions as 'manager' but once again, my mental imagery made me feel that I was already one...

'I Act As If I Am The Manager'

Thanks to all the reading and bits of practice of NLP -- Neuro Linguistic Programming; I see myself in the desired outcome, and I did make the experience more compelling with specific technique. I can't stress enough the importance of building a strong mental fortress.

But right up to this point, I only address the situation in a typical sales manager interview for the same pharmaceutical company.

What About Different Pharmaceutical Company?

Honestly speaking, I had NO experience dealing with such situation. Even though I had been with more than 3 companies but I had never apply for sales manager position in other company. I want to try if there's opportunity, and I knew I have the competencies and capabilities to deliver. Besides, I believe that the process and what I had to go through is fundamentally the same.

I mean; how different could it be?

An interview is an interview is an interview, right?

Up to this point, if you have the intention to upgrade yourself to another level, for example from sales executive to sales manager, what you need to upgrade first and foremost is your mental. Paint a clear picture of you getting the desired post and act as if you already got it. That will build your mental fortress faster than a speeding bullet.

Next, you want to get moral support from people who you trust and whom trusted you. This is not a must but I can guarantee you will provide the boost you need to move forward and upward.

And if you have to deal with 'alien' environment, in other words, outside your company, maintain focus by telling yourself that you have done this before, and it's no different back then compared to now. You already have all the resources you need to succeed in your next pharmaceutical sales manager interview, whether inside or outside your current company.

You are a success!

Selling Model With Focus On Patients

2011-04-11T23:21:00.000+08:00

I wish I can straight away named the selling model as I know it but probably there's law implication on that. Or at least I thought there is! But the background concept is the same - focusing on patients and tailor the selling with them in the front seat.

But how's that different from 'other' selling model?

I knew at least 3 or 4 other selling models, given my total career stint in the industry. What I can readily tell, the main difference from the previous model compared to this one is on the emphasis. Previously, the models emphasis on product - its features and how to translate that to benefit.

Now, in a glance, ordinary sales person could not tell the difference but I do believe you are not ordinary, right? What could be the difference if you did translate products benefits to fit into patients need. For example, when selling once-a-day antihypertensive, I translate that to convenient dosing thus leading to better patients compliance.

Did you see the flow?

Once-a-day dosing is a feature, and higher patients compliance is a benefit. To simply translate features into benefits you use 'bridging' words like this: Product A has this which makes it (easier, simpler, better) to be used in patients with bla, bla, bla, thus making it...and you continue with the benefit statements.

And salespersons were asked to repeat such statements day in and out, during a special session normally known as 'role play'. Does the word sound familiar?

The main point here is: Those models focus on product.

New Selling Model Focus On Patients

Honestly, I do not believe that such model is new. There's nothing new per se in my opinion, like discovering something that were not there before. 'New' here means it's given new emphasis or focus.

Focusing on patients means centering every aspect of selling towards them. For example, one prominent difference immediately visible is with brochure. Last time, brochure is just a compilation of graphs, and never ending bullets of features. But now, it's filled with the picture of 'fictional' patient and how the product fits into their lifestyle.

Every brochure is telling a story, and every story is unique to a patient.

And I Believe I Know Its Origin

I owe it to my favorite pass-time; reading.

I read a lot of subjects, in particular the ones that touches on selling and marketing. I also love to read self-improvement subjects because I find it to be a perfect complimentary to other subjects but marketing has been taking the center stage for the past few years.

I even conjure up a believe that if I market well, selling is easy. To put thing into perspective; selling turns potential into hard-earned revenue, and marketing is discovering or identifying such potential. It's not difficult to understand why I'm into marketing so much.

And that is when I met with 'copywriting'.

What Is Copywriting?

Simply put; it got to do with writing ads.

But beyond that, copywriting is about marketing products or services to targeted customers. There are many things that go into writing good copy, other than words and writing. In fact, not a single words should be penned unless the copywriter had done enough research.

And it is important to do enough research before a copy is written.

Why am I discussing copy here? It's because there is a strong link between how to write a good copy with the current selling model which focus on patients. The concept behind it, as simplified by a copywriter, is 'putting a face to product.'

That expert understand the importance of 'humanizing' an offer.

How to Implement Selling Model That Focus On Patient?

Patient is at the center of every interaction. Perhaps, just like any other selling model, the first requirement is to revisit all the information you have about the customer. Assuming that you have such information at your disposal, you review it before you go to the next step, which is...

Set objective for the call. There are many theories about how to best set an objective. You probably have heard about SMART which is an abbreviation for Specific, Measurable, Achievable, Realistic, Time-bound. What I can tell you is, set objective that is useful to you. The simplest thing, perhaps, is to set what you hope to achieve or expectation, and how you're going to do it.

Engage with customer. What you're going to say to get customer attention depends largely on your homework. Isn't that very much like copywriting where you do enough research? Getting their attention is important because you can easily lose them with the unending bombardment from similar and competing offer by other companies i.e. your competitors.

Get into discussion. Naturally, when you've engaged them and they're warmed-up to what you got to say, there's going to be some sort of flow of information. During this period, you probably have to put up a good 'show and tell'. But this is not the kind of presentation where you are the only person talking. It's a dialogue; a discussion.

Gain commitment. It's better known as closing in the old days. And if you have follow me all this while, you probably know that I DESPISE the word 'close'. But for the sake of this model, I have to put that down into word.

Follow up. Not every interaction ends up with a close so naturally you will have to come back to them with enough, relevant information, which aim to bring the interaction into closure. As you can see, this model does emphasis on closing which I have my personal opinion on its effectiveness.

But that's the topic for another post.

What Do I Think About This Model?

Honestly, I have moved from whatever selling model there is that focus on getting to closing. Yes, I do hate the notion of putting closing as part of the selling model because I don't believe in such.

When I was trained with this model not long ago, I probably did a good job at concealing my dislike towards one part of the process. Don't get me wrong; other part of the whole model was OK until it reaches the 'close'. But even when I agree that the whole process was fine, I believe in something simpler yet more effective than the whole process combined.

Such selling model do exist, and it has become central to my success in sales.

I remember when I had to do role play during the training session, and I had to partner with someone from a developed nation of neighboring country. The best thing about us is; we used to work for a same pharmaceutical company before. And throughout the session, for the trained eyes and ears, it will be evident that we are using selling skills from the previous company!

I believe it can't be helped. It's in the DNA, so to speak.

I probably have to do a huge disclaimer here but if you're interested in implementing selling model which focus on patients, you need to be trained in it. Is there any company that offer such training? I don't have the answer right now but if you're interested, I can offer a general overview of it.

Pharmaceutical Sales Rep: Fine Tune Mindset For Success

2010-11-22T14:06:00.000+08:00

I probably have a lot to say when it comes to pharmaceutical sales rep and mindset, and how to fine tune it for success. But with the interest of getting the most out of you; not from me, I have decided to focus on an area which many of you are too familiar with and that is prospecting. This is, in my opinion, the most critical but 'take-for-granted' area for salesperson. I will briefly explain why herein and later on recommend something you can immediately act upon.

Seriously, I'm not interested in teaching you; you probably have more on your plate than me. But mind the fact that sales teaching produces knowledge; not skill. Skill can only comes from training and hours, and hours of training. You must also know that knowledge actually prevent skill.

Now, there are two general ways which you prospect for customers.

First; you actively seek them out. By actively seeking means making cold calls and just appear on 'suspects' doors trying to make contact with them.

Second; you lead prospect to you. Granted that this is more sophisticated way, but the pay-off is much, much better. In fact, this is actually how selling supposed to be but of course; it is something understood by selected few who positioned themselves high in selling effectively.

To put thing into perspective; imagine a box full of metal tacks in front of you. They all look the same except for the fact that some of them are made from pure metal and some are made from brass. So if you want to separate those two, you have two choices:

Take out and separate each one; one by one (active selection)
Design a system and let the tacks separate themselves (passive selection)

Immediately, you can see using a magnet will create a system that allow the tacks to isolate themselves. And that's exactly what you want to do when selling. You want to create a passive system where prospects will funnel themselves into segments which allow you to attend to them accordingly.

The caveat here is you got to spend time to design the system.

So right now, after you have finished reading this article, set your mind a new standard; one that says, "I'll design a system which allow my prospects to come to me." That is passive selection at its best and believe me; it can be done. It will take a bit of a time but it can be done. If you think that the traditional way of prospecting will produce greater sales figure for you; think again. It has proven to produce dismal results for the past 60 years and it will never change if you repeat the same pattern.

Something got to change for the better and why not begins at the 'beginning' - PROSPECTING; create a passive flow that allows prospects to qualify themselves for your offer.

Tell me what you think...

First Day On Pharmaceutical Sales Rep Job: What's The Best Thing To Do?

2010-11-22T13:33:00.000+08:00

Since I'm restarting my career as pharmaceutical sales rep after taking three months off from the market, I had come across the same point when once I got a helping me to show me the way. But right now, I am alone in a more competitive environment and I knew instantly that I got to leave my ideals about 'what should have' and 'what must have' behind.

Things have changed and if I want to move forward, that is what I must do exactly. So if you find yourself in the same situation, this probably will be of a great help.

You see, I did ask my colleague whom I replacing about how he went through his first day. But unfortunately, there was nothing much he could share with me since he made no solid recording of the event and it seems like he really want to put that behind. I understand and respect that...

So I asked another colleague who is still working and she suggested something to me. The best thing is, it includes detailing a product to customers that the previous colleague missed out. Huh! What a genuine idea and what a brilliant plan too. But the problem is; I am too DAMN proud to detail to customers on my first day and besides, I believe there are more useful things that a rep can do beside detailing, which should leave at the very end of daily activities.

Why? The simple reason is because I did not know who my customers really are; what they need, what they want, what gives them pleasure, what causes them pain... There are too many questions to ask and I doubt that my predecessor could supply me with the answers.

So what's the best thing to do on this first day?

Personally, I would want to learn all I can about my customers; at least knowing who they are and their whereabouts. Then the next step is to come up with my Check! moves. I truly believe this industry has it own moves which are unique and different from other industry.

SIDENOTE: if you don't know what Check! move is, a simple explanation I could offer is it's a series of actions salesperson can control to bring about the results i.e. sales commitment.

I can really understand people who suggested detailing as first-day activity. I know that their boss and bosses' boss drill that to them. But it is evident that such pattern creates dismal results for more than 60 years. So, should we follow this losing pattern of doing thing? You see, if what you do did not produce the result you wanted, then why keep doing it?

You cannot dig a new hole by digging the same hole deeper. And someone told us earlier, "Insanity is doing the same thing but expect different results!" To be honest, I am not putting myself into that hole and description. I will do something different. I am a NewSell Instructor.

And I have proven so mane times that knowing something about your customers means more than knowing everything about your product. Hell! Do they really want your product? If they don't, then what do they want?

I have decided to spend my first day doing just that - getting to know who my customers are... Now, how would you spend your first day?

Get Pharmaceutical Sales Jobs: A Free Resource Worth Considering

2010-10-31T18:54:00.000+08:00

It always have been my personal believe that having more resources are something to aim for. What is so good about having them? The most obvious immediate benefit is having more alternatives. Having more alternatives means having more to choose from and not stuck with the same thing over and over again. A plus point is to get access to them for free.

I was fortunate to be in this specific pharmaceutical industry. I do not deal with manufacturing or regulation but strictly to pharmaceutical sales jobs. One recent occasion proves that I am lucky because I was found by someone who is looking for free resource for his or her website.

And the website is Get Pharmaceutical Sales Jobs

You can see part of the website's header at the bottom of the image above.

If you are looking for job in pharmaceutical sales and want to start with zero cost, one of the options you can consider is the above website. Make yourself familiar with it and see which part you can benefit from the most, considering your current situation.

A final word: These resources are like tools and on their own, will bring nothing to you. The only thing that will turn them into tangible results is actual use. Start with one, follow through until you see the result and keep repeating the process until you achieve your objective; provided you do have one.

Pharmaceutical Selling Model: Two Step Processes I Am Going To Implement Immediately

2010-10-31T01:55:00.001+08:00

Using the idiom of a new selling strategy which I am practicing right now, I am going to immediately implement two step selling processes that were scientifically proven to get me to my objectives. I do not have to worry about the end-results; that is the least of my concern and I only have to concentrate on one thing: Get on with the process.

So what is this selling module for pharmaceutical sales that I am talking about? In actual fact, this processes can be used for other fields of selling and in some studies, they have proven to yield almost 10 times the results that were previously gotten with traditional selling strategies.

What are the processes?

1) Creating value-added solutions or propositions for prospects which in THEIR mind are better than what they currently have...
2) Designing a passive flow to allow prospects to select themselves...

And the best thing about all this, which makes me very anxious, is I will be able to exercise the most valuable RESOURCE at my (and your) disposal which is CREATIVITY. This allows any salesperson to think in abundance and would not let scarcity or 'poor' thinking to lead the way.

I am going to immediately implement this once I commence my new job. Unlike what I have done previously, I wait for the right time to start. This time, I will just START. Sounds the bell; I am fully loaded!

Pharmaceutical Sales Rep Success Rule: The Only Rule Needed

2010-10-31T01:35:00.000+08:00

I am about to start a new career with a new pharmaceutical company. I feel anxious right to the gut but at the same time, I feel a sense of confidence. Why? Because this time I believe I am more prepared to face the upcoming challenge and the first thing I will abide by as a success rule is: I won't CLOSE the sale.

Yup, I admit that I am a huge believer to Michael Hewitt-Gleeson's Newsell. I probably will purchase his latest creation; WOMBAT SELLING: How To Sell By Word Of Mouth but until that time, right now, I am 'practicing' the lessons in Newsell.

And by practicing, I really mean pouring the hours and effort into getting on with the process.

That is the ONLY rule needed which in my opinion, will ensure my sales success more than any other factors combined. At the same time, I am also testing the ideas to some business join-venture which I decided to participate prior to accepting the pharmaceutical sales job.

Killing two birds with one stone; why not? And like my profit-making principles from long time ago; when I want to take up a lesson, why not have somebody else finance it for me? In other words; why not learn and earn at the same time.

I know it is possible. It always is.

Why I think this will work?

First, customers will always hate 'OLDSELL'. There is no way that they are going to fall for that strategy anymore, in fact, such strategy can hardly be called a 'strategy' because it is not strategic.

Think about it: How can it be a strategy when the outcome is determine NOT by the salespeople? Salesperson appear to be in control but in actual fact, they are not, and they will never be able to control it, ever.

Second, salesperson (that's me), will always love NEWSELL for the simple fact that it reduces the factor that sap energy to keep selling, and that is: REJECTION. The reason why rejection is common with OLDSELL is because the focus is put heavily on the end-result; CLOSING.

Maybe that is why I am too anxious; I cannot wait to put the process to work.

Pharmaceutical Sales Job Interviews: The Biggest Loophole

2010-10-30T17:12:00.000+08:00

When you are going for a pharmaceutical sales job interviews, you can bet on its biggest loophole ever, which I am going to share in just a moment. It has created, probably, one of the best job opportunities in the industries but it also created one of the biggest ILL.

What am I talking about?

One of the information you need to provide for your future employer is reference. But here's the catch: How often do you think they really check on it? They probably are but do you know who is the best referee ever? You'll be surprised that the best one is not those names you listed in the resume or CV but people outside it.

That means the customers.

But sadly, the future employee seldom took the time to investigate. They rely heavily on what candidates have printed and the impression during interviews. Not to down-grade anyone but those can be really deceiving.

For example, I had attended an interview with a Multi-national Pharma Company (MNC) and was passed through to the second interview, with fully paid traveling expenses. It was an eye-opener experience except, I finally found out that another candidate got the post.

Little that the company knows and a lot that the MARKET knows about who the candidate really is. It is not surprising when that candidate is going to be handed a warning letter soon. I 'praise' the candidate for successfully land the job and I want to say, "Serve you right!" for the company for its lack of homework.

In fact, how well would you think a children who is lazy to do his or her homework will do in school? Not very tough to answer, right? Serve YOU right...

Getting Back Into Pharmaceutical Sales

2010-10-30T16:50:00.000+08:00

3 months ago I took the time off to really think about my career path in pharmaceutical industry. After volunteering to separate from a pharmaceutical company in 2007 and getting my feet wet in selling medical devices from 2008 to June 2010 for another company; I believe it is the time to really pause and take a step back to look at the whole ordeal.

What a sight it was; that's for sure. But finally, I have decided that getting back into selling pharma items is the best thing for me. It is close to my heart and I find doing it feels like second nature.

And I have learned my lesson well all these years. Right now, I am more focused and clear about what I want to do and achieve, and how to go about doing it. In other words, I have a clearer strategy before I even begin my new employment.

It was not easy to get back on my feet though...

It took me two fail attempts, which in my personal standard is LOW because I always ACE in my first attempt but I know that the game and its rules have changed. The best thing for me is to follow suit and be more flexible to profit from the change than to risk it.

I believe I will have a different story to tell this time. Bet on it; because I am betting on it too...

Degree Requirement For Pharmaceutical Sales Manager

2010-09-22T16:52:00.000+08:00

It must be embarrassing for me to talk about degree requirement for pharmaceutical sales manager. My experience has everything pointing at the opposite direction when discussing this matter. Seriously, I never take this as a joke because I have enough experience seeing many sales managers are ‘degree-less’.

But maybe you still need to know what degree a pharma sales manager need. Well, not to disappoint you, here are my top picks for now, based on my personal observation:

1. Degree in Office Politics

I can tell you this: if you have any means of getting a degree for this, by all means go all the way out. It is going to save you lots of frustration, heartbreak, and at times, hard work, when climbing the corporate ladder.

Am I so pessimist to say that you would not succeed if you do not know how to play office politics? NO, but I am OPTIMIST that you will be far better if you know how.

For example, I have a friend who was previously held the position as a National Sales Manager for a bone implant company. He has a medical degree to boot, and had been in the industry for well over a decade. But sadly, he was replaced by (how should I put this), his Boss’s mistress, and clearly, she is the expert in office politics.

Sad but true…

2. Degree in Personal Broadcasting

It is really irrelevant whether you a big contributor or a small one to the company’s revenue but the most important thing is to make it well known by everyone, especially those in power.

You can claim that you are the person who lick the chewing gum under your Managing Director’s shoes and prevent it from getting stuck on the floor. Whatever you do, no matter how small, you got to make a big noise about it.

And that is why you need a degree in ‘personal broadcasting’.

I can tell you this: a person who is really good in this can lift himself way up from the whole group even though his contribution is no more than to complete the team members. He or she can skip all the meetings and briefing but end up claiming that the best ideas from the teams are theirs.

I believe those of you who already in such situation can relate to this, right?

And that is the reality…

3. Degree in Backstabbing

This is currently not offered in any martial arts school but the skill is so important I cannot help but to mention it here.

I remember at one time during my career, two female candidates were competing against each other for a Key Account Manager post. They have one thing in common; they have been with the company for more than 10 years.

But one thing they obviously got nothing in common is the story they tell during the interview. One of them is so good with her ‘backstabbing skill’ that she end up getting the position and the other drench is tears. Why?

Since they used to be teammates, the successful one use the same story but spin it to make the other one look bad while the other one tell the story to make her look good thus result in failure.

If there is an important lesson from this story, it is this: getting on somebody’s back is the fastest more acceptable way to climb the managerial post in a pharmaceutical company (and maybe other companies as well).

Of course, I am writing this in my most sarcastic tone but if you read it carefully you will notice that I did not take any of this matter lightly. These all are true encounters and real scenarios that I am not afraid to make my stand.

When I receive my VSS offer a few years ago, it was a sad scene to see many good colleagues left BUT what saddens me more is to see the ‘not so good’ colleagues still around carrying their flags.

What degree requirement for pharmaceutical sales manager you ask? Well, as long as you know how to stroke the right folks, blow your horn until your lungs bleed and step on as many peoples’ back as you can; that are the ONLY requirements you need to secure your position. But then again, I am just being sarcastic…

Do You Need a Degree to Be a Drug Rep?

2010-09-22T16:17:00.000+08:00

The answer to the question: “Do you need a degree to be a drug rep?” has two faces, which is YES and NO. I will explain why it is so and you can read it through to see the one that fits your current situation now. This is not a definitive answer but more of a guideline.

The First Answer: Yes, You Need a Degree!

The most ideal situation where this is true is when you are applying for your first drug rep job. Perhaps you just graduated or you previous job had nothing whatsoever with science and selling. A degree is such situation is an advantage. Why?

Let’s face it…

Right now, the number of graduates being produce by the Ivory Tower has exceeded four or five digits at any given time. That means, more people with degree are wondering around the earth. The sad fact that we have to live with currently is; the number of job offer is less than the number of job seekers!

In fact, the ones already in the job market are at the verge of losing their position without a warning sign. That is the fact, and it is quite pathetic.

And this creates a competitive environment; so competitive that once a fresh grad enters the job market, he or she will aim for one thing only, and that is ‘survival’. It is a dog eat dog world and everybody is for him or herself.

So that is the answer why you need a degree. You need it because everybody has one.

The Second Answer: No, You Don’t Need a Degree

On the other hands, if you are anything like me, for example, you have been working for more than one multinational pharmaceutical company, in every possible field, serving all available channels, and then you probably do not need to have a degree. Why?

It is because obviously, you have your experience to speak on your behalf.

And perhaps, experience speaks louder than a printed degree. I said ‘perhaps’ because there are instances whereby your vast experience amount to nothing for the company.

Do you need experience in the same field?

It helps, of course, but I had colleagues that come from multiple backgrounds, like banking, law and service. Since they had the working experience, and probably the look, they are qualified for drug rep post offered.

And adjusting to the new field is not a problem because training is provided. The company will make sure that the reps are fully equipped with selling, persuasion and charming ability before they are thrown out to the field.

I remember when I first got started 10 years ago, the training commandment was simply this: if you cannot convince, you confuse them; if you cannot confuse, you con them.

That was the harsh reality back then but things have change a lot ever since.

Effort has been out to make sure this job and industry are filled with honor and respect, and the current batch of administrator and industry leaders emphasized the importance of evidence based selling for pharmaceutical industry.

Because of this, many training modules and materials are relatively new. Some veterans’ sales reps find it difficult to adjust to the requirement of having to relearn what they consider as their ‘staple food’ but it must be done.

I vividly recalled the trepidation some of my older colleagues, who have served the same company and the same market for more than a decade, going through the materials in the new training modules that covers basic sciences, like physiology and anatomy.

They feel like they are back to school; and they hate school!

But I can see that, for newcomers with degree, even though they have not study sciences before, the will and competencies to succeed are so strong that they can adjust without a blink. I at times, feel shy when they surpass me during small, indoor test.

So, to answer your question whether do you need a degree to be a drug rep or not, I suggest you look at your current situation and see if you relate best to Answer 1 or Answer 2. Honestly, right now, I think having a degree is a big help because there is a lot of new things to learn, and it is just like good old school days, if you get what I am saying…

What Should I Do to Get Into Sales?

2010-09-22T15:35:00.000+08:00

If you have ever asked the question: “What should I do to get into sales?” then there are a few answers that I could give you off hand. They are how I got started and continue with the profession. Before you proceed, I suggest you get comfortable and read this article through, and then pick the one that applies to you.

It might appear simple but do not get too comfortable because it might not be easy.

The First Thing I Did to Get Into Sales

Quite simple; I just apply for it.

That is it.

I find a job that requires me to sell to earn my salary and I just go ahead and do it. In fact, if you are looking for the magic bullet to solve your problem in getting into sales, then getting involved is it! No need to read millions of pages on how to do sales or how to prepare yourself for it; you learn best when you just do it.

I remember one of my trainer, when he was asked by someone to show him how to sell, his response was, “I cannot teach you how to sell. You learn to sell when you sell, when you do it!”

And that is all you need to do.

What Else Can You Do?

In the recent years, there was a healthy trend developing, and it is called ‘Multi level Marketing’. It has become one of the best business opportunities around and it also has become one of the ill for the industry. It is highly likely that you are going to be hated than favored when you mention the word ‘MLM’.

But here’s the thing…

What really happen in MLM is product get moved from manufacturer to consumers, and the way they do it is through chain of people working together to do it. It supposed to be the best opportunities, as regarded and approved by many, but it also creates ill because there people misuse the trust and process.

Rather than going through a well designed sales funnel, they look for shortcuts. Most of the time, shortcuts could not be copied thus created a huge gap in results, or in other words; income.

And those people start to talk bad about the whole process, even though there are only a handful of people doing it. But that is beside the point.
The best thing about this opportunity is, the chance for doing sales is open the minute you sign up with a company. A good company will provide you with the necessary training and materials to get you started.

Of course, the people who brought you in will spend time to mentor you how to sell. This is the typical and legal structure of a MLM company. There is no substitute to its effectiveness whether you join right now or 10 years ago.

You must sell and you must sell well…

If you are thinking of doing sales, it is probably good to start with MLM low risk approach. You will get plenty of practice and knowledge necessary to make yourself familiar with the process and once you have become comfortable, you can venture out to bigger and loftier goals.

But start somewhere.

So the answer to the question: what should I do to get into sales is simply this; go out, and do sell something. It might be awkward at first but as you go along, you can evaluate if this is something you really want to do.

What Do I Need to Be a Drug Rep?

2010-09-17T18:13:00.000+08:00

Here is how I am going to answer the question: what do I need to be a drug rep; based on my slightly over a decade of experience being one. Before I proceed, I want to make sure that you are clear with this: whatever you read here is totally my personal opinion and I make no guarantee whatsoever that you are going to get the same results as I did.

1. You need a strong ‘want to’.

I remember when I graduated from college, the ONLY thing I want form my future career is the potential to bring me a whole lot of cash. And at that particular time, I only see career in selling will be able to deliver that.

I was inspired by a career talk delivered by an Astra-Zeneca Sales Manager at my school right before graduation.

Even though Astra was not the company I end up working with, I did search for other pharmaceutical companies and had the privilege to work with a few of them including Pfizer Inc., Roche Pharmaceutical and Roche Diagnostics.

I can tell you, it is not my degree that leads me back then, an even now, but my sheer want to build a strong financial position through my job. That is why strongly recommend you start there.

2. You need to take action.

Wishing is not going to take you closer to your dream career. You got to start looking and getting in front of as many companies as you can. Like in my case, AZ was the first company I exposed to but not the first I worked for so you probably not going to land a job straight away in your first trial even if you wish you had.

3. You need to be persistent.

Apparently, action alone is not enough if it is not coupled with persistence. Keep your eyes and ears open to any available opportunity from any companies; ethical or generics, and if you meet a bump on the road of your employment, do not easily get bump off track. Keep your pursuit and do not give up.

4. You must learn fast.

With the availability of all sorts of resources online, there are no excuses for you not to learn about this industry. But the trick is; you got to learn them faster than the next possible candidates. The best way to learn them is from those who have walked the path before, and I do not want to make it sound too obvious but I know ONE person who fits the description nicely…

5. Keep improving.

Every failed attempt, every rejected application is your best teacher. It will point you the way to a better approach, a better way to write your resume and CV, and others. So learn from it and make sure your next attempt will take you closer to your desired goal. What do not kill you will make your stronger.

These are parts of the answers to ‘what do I need to be a drug rep’.

Pharmaceutical Sales Income

2010-09-07T10:25:00.000+08:00

Typically, there are two sources for pharmaceutical sales income: basic salary and incentives. Many factors influence these two and no two sales reps are alike when it comes to them. Different companies would have used different metrics as benchmark and standards, and in that manner, no two companies are alike.

Let’s talk about the first income; basic salary.

What is The Baseline For Pharmaceutical Sales Reps Salary?

The immediate answer is experience.

If you are a brand new person who just graduated and enters the job market, your salary package will be pretty much according to the current salary average in the industry. There is some sort of baseline that many companies follow but they never admit it.

It is something like an unwritten contract, and the source for such info is pretty much doubtful at its best. I mean, since I got involve with this job slightly over a decade ago, I believe the company’s best resource for how much to offer a new rep is the figure he or she puts in the resume.

And of ten times, to avoid complication in candidate selection, the salary amount is stated in the advertisement. Smart move, maybe, but it never meant to be final, if you know how to bargain.

For those who already have a previous job, the situation might be a bit different. If the previous employment is highly relevant to the position applied, for example, a sales executive applied for pharmaceutical sales position, chance is good that you can bargain for higher than average standard basic salary.

There is no guarantee that you are going to get it but you have a shot at it. It is strongly recommend that you go ahead and ask for it.

Of course, the most fortunate candidate is perhaps the one whose previous employment is with other pharma company, no matter whether it is generics or ethical.

But the scenario nowadays, specifically starting in 2008, is totally different.

Many companies, including multi-national companies, preferred fresh graduates than experience people because of cost cutting exercise. Heck! Even the experience one will have to enter the war zone, so to speak, to ask for what is deemed right, relative to what she or he brings to the table.

And many were left heart-broken.

In general, the world is having a job market slump. Companies are taking their operation somewhere else where the capital outflow can be minimized and there is a high tendency to cut the unnecessary.

The simplest is to cut job. Sales job is right behind clerical or redundant admin job.

Pharmaceutical sales representative used to enjoy 11% higher basic pay than the industrial average but no more. If you just entered the market, do not get discouraged. Bite the bullet and move along.

Incentive Payouts Are Also Affected

This is another source of income for pharmaceutical sales but lately, just like its close cousin, ‘basic salary’, it too suffers serious cutbacks.

It is obvious. Since sales numbers are coming in lesser than they used too, the portion that was reserved for incentives was also shrink. And there is very little a rep can do about it. In fact, many of them have to multitask and getting the same amount of pay.

This is exactly following the theory that says: People work enough to be paid and company pays enough for them to keep working.

Doesn’t that sound like a NEW forced labor? Perhaps!

Right now, as of today, at the date this writing is created, pharmaceutical sales income sources are severely diminish due to alleged economic crisis. No one really knows what that supposes to mean, since some senior managers and supervisors are still enjoying all the perks and privileges, but that is the reality. I say, “Suck it up and move along!”

Why Leave Pharmaceutical Sales For Device Sales?

2010-09-07T08:53:00.000+08:00

If someone were to ask me, “Why leave pharmaceutical sales for device sales?” my given answer is going to be a mix of personal and strategic reason, but the former carries more weight, definitely. Why?

First, when I accept ‘voluntary separation scheme’ (VSS) offer from the Giant Pharmaceutical Company, at that time, I vowed not to come back to pharma, unless I was taken at gun point. I hate the fact that the current industry situation in our local scene is filled with bias and ‘pea brain’ upper management!

I would not come back unless it changes, which looking back, make me feel silly because the thing is, situation could not change by itself. It needs outside force, like a fighting spirit from dejected person, like me…

Secondly, I want to do something new, something which I had no experience before, and it will serve me in making my resume looks damn good! And I did not have pharmaceutical on my list of possible next career in sales.

But resume is a strategic reason.

Other strategic reason includes long term growth of diagnostic industry.

After making some simple observation of the trend for healthcare industry, I have come to the conclusion that the future of it is in the area of diagnosis. I mean, how much can a pharmaceutical company grow after a drug exclusive patent expired? When generics companies start making their way into the market, how long can it survive?

Things look gloomy to me and that prompts me to choose diagnostic, as strategic move.

But boy! Was I in for a surprise…

You see, what I ‘failed’ to track is the pattern of diagnostics market in this region. Since I know better know, maybe I should have look deeper and read beyond the financial goons report figures. I should have known better that there is high probability that these reports and figures are made by people with high commercial interest.

In other words, they are made by liars!

YES! Numbers do not lie but liars make number. I have said it myself countless times but I overlooked it in this instance, and now, look at what it has cost me. But it has served as good lesson to me; next time, come up with my own tracking metrics.

What Would I Advice People Who Is Thinking About Changing To Diagnostics?

Think.

And think again.

In fact, the more you can think about every angle of the possible motive and consequences, the better your decision will be.

But of course, if you knew everything, that will be a bloody conclusion, not decision. There is part which you will not know for as long as you live and you need to go ahead and make the call.

You got to live with the fact that your life, at times, is shaped by the question you ask, as much as the question you FAILED to ask. Suck it up and move on. What did not kill you will make you strong.

But my personal recommendation as of TODAY is: HOLD your ground and look for opportunities in the same industry. Growth in diagnostics is not an empty promise, I give them that, but it would not happen as fast as you want it to be.

Most customers still using the same analyzer they used four or five years ago, and they probably upgrade to the same brand in a heart beat. Changing the mindset of users in the biggest and most profitable segment of the market, the Government Hospitals, is filled with too many drama and bureaucracy.

When it comes to this stage, and probably it will stay for the next 5 or 10 years, or so, I imagine only those who are ready to sell their soul for the devils to bring home the money sack, will survive.

Why leave pharmaceutical sales for device sales? I will answer, “Why even bother?” and that is it for now, honest to goodness. Will this change? Perhaps, but you got to wait for that.

Presentation Anxiety and Pharmaceutical Sales

2010-09-03T12:45:00.000+08:00

Presentation anxiety and pharmaceutical sales are closely related. There has never been a time when even an experience rep did not feel the butterfly in the stomach. To a pharma sales rep, making presentation is routine. Day in and out, a presentation is made for two specific occasions:

1) Face to face detailing
2) Group presentation

The Source of Presentation Anxiety

From my experience and observations, I can conclude that anxiety often occurs because:

1) The pharmaceutical sales reps are new. This is normally what happened. It is the first time the see a customers, being in the environment and do the presentation, the one that counts, I might add.

2) Not well prepared. This is true even for experience reps. Failure to prepare sales material, marketing tools and relevant contents causes them to sweat in anxiety, especially when the ‘boss’ is observing.

3) Caught off guard. This might be a side-kick from above and frequently happen when customers ask questions about products which facts they overlooked or neglected. Well, some facts are not documented in the marketing materials so they don’t bother searching, until they’ve been asked!

These three apply to face to face and group presentation. Perhaps, the difference is in the degree the anxiety is manifest but it is there.

Pay special attention to reason (2). It has caused a lot of trouble for new pharmaceutical sales person and experienced alike.

How To Handle Anxiety When Presenting

It should be clear by now that the ONLY way to handle it effectively is to train for it.

But the way presentation training is structured is very important. It is ideal to break the training to tackle both situation; one to one and also group presentation. Both situations call for different competencies and skill sets, and require different durations.

Let’s take one to one presentation first.

The best way to train for this is by doing lots of role play.

Role play is an activity where a person takes the role of a customer and is given a certain scenario. The objectives to be achieved are set out well before a session and are monitored throughout. Observers, which typically consist of more experienced reps and sales managers, will evaluate the objectives and supply feedbacks.

A session can last for half an hour or so, but frequently repeated, possibly on a daily basis.

When does it stop?

Never! This is an ongoing process of monitoring and improving pharma sales reps skills and it is done continuously as long as that person remains an employee. Furthermore, one can only get better with practice.

What About Group Presentation?

It comes easily once a person get used to ‘face to face’ presentation. What’s left is to expand the involvement to include more people. It can be simulated back at the office’s training room or on the field, with close supervision from trainers and managers.

The same process does apply; a person presents and others observe, and give feedback later. The more a pharmaceutical sales rep practice, the better he will adjust to a presentation situation. In fact, to rate the effectiveness for both type of presentations, I will personally choose group presentation because of the lasting impact.

Think about it: Which session will create more impact to your customers; while they are alone or in a group?

Anxiety is part of presentation and for pharmaceutical sales, it is inevitable. It is a good sign when you feel butterflies flying in your stomach; the task now is to make them fly in unity.

Pharmaceutical Sales Career Lifestyle

2010-09-03T12:42:00.000+08:00

What can you expect from a pharmaceutical sales career lifestyle? Does it resemble the lifestyle of the rich and famous? The answer to this could be as varies as the numbers of stars in the whole galaxy but in the end of the day, it boils down to only one general answers: you!

YES! You determine your own lifestyle as pharmaceutical sales rep, and because ‘you’ are a different person at different place and time, your lifestyle could vary greatly.

But there is a pattern, a very noticeable one I might add.

Pattern Of A Pharmaceutical Sales Rep Lifestyle

A sales rep is a human. Human will always do what human does, and that means more than make mistake!

At one time, Covey in his infamous ‘7 Habits of Highly Effective People’ suggest that truly efficient people identify themselves through their role, for example brother, sister, son, daughter, sales persons, manager, sportsman and others.

With roles come routines, and identifying routines for each role is imperative. It sets the stage for maintaining and improving effectiveness.

The same can be said to pharma sales rep. Right now, can you identify some roles that you are playing?

Now, not to bog you down with specific, perhaps the issue here is not so much of your personal role. That probably is the scope for another discussion, but for now, the attention is on the professional role; the role that pays for your foods and clothes.

Here’s how it might looks like, typically:

6.00 AM: The perfect time to wake up, provided you have got enough closed eye time, and for sales reps that are based in head quarters to avoid the traffic jam.

8.30 AM: Arrive at the office. Depending where you are based, you might want to adjust arrival time according to your office requirement and job scope needs. I know that some sales managers arrive earlier to tighten up the day’s plan and polish yesterday’s. Of course, outstation colleagues always start at later time, but regardless, if they can established a routine, it is better for them.

9.30 AM: This is one of the best times to run some training exercises. Usually, this time slot will be filled with role-play session and presentation. A selected team member will lead the session and delegate responsibilities among the team.

It will be a jam pack session, filled with giving feedbacks and communications. Once this is over, it is usually the time for reporting and other admin tasks.

10.30 AM: Sales persons should find their ways to customers’ site already. None of them should be in the office unless required too.

1.00 PM: It should be ample time to fulfill part of the daily call requirement. It will be filled with seeing healthcare practitioners, like doctors, pharmacists and others. When seeing them, pharmaceutical sales reps will promote products using supplied marketing materials, for instance a brochure, and mentioning products’ key messages.

And they probably had to carry out other activities also, which aim to strengthen relationship with customers. Now, there is a thin line between ‘bonding’ and ‘influencing’ decision makers so sales reps are advised to exercise caution. This comes naturally with the jobs but until recently, updates had been made to make sure companies not abusing the opportunities specifically for commercial purpose.

For example, taking the HOD; Head of Department to lunch falls under this category. If not done tactfully, such action can be easily misinterpreted.

2.30 PM: Post lunch call. Energy level could be very low at this moment so it is good to involve in interactive activities, something that requires a lot of movement and involvement from reps and customers.

I think of chit-chat…

5.00 PM: You can call it a day, but if needs be, like traveling, then you can finish your day later. A good habit to exercise is writing the record for today’s activities, either on paper or electronically, and after that, your role as a normal person must take over.

You can start with sports activity…

So, what do you think of the pharmaceutical sales career lifestyle? It’s what you make out of it that counts. Sorry to disappoint you; no hot babes and fast wheels to boot in this story because that is just the way it is.

Why Should I Change From Pharma Sales to Diagnostic Sales?

2010-09-02T11:30:00.000+08:00

Have it ever crossed your mind why should you change from pharma sales to diagnostic sales? The short answer, probably, is: ‘It depends’ and that is my answer if you were to ask me during my years in pharmaceutical company, but after I give up my position and join diagnostics, I have different explanation.

Right now, I also have some other explanations.

If you must know why I change from pharmaceutical to diagnostic last time, here is my list of answer:

1) I could not go back to my previous company. Not after a certain years had passed, but even after years had passed, I never imagine going back to the same company gain, ever!

2) I hate the people in pharma, especially those who are sitting on the same rank with my ex-supervisor because I had generalized they are of the same feathers. How different can a pharmaceutical companies’ office politics be? To me, they are all the same! And I hate it…

3) I want to avoid seeing doctors. My feeling is like I am going to same restaurant and order the same meal every time. I mean, how many times can you go with the same course in a row? Four? Five? What if you have had it for the past 10 years? You get the idea.

4) I want to do something new. ‘New’ as in ‘I never had any experience in this before and later it will look impressive in my resume’. Yes, I never had the intention to stay forever. This is the reality of working in private sectors. Jumping from a place to another to learn is smart, and you are getting paid for taking the lesson. Not bad at all ey?

Here is my assumption before joining diagnostics, apart from my wants and hate above:

1) I assume that selling for diagnostic is much easier. I imagine it is my hand that’s going to do the selling instead of my mouth. It’s going to be easy.

2) I assume that the customers are highly focused and easier to target. If you’ve seen one, you’ve seen all.

3) I assume that the skills needed to sell are the same. How much different could it be?

4) I assume that I can really pull this off! It’s my alter ego talking…

I manage to dabble into the industry for almost 3 years, before the company decided to pull off the plug. The experience I had was partially like what I have in mind, in other words, what I have assumed but there are some parts which are totally deviates from my pharmaceutical experience.
Do you want listen to my discovery and probably recommendation that can make you doubt the decision you are about to make? Whether you answer YES or NO, why not just read on?

Here is my conclusion and/or recommendation:

1) If money is what you are looking for; do not change. The verdict is in and money is still in pharmaceutical, be it for basic salary and incentives.

2) If you want easy job making simple sales call, YES, diagnostics have better customers’ segmentation. They are easier to see and spend time with, but the downside of that is, when they start trusting you, they want you to handle everything and that is a lot because machines, unlike drugs, have downtime.

And customers could not wait for engineers to arrive next year to fix them. They want it immediately!

3) If you think pharmaceutical sales presentation is already challenging, think again. With pharma presentation, you rarely need to ‘demonstrate’, unless you are selling respiratory drugs, but in diagnostic, demonstrating and users’ training are staple food. If anything goes wrong with your machine while you are at it, there goes your reputation.

4) Response time is crucial for diagnostics, at any given time. If your machine does not improve customers turn around time, you’re screwed! And that means responding to troubleshooting call during wee hours, like midnight!

So now, should you change from pharma sales to diagnostic sales? You go figure, but honestly, if you’re doing this for more money, then stay put or look for another pharmaceutical company. Other than that, feel free to jump.

Why Pharmaceutical Sales Jobs Give Dr Perks?

2010-09-02T11:28:00.000+08:00

If someone were to come up to me and ask this question: ‘Why pharmaceutical sales jobs give Dr perks?’ I would probably shot back a question, “Why not?” But since I imagine the person asking have no idea what this is about I will explain in the following paragraph below why is it so.

But this could also be a question with a jealousy tone, and I think I am better off answering to this than the former. I don’t know why but jealous people irate me, and when my mind is fill with hatred, I find it easier to pour it onto paper or keyboard!

I was reminded on a gathering of my ex-secondary school mates during a festive season in one of my mate’s house not long ago.

After leaving school, we took different path and some of us ended up pursuing childhood dreams. You remember them, right? Popular choices include doctors, engineers and sales persons.

I made up the last one!

One of our mates who was doing her medical degree at that time, asked me about my field of study. She said something like, “It is not fair. Why you only need to spend four years instead of five?”

“Well, we are not exactly study medicine. The syllabus is only similar for the second and third year, minus the clinical years, of course,” I answered back.

A few years after that, we meet again, but this time the scenario is very different. I was paying her a visit as one of my customers. She is a General Practitioner in my area of coverage.

“It was not fair that you get higher basic salary and better perks compared to a Houseman,” she retorted. Why I got the feeling I have heard this before?

My answer below is what I imagined my answer would be.

“First off, I am working in the private sectors, and generally private industry pays better. I know this sound cynical but when you are working with the Government, you should not raise the issue of monetary rewards, agree?

Secondly, I am doing sales. It is well understood that when people do sales, the only thing that matters is money, particularly, sales commission and incentives. The attractive perks are just extras. If we want good basic pay then it is probably a good idea to work for the Government, and get promoted through rank and file.

And would be wondering why give doctors perks?
That statement is partially true.

The doctors’ perks you are referring to are almost similar only for the earlier selling years. After a while, everything seems to be status quo, unless the sales persons achieve higher rank.

And it is not easy to climb the ladder…

On the other hands, once Housemen stage is passed, your income grows by leaps and bounds. Imagine you have attained specialist or consultant status in a department; you will get all kind of extras and enjoy high salary.

In fact, you only spend a fraction of that income compared to us who works with Private sectors. If you want more; all you need to do is to gain your sub-specialty, or working outside as visiting doctors.

Can you see where I’m getting at here?”

I am not objecting totally when outsiders were wondering why pharmaceutical sales jobs pay doctors perks because if they see the issue from my angle, there is no way they would think that their career is lacking in that aspect, unless, they hate being a doctor!

Maybe that’s what you are feeling when you ask such question? Who knows…

With the current economic development, and many sales persons are being force to leave their commissions, what used to be a lucrative industry to be in, is now looking a bit gloomy. This industry is profit driven, and people like doctors are important mediators that make it happen.

Even if there are no pharmaceutical companies exist, people still fall sick, and when they do, they come looking for doctors. Judging from the prospect, there is no way the healthcare professions are losing out to the industry. Not a chance.

Now, having heard this, do you still think perks are all that matters?

I’m hoping your answer is ‘NO!’ because if you answer otherwise, you might be in the wrong profession. And hopefully you know by now why pharmaceutical sales jobs give dr perks; they are temporary.

Why Do I Hate My Pharmaceutical Sales Rep Job

2010-09-01T10:21:00.000+08:00

It is not always bright and shiny in this career. At one point or another, you probably ask, “Why do I hate my pharmaceutical sales rep job?” and that might happen when you least expected it. It is not uncommon to ask such question many times after you’ve been spending considerable time on the job, and it might be more common when you started out. Why?

To be able to answer this question, I have to relive the unpleasant experiences that I have endured during my working years. I’m very much preferred to avoid this, unless I was put on the psychiatry’s or counselor’s bed for a counseling session!

But if it will help others in any way, I don’t see why not.

I had a lot to say about the things I hate this job for, but I probably zoom into the main ones that shape my beliefs right until now. And on top of the list is…

Bad Boss

Trust me; this has caused more heartbreaks, frustration and anger than any other reasons combined. It was made worse because every time it happens, the reps are powerless to go against the tide, so to speak. What they do as act to protest could backfire and come haunting them back.

I remember at one time when I successfully settle a dispute between one of my team members and another colleague from a different division. We agreed on certain terms and all look good, until the day of my appraisal.

My boss told me that many top level management are dissatisfied with the way I handle the crisis, and for that, I was put under ‘performance management process’ (PMP)!

I almost freak out in disbelief, but after I collect my calm and composure, I started to look into the matter seriously. I get advice from others but looking back right now, that was probably not the best thing to do because I would not know if they conspire with each other.

At one time, I set out to confirm my curiosity that my boss actually hates me, and I test it using the company’s own feedback process, called the 360 feedback.

And as I expected, out of 28 respondents I get feedback from, only one person stick out like a sore thumb in giving me low score, in all competencies areas. That person is my boss! Put in mind that the company requires at least 6 people to get feedback from.

I just want to reduce the error since I understand statistic, unlike you know who…

I compare that with the last company I joined, a Diagnostic company, and my immediate manager was superb. She, yes, a lady this time, was extremely helpful and supportive, which is what a good boss supposed to be.

Now, the diagnostic company was lacking in its training structure, like there was no module for mentoring and coaching, but it does not stop the boss from behaving in a common sense manner. Indeed, managing people is common sense, and it boils down to a single important factor: attitude.

When a person is full of hatred and jealousy, it is not difficult to see how that will translate into every action.

Bad Politics

You would not believe if I told you that in a typical pharmaceutical company, there are more politicians, in percentage, compared to a ruling party of a country. Look, there are only a handful of seats in the parliament to represent millions of people, but in a company with 100 employees or less, you can see politicians every step of the rank ladder.

And how many ladders are there in a company? Two or three, top.

When people becomes ambitious to climb the ladder, they use their ‘WIT’; whatever it takes, to get to it, and that includes stepping on other people heads, shoulders and back. In some cases, they backstab!

These people enjoy the power and reward that comes with certain positions and have no interest in others’ affair. ‘Everyone for themselves’ is the motto they live by.

And ‘karma’ probably takes too long to come by…

When the experts of management lament that fish rots from the head, I got a feeling that they actually approved this, rather than promoting change to be made to rectify the situation.

The natural effect from having such person on top is it tends to attract the same flock, and without realizing there is going to be too many politicians, with different agenda, congregate at the same place.

Their main activity is revolving around pleasing each other. Phrases like, “Oh, you know, the other day, your idea was really superb. Who would have thought about it other than you?”

During company’s meeting, these people were applauded and congratulate like nobody’s business, and it is clearly apparent that the company might go bonkers if not because of them.

Look at what politicians have done to the country, and you can imagine what the same people of similar caliber can do to a pharmaceutical company.

The bad news is, if you did not take side, you are seen as against them. You’ll be put under watchful eyes, which many trolls will do voluntarily, and your every action will be doubted.

Many think that it is smart to play along and survive the game and standing on your right is plain stupidity, but that’s a call only you can make. And that is why I hate my pharmaceutical sales rep job.

Bad Customers

If you think customers are always right, think again.

You see, customers are also human beings, and no human being is perfect. Are you saying your customers are perfect? If that so, I assume that they are not humans. They probably are machines or programs that have been tuned for perfection.

In pharmaceutical industry, there is slim chance that you are not dealing with human.

Why are say there are bad customers?

These customers are of ten time opportunist. They probably know that the company needs them and they want to play their cards right.

For example, I remember a customer from my diagnostic selling days, who ask for favor before he installs our company’s analyzer. He wants cash and he instructs us how we can do that, legally, through the purchase agreement.

I walk away from that transaction and kiss the opportunity ‘bye-bye’. There is less and less opportunity for our company to enter the institution but for those companies that do enter, I make no excuses to think less of them until the day when that person was no longer in charge.

I probably want to continue with more accounts on experiences that cause me to hate my pharmaceutical sales rep job but as I mentioned earlier, these are the main ones that shaped my beliefs right until now about what’s possible in this industry.

What's It Like Being a Pharmaceutical Sales Rep

2010-09-01T10:18:00.000+08:00

Do you want to know what’s it like being a pharmaceutical sales rep? For the last twelve years or so, I had mixed emotion when people ask me this question, and most of the time, my answer depends on who’s asking. If I know them, I probably spill everything, no stone left unturned so to speak, but if the one asking is someone who anxiously waiting for the result of a job application, I’ll answer differently. Why?

Because being a pharma sales rep means different thing to different people. No two sales reps are alike. To illustrate it, perhaps walking you through the timeline from my career beginning until now would be helpful.

In The Beginning, It Was Uncertainty

I’ve never sell a single thing before. I’m a shy guy, and I don’t talk much.

When I got started, I was placed in an area where I got no relative and the people speak different dialect than mine. I literally start from scratch. But if that wasn’t enough, I was more nervous with what the career had installed for me…

… What are the customers like? What’s my daily schedule like? How would I live day to day? Would I make it in this career?

There are so many questions to ask and so little answer given. It was time of uncertainty.

And I can tell you, back then, friends were of little help. In fact, I have none when I started, and even if there were, I believe they would not understand my situation fully. It was anxious to be on your own in a new place, but it was exciting nonetheless.

I recalled the very first day I was out on the field, the senior whom I’ll be replacing, took me to the customers and let me do all the introduction and detailing. It was scary! I still recall vividly how I stumbled and act clumsy when searching for the right material to present to them.

How I could not feel scared when my customers were all professional healthcare providers, like doctors, pharmacists and others? And the burden of displaying the high standard of the company was on my shoulder. I have to look good, and I had to figure it out on my own fast!

Then It Was Adjusting

After a few months going through the routine, a set of pattern starts to form, and I began to adjust to the situation. I know when to see a customers, what to tell them and even if they are new, I can figure out the best way to approach.

Things were looking better and the company provides the training as I go along, which in a way, did help.

The best part is, I start to form work habits. The supervisors could easily notice them since they have been there themselves, but since everybody is unique, there are differences in the way they are expressed.

Were they good? Were they bad?

The answer is, well, it depends. Some habits really help in making me more efficient.

For example, I’ll start my day call by seeing my best customers. It helps set the tone for the whole day, and it warms me up to see other customers. Besides, your best customers call was like meeting an old friend; it’s all friendly and pleasant.

But there is habit that is not really helpful, like for instance, writing my call report once every week.

It was easy to skip writing it because there was always ‘convenient excuses’ cropping up, like going to the movie, spend the weekend out with friends (yes, I finally make a few in that period of time), and many more. When it comes to the report, well, there’s always next week, right? After all, the ‘boss’ is not coming yet.

By this time also, I started to become comfortable with the work schedule. Since I was based outstation, I very much decide when I start working and when I end it. Sometimes, it can be very short working period, particularly, if my buddies have made plans.

And they got nothing to do with work…

Plus, there is money to spend. Now, I got the taste of incentives and allowances, and learning quickly ways to maximize both, there was so much to do with the extra money, other than saving or invest it.

They were not as exciting as spending on ‘toys’ and hobbies…

Finally, There Was Uncertainty Once Again

But this time it’s for different reason. It was mainly driven by the question: ‘Is this all there is? What could be more out there?’ and the search began.

When people frequently ask you, “Hey, how long are you going to carry detailing bag?” you start doubting your career in the industry. It’s not like are going stale but everything seems to be routine now; seeing the same faces, talks the same things and do the same activities. At times, it moves from routine to boredom.

And things outside appears more exciting…

They probably are, and the only way to know is to try them out.

Some pharmaceutical sales rep would not mind spending their whole career with one company, but I can tell you, there are good reasons for it.

For example, I know of a friend from another Pharma Company, who has been working for more than 20 years with the same company, and he’s approaching retirement age. But outside his day to day job, he got his laundry business where he paid people to run for him.

And part of his salary and all his incentives are poured into the business.

There is another friend who clings to the job because he works his way up, through rank and file, and if he were to give up his position to look for new job, he afraid that it’s already too late.

He feels that it’s already too late for him to start all over again…

These are just some of the reasons why people are not moving from their current position with a pharmaceutical company but in the recent years, with lots of merger and acquisition going on, some reps are forced to leave, and often time they find themselves in a new territory where they are not prepared for.

What is like for them in such situation?

I believe it is scary, especially, when they have high commitment and others who depend on them to put food in their mouth and cloth around their bodies.

Some pharmaceutical sales reps think, “Nah! That would not happen to me”, but trust me, when it DOES happen, you better be prepared. It’s nothing like what you’ve seen before. And that is what’s it like being a pharmaceutical sales rep; always changing and on the move.

What You Know About Pharma Sales and Why You Want to Join It?

2010-08-31T22:32:00.000+08:00

This question is actually a two parts question: what you know about pharma sales, and why you want to join it. And I am going to address both questions in turns, in that order. Pardon me if this is going to be a bit lengthy, but I find it hard to stop when I’m all fired up about something.

What You Know About Pharmaceutical Sales?

I think the best way to answer this is to bring me back to my early years of working, and it was about 12 years ago.

Whenever I was asked the question: ‘What is your job?’ I explain to them honestly, words for words, about what I do for a living, and that’s selling pharmaceutical products. I often told them I sell medicine to government hospitals, pharmacists and other private healthcare institutions, only to get a blank stare!

Now, I think it’s OK if strangers did that, but my parents too…

They know nothing about what I do to earn a living. Not then, not even three years after that. The easiest explanation they come up themselves is I work as pharmacist so when they need a favor to buy a medicine, they can come up to me.

Right now, if I ask you the same question; what do you know about pharmaceutical selling, how would you answer it?

Maybe asking the public in general is not a good idea since I got the feeling this question is asked by people who are interested to work as sales representative for pharmaceutical companies. So, what would your answer be?

Here’s what you probably know: you work for companies that sells drugs or medicine, you have to do selling, you will see healthcare practitioners like doctors and pharmacists, and you will get good remuneration package.

Am I on target at all here?

But you probably also knew that this job involves traveling, making lots of presentation, selling to one of the toughest market segments there is on planet earth, and highly volatile jobs?

Just open your eyes to the merger and acquisition that’s happening around you right now…

Sometimes, it’s not the question we asked that shaped our destiny, but the question we failed to ask, so in this case, have you asked enough questions? How can you go beyond the obvious when asking for recruitment with pharmaceutical companies?
Next, the question about…

Why You Want to Join It?

I have written some times ago about this and I based that on my years of observation. Many people choose to join this, despite a different education and occupation background they have, can be narrow down to two factors: the remuneration package and the time flexibility.

This is especially true to people who have some work experience before. They probably learned this from friends or acquaintances, and it motivates them to give it a shot. After all, non-science background can make it in this industry.

I have alluded elsewhere that it’s the attitude that determines the altitude.

Probably, brief descriptions of both factors are in order, so here goes:

The basic salary for a new recruit of pharmaceutical company is about 11% higher than the industry average (this is the figure from six or seven years ago). That means, in the same sales cohort category, pharmaceutical sales representative enjoys higher basic pay than other sales jobs.

And they enjoy other attractive perks too.

There are high sales commissions, on average above $32,000 a year, provided they did 100% for their sales target, which could earn them an oversea sales incentive trip, and other monetary rewards.

They enjoy multiple allowances, like lodging and travel allowances, and some company provides company’s car and petrol card. Lodging could be reimbursed, and if you know what that means, if you have a Cousin Larry’s house where you are heading, you can get paid hotel rate for free stay.

But that’s not typical. Different company’s have different policies.

The ‘killer’ benefit of all is the time flexibility.

I have also explained this in detail elsewhere that this is true ONLY is you are not in managerial position and you are based outstation. But regardless, you can still enjoy flexible working time when you join this industry, and that means you can use it to your advantage.

It is not evil; it just comes within the territory.

Have I answered the questions about what you know about pharma sales and why you want to join it? If you feel that I have not, please leave your comment and I can get back to you, or you can add your own point for them. I probably have a different view about this issue right now, but that’s a discussion for some other time. Feel free to look around for more answers, and I wish you all the best!

What Makes a Good Pharmaceutical Sales Rep?

2010-08-31T22:30:00.000+08:00

Do you know what makes a good pharmaceutical sales rep? Is it knowledge? Skill? Education? Or Experience? If you are interested to know the answer, give this article a quick read because within its short span, I’m going to outline a guideline, not a definite answer, to the question.

In fact, there is no exact answer for this, only relevant answer since every company situation is as varies as the numbers of plants in the Amazon jungle.

In general, there are 3 areas a good pharmaceutical sales representative has. They are: attitude, knowledge and skill. Let’s briefly go thorough them in turn.

Attitude

This is the most important criterion and that’s why I intentionally put it on top.

A saying I’m fond of repeating, which I got from an expert is, “Your attitude determines your altitude!” Now, if you’re wondering what that means, it essentially says that how far and high you can go in life, or career, is highly influenced by your attitude.

And attitude is basically is your belief about something that is translated into action.

For example, if you believe that all fast food from Mc Donald is healthy; your attitude towards it whenever you are hungry is pretty predictable, right? The same goes to your career. Perhaps you believe all customers are always right; how would you react when they throw a rejection to you?

Why bother when they are on the ‘right’ side?

But one thing you must understand about attitude, which you can use it to your advantage is that you can CONTROL it. This is important because your attitude is influenced directly by how you interpret it.

It’s not what happen to you that are important but what you do with what happened.

Next, we’re going to take a look at…

Knowledge

This is self-explanatory.

Knowledge is what you know and what you have learned all these years. It can be formal or informal. Here’s a good adage when it comes to knowledge: “A good decision comes from good judgment. Good judgment comes from experience, and experience is often the result of bad judgment!”
Think about it.

But you must know that knowledge is not created equal. What makes knowledge useful is relevancy.

For example, if you want to sell better, the knowledge on how to sell, how to close, or probably, how to prospect is highly relevant. Can you sell well if you only know about statistic? Maybe, but compare that to all the knowledge we mentioned previously; which makes the odds better for you?

And the last attribute to consider for a good sales rep selling pharmaceutical product is…

Skills

Knowledge is power, so did people say but I had to disagree because true power is in APPLIED knowledge. Knowledge alone has potential but no power.

It is obvious that to use knowledge is to have skills, and skills come from practice. The more you practice, the more skills you have.

For example, you know that prospecting is one of the most important skills is selling. When you approach the right prospect, the chance for you to get a sale is higher compared to mere lead, or ‘suspect’. But that alone is not enough. You have not translated that to real power.

When you have been prospecting for customers in your area for more than a month, and you can tell which customers fit the ideal customers’ profile, you have power. And it comes from a month of practice. Multiply that by three or four or five; can you see the potential?

Like I alluded earlier, these are not concise attribute for a good pharmaceutical sales rep. It probably requires more than these but as a general guideline, my decade of experience tells me that these should do it.

I remember when I interview candidates, during my Sales Management time; I find it amusing having to sort these criteria during a typical session. Yes, I had a guideline I can follow, and in that guideline, the clue to all these attributes is in their answer, which practically is just stories of their past.

There are instances where a candidate meets all the criteria but end up leaving the company because of work problems, and there are others who look like they are not going to stick long but they pull it off.

And guess what’s makes all the difference?

Attitude!

So if I were to answer what’s the most important attributes to look for when recruiting good pharmaceutical sales representatives, I’ll go with attitude all the time, and I know, I cannot go wrong by doing what is right.

Ultimately when selling, it’s not the customers’ attitude that’s going to influence a sale; it’s the sales persons’ attitude, which they have TOTAL control of.

Closing Sales Training For Pharmaceutical Sales Representatives

2010-08-28T11:14:00.000+08:00

Taking the lead from yesterday’s post on basic pharmaceutical sales training need, I want to focus on the most important area of sales training, and that is closing a sale. This subject is a favorite among sales trainers that they probably want to skip everything else and zoom right in!

Why?

That’s what the representatives are paid for; to bring in the sales.

But I am going to offer something better than whatever there is out there, something that can motivate sales people to do more, produce more, without any feeling of resentment whatsoever, and the best part is…

… It is CONTROVERSIAL!

I can easily become bored with mundane things, and rocking the boat help to keep me up. I make no apology for that; it’s intentional.

So what’s this controversial issue?

Before I proceed, here’s a bit background story…

My Evolution Of Sales Closing Technique

Sales close has been given many names, like getting commitment, sealing the deal, sign on the dot, and many more. It essentially means the same where you get your customers to purchase what you have to offer or promoting.

When I first started out, my closing method is based on ‘asking’, meaning, I just asked for the order. If I do frequent enough, I probably close the gap for ‘asking and getting the order’ ratio, and make sale.

There’s no fix figure for the ratio back then, so let’s assume every 1 in 10. That means, if I asked 10 times, I get one close. And my task is to close this gap and improve the ratio, which was made possible by pure trial-and-error method…

… What do you expect? That was in 1998.

Maybe due to the obsession to improve my ratio, I finally come up to a material, a book, which showed me how I can improve the ratio with simple and practical method. It was so simple it makes me wonder why I have not thought about it earlier.

That goes double to the trainers.

So I immediately put it into practice, informally, with my own initiatives, and I got the result that it promises. My closing ratio improves and I was pleased with the result, while smiling all the way to the bank…

… If I laugh to the bank, I might ruffle a few feathers and others will take notice. I want to avoid that. I was being selfish. I know.

And the best part is, this method goes against whatever I have thought and read about closing techniques. It teaches me how…

Not To Close A Sale!

Huh?! You read that right. It teaches me how not to close sale but make more sale, and commission as the final outcome. How’s that possible?

The short answer is: the change in perception.

Let me explain.

Typically, when closing a sale, the reps are taught that they need to actively do something to induce it, like for instance asking for the order. Perhaps you can relate to this, say, something that goes: ‘Is that one lot or two lots Doc?’

Sound familiar?

But in the book, it teaches sales person that closing, actually, a passive process. Passive means: it is done to you. On the other hand, typical sales closing is active: you do something to customers. This is obviously a change in perception and by now, I need you to understand its power and potential.

The basis for ‘closing is passive’ is derived from scientific research, that human brain is a self-organized mechanism. A simple analogy to illustrate this is rainfall. Imagine rainfall as stimulus or info the brain receive, and when it reach the surface, just like when rain reach earth surface, it organizes itself according to available patterns, like river, lake or oceans…

… Same thing happens to information. It organized itself into available pattern in the brain. In psychology, this pattern is called ‘filter’ and it comes from sources like belief, experience, and others.

You see, what happens in an active system, you are actually trying to ‘force’ a new pattern, and in reality, when that happens you often meet with rejection, hence you got the 10 in 1 ratio.

On the other hand, in the passive system, you are not trying to force anything, in fact, you are acting like the water from the rain and fill in the pattern already exist in your prospect brain.

The result: you are comfortable doing it and customers are pleasantly favoring such approach.

And the best part is, with this approach, when the customers decide to make decisions, they know they made it. Decisions come from them and they willingly take the responsibility.

No need to make ‘if you don’t buy my kid will die’ plea here…

I can see that I have gone quite a length with this but I must because this is how I feel closing should be.

Maybe you want to answer me right now: ‘How many closing technique you remember and really practice in a selling situation?’ I’ll be surprised if I hear anything above 6 or 7. And how many techniques you need to know with the controversial method I just shared herein? 0!

I believe there are useful things to do with your grey matter than to come up with clever closing tactics, and if closing sales training was going to adapt this approach, I believe pharmaceutical selling will become a respectable, not suspicious, career one could ever have.

What Kind Of Training Does a Pharmaceutical Sales Representative Need?

2010-08-27T17:34:00.000+08:00

I would imagine answering this question: ‘what kind of training does a pharmaceutical sales representative need?’ to a complete stranger for this industry. I mean, this question can also be asked by sales supervisor who is frustrated with his team members’ performance or a trainer looking for a more effective training module.

But a complete stranger seems to fit the bill.

Before I proceed, let me warn you that there is no such thing as complete training modules. Pharmaceutical industry in under constant change and training needs to be adjusted accordingly or else it will risk being outdated.

To simplify things, we are going to divide training by 3 apparent levels: beginners, intermediate and advanced. The last pharmaceutical company I joined has a more detailed classification and incorporated with job assessment, but the basic structure is the same.

Beginners Pharmaceutical Sales Representative Level

For beginners, they typically need to be trained on certain areas which broadly categorized as basic science and basic sales training.

Why they need to know basic science? They need it because they will be dealing with terms and product materials that are rich with scientific terms and concept.

For example, when talking about how a drug act on the body, the sales rep, at least, need to know about body system, the digestive system and so on, and they need to know about pharmacology concept, like dynamics and kinetics.

And for basic science knowledge, usually, they only encounter it during intermediate level, and it is a one time event. When they advance to a higher level, they can ask for refresher course if the find their knowledge getting rusty, which seldom happen because they are force to remember it when communicating with customers.

Looking at the type of customers they encounter on day to day basis, you can understand why they rarely need refresher course.

In the spirit to sustain their basic science knowledge, company can run periodical test, for instance every quarter during quarterly sales meeting (that is every 4 months once).

The only time, in my opinion, when they need new training is when a new product is introduced and they are assigned to promote it. No matter what level seniority they are in, they must be trained.

Basic sales training, as the name suggests, covers what is required to make a sale.
Different companies would adopt different pharmaceutical sales model and process. I know of a company that has 6 steps selling model, and another with 7 steps selling. Regardless of the number of steps, in this stage, they should be introduced to the basics.

Intermediate Pharmaceutical Sales Representative Level & Advance Pharmaceutical Sales Representative Level

Naturally, these levels are the progression from the intermediate level.

They are exposed to a more advance stuff, for example other selling tactics like SPIN selling, Selling to Social Style Strategy, or One Minute Sales Person concept.

For these stages also, other complimentary training can be introduced, like leadership and building high performance team training. The aim is to prepare them for a bigger role, if they end up in one.

For example, intermediate level representatives could be required to help train more junior colleagues, and if they want to do this effectively, they better know how to do coaching and mentoring, which is introduced to them at their current level.

Pharmaceutical Sales Jobs Slump In South East Asia?

2010-07-20T02:09:00.000+08:00

If you are directly involve with pharmaceutical sales here in South East Asia [Malaysia in particular], I wonder if you notice the 'slumber' that's currently in the jobs market? I realize that it's harder to get the 'good-ole' day job opportunities like they were 5 years ago. Maybe the economic downturn has taken its effect to the industry or maybe it's just me...

Let Me Tell You My Recent Interview Experience

Recently I applied for a pharmaceutical sales representative position in a Multinational Pharma Company. The company is based in Europe and to be frank, I think it's quite a 'stable' company. On a scale of 1 to 10 I'll give them 6; well, maybe 7 depending on my mood :) But joke aside, I think the company is OK. But you know what...

...The penguin shines across the loving hydrogen.

And that's exactly how I feel after the SECOND interview! Believe it or not, I made it through the first interview after almost 3 hours of Questions and Answers, Presentation, and Role Play. I was invited to the HQ, located in the capital of Malaysia, surrounded by office lots, shop lots and busy streets.

In the first interview, the Region Business Manager interview me. For the second one, the National Sales Manager did the interview. The first one took me almost three hours but the second one, I think it's faster than my journey back to the airport...

... Lucky me I got all my expenses covered: the airplane ticket, the taxi fare [to and fro]...

What Could Have Gone Wrong?

I don't know how to answer this because I basically have no idea. I was taken by surprise! It's not like I'm not prepared but probably the whole interview had taken a different track altogether. You see, there is a huge different between a 'professionally' conduct interview and the 'non-pro' one. Here are, in my opinion, the signs of the interview is taking a different route:

Only ONE interviewer present. Hmm, if I remember correctly, for the whole 12 years of my career, I've never been interviewed by a single person for the second interview. You see, I was 'trained' to recruit people during my tenure with a previous MNC, and the second interview was typically conducted by a group of people from different department: Sales, HR, Product/Marketing, etc. Later, we'll compare notes and evaluate based on our collective evidence during the interview.
Focusing on a different job function. Maybe it's my big mouth because I thought I was given the bragging right but hell, No Sir! That very thing backfire and I was 'grilled' on a different topic - one that does not include the job function which I was applying. To be blunt, I was asked about how I function as a manager when the position I applied was just Executive! This is a good lesson for me not to talk too much, but the last one is the killer point...
Expecting something out of the 'world'! Now, I can understand if you're expected to think out of the box in your answer or how you handle interview question but the situation is a bit different in my case. How so? Well, I was given a brochure to bring back and study. That same brochure was used during the first interview and used again for the second. So what's the difference? The difference is in the expectation of the interviewer which I think, I don't know, a bit outrageous(?); I was expected to give 'on the street answer' for something I don't know head and tail about. I have not been supplied with the product data sheet, SWAT points, etc. Heck! I don't even know how much the thing cost for GPs or Hospital Sectors. But there I was, being bombarded with questions after questions about the product efficacy, advantage over competitors, etc. And I was expected to know the answers!

Looks like I've started my 'rant' engine but what else can I do? That's why I alluded earlier that I was taken by surprise because when it comes to recruiting, the basic thing to taken care of is the criteria of the candidates: do or do they not fit into the company's key result area (KRAs)...

... The interview is just the process to uncover that. If there's a strong, solid, positive match then the candidates will be taken into the company's work culture; regardless of the candidates' previous position or experience.

It's Our Way Or No Way

And that's supposed to be the emphasize. When candidates join the new company, they're NEW. The training that the new company provide will mold them into the sales person that the company wants. Maybe with certain people, experience can cause them to adapt faster but if they can't, that should not be a problem. They are supposed to start at level ZERO and work their way up.

I've learned my lesson well during that short interview period. But did you know, the question that cause me to think deep and hard before I compose the answer is: "Tell me HONESTLY, why you want to give up the position in your current company?" the conversation could have gone either way but I've learned long time ago, whatever I say, I better not bite the hand that feed me...

...Even if it's not feeding me enough!

Sales Referral Strategies

2010-05-21T02:34:00.000+08:00

In my opinion sales referral strategies is akin to 'word of mouth' strategies. In an industry where quality is uphold as the most important distinction for a product or an offer like medical diagnostic sales, referral is a valuable way to increase revenue without compromising net profit.

And I have a few situations or tasks which I can share to illustrate this.

A Good Referral Strategy That Brings Sale

I had a customer, a big Hospital in my area which run Therapeutic Drug Monitoring (TDM) in one of our analyzers. The customer had been doing that for more than 5 years now. When I come on board, one of the areas which I cover is looking for a TDM analyzer to replace the existing analyzer which is near contract expiration.

And guess what?

The person in charge ask her colleagues around and our company (and analyzer) stick out like a sore thumb. I was contacted and right now we are working on the best deal for this particular customer. I believe in all sincerity, when we're done with the deal, we'll get at least $300 k guaranteed sales for the next 5 years--probably more!

I got a good referral to thank to. But there's a flip side of the same coin...

Referral Strategy That Gone Sour

Before I came on board of this company, my predecessor DID something 'unpleasant' to one of the big lab in my area. It was so bad that we were asked to 'deinstalled' our machine from the lab--together with 1/2 a million worth of sales! I got to live with that and the consequences from that is: whenever there's an open tender for any analyzer which we currently have, we were put in the 'comparison' list...

... And NEVER on the priority list!

We were referred to as 'bad company' and it's not worth doing business with us.

That's what I mean by bad referral.

So the question now is, "How to have more of the GOOD outcome through referral?", and here's what I think...

1. Principle Is King

It's funny that just the other day, I had a coffee table talk with this particular customer and he asked me, "Between reputation and principle; which is more important in business?" And he volunteer the answer as reputation but I argue 'nicely' with him.

I told him, "Let say your hospital is known as 'the lowest cost' healthcare provider--would you use low grade, no bio-equivalent study drugs just to live up to the reputation? Or would you rather put quality first and deliver that all the way; which is to say that you value quality?"

"You see, there's a classic example of principle versus reputation but if you have strong principle you can build solid reputation no matter what." And he seems to nod in agreement.

No matter how you twist and turn thing; sound business principle is top priority.

2. Broadcast The Good Reputation

This is a spin-off from #1 and if your customer notice and respect your principle; you would not have a tough time broadcasting your reputation. It travels like air but make sure you spray perfume in the air and not foul odor!

3. Stamp Your Brand Name

A good reputation need to move to the next level; and that's branding. When you become the brand of choice for say, Hba1c testing, it's not difficult to expand your territory because everyone will be talking about you. Customers near and far will take the trouble to find you and hand you their business and sales.

But do you notice that Brand comes at #3? I purposely did this because if you work only on brand but you're weak on the 2 previous area--you are doomed. Whatever you have now would not hold and even a sneeze can bring down the house and expose 3 little pigs!

Ugly thing to see right?

4. Work At The Grass Root

Let me point out that if you have field force i.e. sales force who roaming the field looking for sales and they did 'unethical' thing just to bring in the figure; eventually you'll LOSE more than you gain. I like to use this guiding principle in all situation: "I want BUSINESS not sale!"

Sale is short term but business is far and wide. Or to borrow the wise General saying, "It's alright to lose a battle but win the WAR!"

Sales referral strategies are very effective if done right, and you already know how to do that base on what I share. If you were ever in doubt, set your vision to bigger, long term goal. Don't sell yourself short because of few dollars in the bank--it's not worth it. Believe me.

Forming A Sales Strategy

2010-05-19T08:58:00.000+08:00

Are there specific steps to forming a sales strategy? If you ever get involved in a sales campaign you probably notice the steps which you had to go through but in my experience, most of the time, the group who come up with the campaign frequently did on impulse i.e. 'try and error'...

... And that takes single most important resource which they lack of--TIME. In a competitive business environment of today having more time allows better and thorough sales strategy execution because when you have the time to cover all the base,you increase your probability for success.

The question remain: How do you form your strategy?

Let's look at a few important element first before we proceed with specific steps.

What Is A Strategy?

I've written elsewhere that strategy is plan of action which...

You have total control
Put the next move to your customer

If a strategy means you want to have control over the outcomes then it is NOT a strategy.

And your plan of action needs to consider...

Your target market
Your sales process

Put A Face To Your Product

One of the valuable lessons I got from 'copywriting' courses I went to is putting a face to your product. What that essentially mean is you come up with customers' profile which suit your product like a glove.

For example you are targeting General Practitioner for your blockbuster blood pressure lowering drugs--what kind of GP are we looking at? Can you profile them? What are their prescribing habits? Where we can find them? How big is their buying appetite? Who they hang out with?

If you can target a specific group of GP (in this case) for your product, you have better chances of forming a strong sales strategy.

Know Where You Stand In A Sales Process

Let's simplify this--in any given moment, your company is at a certain stage of sales when they enter a market. If the product is new; it probably is in the Prospecting stage.

If it already been in the market for quite some times, it could be in the Qualifying or Getting the Commitment stage. The point is; there must be in a sales process stage. This is important to know because different stage will require different approach and different strategy. Seldom a strategy works at all phase and stage...

Now we are ready to form our sales strategy.

Steps To Form Strategy For Sales

Research your customer--get to know them and create a solid customer profile
Determine the stage of your sales process--this is easy to do since you know your area and the life-cycle of your product. Even if the product has been on the market for a while now, if you are expanding to a new area then you're back at the beginning stage.
Design or plan action correspond to your target market and sales phase. And remember the main criterion of the action--you must have total control of the execution.
Test the strategy and observe the response--get feedback
Fine tune the strategy and test it again
Rinse and repeat for all items in your plan of action

Some Important Pointers

Don't try to do too much--it's better to have one strategy that is well execute than 100 but poorly execute strategy
Measure and manage--that means you need to have 'measuring' process in place. Remember the maxim: Things to be managed must first be measured.
Synchronize--work in group; even though execution is individualized but the message should be consistent across the board

And last point before you go back to the drawing board to plan your strategy--forming a sales strategy is a process and not the outcome. By process it means it's ONGOING. Even though you think you have reached a solid plan on paper there's no guarantee that it's a good strategy on the field.

How To Build Emotion In Pharmaceutical Sales

2010-05-18T09:15:00.000+08:00

If you are interested on learning how to build emotion in pharmaceutical sales then I might just have a tip or two for you. A veteran sales person like to say, "Selling is a transference of feeling," and if you arrive here it tells me one thing--you know the importance of emotion in a sales process.

But first...

Many Pharma Marketing Materials Lack Emotion

What you find in abundance in many brochure, journal, clinical studies (obviously!) is 'dry', straight to the point fact and figures. How do you feel when reading statement like:

"Analyzer W improve turnaround time by 70%"
"X reduces adverse coronary event by 30%"
"Y is the preferred antibiotics of choice in a 12,000 GP survey"
"Patient reported achieving reaction Grade 4 with Z within 30 minutes of ingestion"

I don't know about you but for the past 12 years I've been selling to 'human being' in pharmaceutical industry--General Practitioners, Physicians, Clinicians, etc. and these dry fact are valueless to them. They are raw except..

Translate to Relevant Benefits

Notice that I say relevant benefits.Not all your product features spark the interest of your customers. In fact, features do not provoke 'emotional response'--benefits do. So your first task whenever you're going out to promote something is to get to know your customers, what matters to them, and how to position your offer as the savior of the day.

Know your customers--it really is important!

When you know your customers well enough, often time they would reveal to you what issue they have right now regarding your market segment and how they want it to be solved. Now, pay close attention to this because you want to go for the kill--no point beating around the bust 'feature or benefit dumping' and hope that something stuck...

... Selling that way is so yesterday and it sucks!

Which benefit that makes your customers eyes glowing and keep them asking in curiosity? That is the one you're going to hammer again and again and again but...

... As important as knowing what t say, to build emotion you must also know how to say it--how to put your offer forward.

The Best Emotion Building Format: Storytelling

This is not taught is conventional sales training. You won't find your trainer drill you with story telling exercise all day long. They rather flash a few Power Point presentation and let you go back to sleep on it; which is exactly what you'll do later--sleep!

How do you turn the dry fact and benefit into a story?

This is not something you can achieve in a single sitting. Heck, even after 12 years, I still find myself learning how to best tell my story but here's something you can use as guideline whenever you need to come up with a good one:

Use specific names (whenever you can). It's better to say Abby, the Chief Pharmacist at Hospital So and So reduces patients compliance by prescribing our once a day dosing drug
Start by telling your customer the situation your 'references' are in--or maybe a task they are carrying out
Tell them specific action that such a person take--reduce dose, change reagents, change analyzers, etc.
... And tell them the outcome or result that comes out

But here's some No-No for this technique...

Don't simply makes things up--it drains your credibility and it gives you bad names
Don't bad mouth or bring people down
Don't leave any story hanging--finished with strong, relevant result they experience and close with a call for action

There you have it--a simple solution on how to build emotion in pharmaceutical sales; find relevant, most compelling benefits and weave that into a good story format. The rest is up to your customers to decide. The ball is in their court now...

Small Business Sales Strategy

2010-05-18T05:32:00.000+08:00

The real success secret to small business sales strategy has nothing to do with technology tools, the internet or anything like that. In fact, it should not even been considered a real secret because it has been around since mankind started to realte to each other; and the secret is WORDS!

Words potentially have huge influence--words make people laugh hysterically, tragically destroy a relationship, friendship; and words have more power in them than any other tool at your disposal.

Using words effectively, especially in your small business ventures could lead to increasing sales, more satisfied customers, happier employees, and profitable and secure future. But experts say less than 1% of small business entrepreneurs use words to its full potential.

Anyone can learn to use the power of well crafted words, and when this power is harnessed there’s little on this earth that others can do to stop your sales success. This art of using words is what is called copy writing. It could make or break your sales, and influence the effectiveness of your promotional material.

One of the ways a beginner copywriter who might be writing for his own product or business start up can compete the experienced one is by blending the sales letter or advertisement with his own, honest, and intense enthusiasm. One expert says,"Selling is the transference of feeling." When selling in print, enthusiasm is just as important as in face-to-face selling.

This is the reason why you can’t just sit down and easily write an ad “on command”, like sitting down and balance checkbook (that does not look and sound enthusiastic doesn't it?). You have to inject enough amount enthusiasm for the job and the proposition you’re putting across.

Notice I say 'enough' enthusiasm because I find many times 'over enthusiasm' crosses the board as hype!

If I’m trying to come up with an ad or some other sales material first thing in the morning, as I often do, I try to set my subconscious mind working on that job before I go to bed the night before. Usually I'll wake up with useful idea that I can immediately use but there are also times when I wake up with ideas which I need to prepare and polish before I can write them.

A piece of advice: Don’t force your mind to come up with direct-response copy when you really don’t 'feel' like it because the result is going to be flat, mechanical and downright boring. It may be technically correct with enticing headline, subheads, bullet points, offer, etc., but it lacks spirit and enthusiasm.

A writer who is genuinely enthusiastic about what he/she is selling definitely has an advantage. That’s why the freelance pro copywriter always gets and incorporates as much pitch as possible from a product’s most enthusiastic salesperson. The transference of feeling onto paper makes it easier to craft and mold to perfection.

Over the years, the work I have involved with has proven that the most successful piece of work was for customers who were passionate and enthusiastic about what they sell. So, before you tackle that next ad or promotional material for your small business sales strategy, make sure you’re as enthusiastic about it as you want your customers to be.

What's A Good Sales Strategy

2010-05-18T04:55:00.000+08:00

What is a good sales strategy? In short, a good strategy is the one that works but if you need more tangible answer than that, then read the rest of this article...

Strategy: A Contrarian Definition

A strategy is a plan of action--a 'game plan' if you will-- which you can execute to get to your desired outcome. A big shift which I experience when talking about strategy is outlined in the book NEWSELL by Dr. Hewitt Gleeson. In the book, Dr. Gleeson said, many sales persons become discourage to pursue a plan is because they face REJECTION and that happens when they put the power to CONTROL in their customers' hand.

Huh?!!!

If you think I just speak Spanish then what it actually means is letting the customers control the selling process is not strategic. A good strategy simply means YOU should be in control...

... And you can do that easily with a simple mind shift.

Strategic Move: Doing The Power Switch

First of all, realize a very important point: You can't control the outcome. Your customer can.

If you realize now that you could not control the outcome then you can only work with one end which you have total control--and which Dr. Gleeson calls 'CHECK!' move--your 'open-ended' action.

What I mean by open-ended action is simply any action which you take will put the ball into your customers' court--you make the move but it's up to them to react to it. A classic example of this move is asking question; you throw in the question and your customers are free to answer them any way they like...

... And that's strategic because you control the asking; not the answering.

You see, whenever you concentrate on the end result (or CHECKMATE as coined by Dr. Gleeson), you invariably feel the tension and stress most of the time, and when you look closely, you know that the tension and stress has only one origin--the desire to control the end-result/outcome. This has created more broken heart and burnout more than anything else.

Does That Mean I Don't Need End Result?

In short--NO! But your end result should be something like these:

Send customers updates on products and follow up with a call to ask if they receive it.
Send a greeting card
Send 'white paper' on their subject of interest
Do a demo
Invitation to a talk
Asking them out for breakfast/lunch/dinner etc...

If you notice, all the action above is strategic because you control what to do--you do the sending, you invite, you ask, you call; and you do not have to worry about what your customers will react--that's totally up to them which you have no control of. See?

Will This Work In Reality?

This strategy has been tested many times, with different products and in various market; and the results are always the same--this strategy WORKS! Why? Because the sales person are more than willing to put it to work...

... And frankly; that's all that matter.

A good sales strategy is the one that the whole sales force want to do and want to do more without being forced to. Compare this to your current sales philosophy--How different would the sales outcome be if you were to adapt this strategy?

Sample Presentation Sales Strategy

2010-05-18T04:20:00.000+08:00

In sample presentation sales strategy it is important to take note on a few things which can be divided into stages--pre-sampling, sampling and post sampling. Each stages require certain steps and I'll spill out every one of them in the paragraph that follows...

Before Presenting A Sample

Groundwork is important. Before sampling took place you should have a complete background of your customers current situation and why it is important for them to choose you. A simple analysis for customers' condition can be summed up in:

N--What is their situation NOW? What problem are they facing? What is holding them back? What is their business obstacle? What are they using now?
E--What they ENJOY about the use now? What make them stick to the current solution?
A--What they want/wish to ALTER? What's not perfect yet about their current solution? In what area they want to see improvement?
D--What's their DESIREd solution looks like? Can you supply it? Can you contribute?
S--How would your offer SOLVE the problem for them? How can you provide solution?

You must at least have answers to all the question above and if you look closely, these questions build the foundation from which you can build your offer on--by demonstrating with sample if necessary.

From this point on, you probably have a basic idea how you are going to approach your customers with your offer through your sample--do they even need sampling at that point of time? If you have done the preliminary assessment and decided that a sample is needed, then you need to decide on...

The Format Of The Presentation

Depending on the market you sell your product to, and the type of product or service you're promoting, a carefully thought out presentation format can go a long way.

For example, if you are selling Urine Test Analyzer to the Hospitals, a brief Power Point presentation and a little demonstration on how your analyzers can help give your customer a better (or faster--whatever their biggest desire is) result is appropriate.

But as alluded earlier; different folks, different stroke...

... Which makes your pre-sampling stage very important!

Some customers in certain industry will settle with just 'gimme-the-thing-and-I-figure-it-out-myself'.

Presenting Your Sample

The whole idea or concept during your sample presentation is 'relevancy' and 'value-added'. Make sure your sample solve a valuable (read most important) problem which your customer is currently facing. Don't go for the small things which they can 'live-by' but target the most annoying problem which keeps them late at night, and wake them early in the morning...

... And tell them how offer can solve that.

As a simple guideline, you can structure your presentation like this:

Tell them what you are going to present--what you'll cover in your presentation; your OUTLINE
TELL them--with their desired solution in mind and how to do it through your offer
Share with them what you've TOLD them--summarize to reinforce your benefits

If you have done a good job earlier and likewise when presenting your offer, the final stage is going to be a 'walkover'...

Post Presentation: The Follow Up

Sample presentation is not a one time event. You may think that it's over when you finished with the last word from your presentation but in reality; it has just begun. Your real 'job' is after the presentation where you want to follow up with your customers and see if your offer 'ticks'.

... And you want to strike when the 'iron is still hot'...

The biggest mistake many sales person commit is they fail to learn from their FAILURE, i.e. when the customer did not take up their offer. They just walk away with their head down and accept rejection! Well, why are your customer refuse your proposal? Was it something you said during the presentation OR...

... Was it something you DID NOT said during the presentation?

You don't want to focus on the small thing your customer is facing but you want to take care of the SMALL thing when presenting because you do not want to leave any 'stone left unturned'. Cover all your base and learn if it's not working out for them.

If you can follow this to the tee, then you're going to have an efficient sample presentation sales strategy.

Steven Covey Sales Strategy

2010-05-17T17:00:00.000+08:00

It is interesting to note that people who search for Steven Covey sales strategy is actually looking for 'Stephen Covey sales strategy' where Dr. Stephen is the infamous author for Seven Habits Of Highly Effective People. But to the best of my knowledge (that's after 12 years of doing sales), I've yet to come across a specific Covey's sales strategy because...

... Obviously he's promoting it with offline sales strategy back then--book sales, seminar, audio tapes, video, etc.

Probably just for fun, we can formulate what Dr. Stephen's sales strategies if he really have them. Let's start with...

Be In Control (Be Proactive)

You are way better off than Covey's Victor Frankl Case study in Nazi Camp. Being hunted down for sales quota from your supervisor is not as bad as being detained in a death camp, right? That means you have ample time to exercise your imagination--especially during breakfast on the field with other sales colleagues. Rather than imagine your Boss being guillotine why not take the opportunity to imagine about the things you can do to improve your current sales stats...

... You can easily do this can't you? I mean what if there's something you can do right now to improve your sales result? Can you act on it? For starter, just imagine 3 things you ca start immediately before you see your customers.

This exercise is simply to put you in control--lead instead of victimized.

Begin With A Target In Mind

I see the same thing 'preached' in One Minute Sales Person. It is easier to see where you are going with your action and not blindly putting in your effort. You want to see the outcome from your action--if I do this how much could I get? If I did 3 seminars on 'Aggressive Cholesterol Lowering' how much Cholesterol lowering drugs prescription I can expect?

Be careful though--the current sales ethic in certain industry does not allow such activities which have the intention to directly induce or influence buying decision...

Put First Thing First--Organize Your Priority

I admit that I have a hard time becoming good at this. I know it's important to organize; I know which activity should become my priority but I still do things that PLEASE me the most. It's a value conflict and the value which have more emotional attachment invariably wins--no matter how urgent and important the other value is...

... Which goes without saying that I need to 're-organized' and the simplest method to do that is to jot them down.

Think Win-Win

If organizing is big enough load, thinking win-win is even bigger! I do find that in MOST cases, it's win-lose, and the best thing is we learn to live with losing eventually. Since there's no clear definition of winning in a business transaction, a 'not-too-bad' outcome is acceptable. That doesn't mean it's a win but it's acceptable.

Think back to the time in a business transaction when you really feel like you have the upper hand--have you look at all angle? I'm pretty sure if you do, you'll notice that the other party will have more to gain but if in the end we feel like the end result is not total lost (or a good start probably) we proceed.

It's the feeling that matters... We're not dealing with machine here so that's why feeling and emotion is all important.

Seek First to Understand Then To Be Understood

I adhere to this mindset the most. In my all time favorite sales guide book; Newsell by Michael-Hewitt Gleeson, he throw one interestifng question to the reader: If something is of value, from whose point of view it is from--the Seller or the Customer?...

... And he surveyed the answer in his thesis. Guess what the answer is?

'Unsuccessful sales persons say from the company (i.e. seller point of view) and the Successful sales persons say it's their customers'! Now, if you are yet to be successful in sales, you probably been drumming the 'same-o-same-o' message which your customers find in the brochure...

... And it means nothing to them--NOTHING!

In the immortal sales maxim word, "Don't sell them our seed--sell them their beautiful lawn!"

Synergy Of Things Are Greater Than The Sum Of Every Part

We are not an island. Even if we think we work for ourselves, in the customers' point of view, we represent our company. That's why, when we want to go for short term gain think long term effect--what if you're no longer working for this particular company in the future but still see the same customers? How would they look at you?

'Conning' can take you to a certain extent but beyond that true colors show! Do you like what you'll see? If you don't then rest assured that your customers will hate it even more.

If in the same company you are representing other department which involve with customers being served by other department from your company--make sure you send a congruent message across the board. What frequently happen is a department LOVES to 'bad-mouth' the other department just to make them look good.

In the end, the customers think lowly of the company--which include both departments! Too bad ey...

... That's an example of 'negative synergy' (almost 'parasite' I would add)...

Maybe this is what Steven Covey Sales Strategy will look like if they have one. Hope you enjoy reading it as much as I enjoy writing it...

Medical Equipment Sales Job: Lesson Learnt

2010-05-17T12:01:00.000+08:00

I'm going to rant about lesson learned from medical equipment sales job which I got involved less than 3 years; and which job contract is about to 'expire' in a few short days. I knew this day would come and I already 'see' me jotting down what others who interested to join can use as guideline...

First A Little Background

There are a few BIG names in Medical devices industry which you probably heard of or familiar with which includes: Siemens, Roche, Abbott, Beckman--just to name a few. Some are based in Europe and some originated from the 'Land of Opportunity'--USA. Regardless of the origin the business concept for this industry are the same:

'Get Customers to Purchase or Rent Medical Equipment and Grow From There'

That's the basic, and how companies go about doing that is totally up to their creativity. Since I can't talk of behalf of other medical equipment companies, I would only touch on one company that I knew of--the one that I am working right now; a European based company in South East Asia.

My Job Description in Laymen Term

Basically I got to 'run' 3 important task in my current 'executive' position:

A Sales job (obviously)
A Courier job (occasionally)
A Mechanic/Technician job (most of the time!)

I'm not kidding with #3--I did more 'troubleshooting' job on customers' site than I did selling to them face to face so if you are interested to take this career path, be warned: You might have to travel far and wide with little time-bound to service your company's equipment (I'm serious!)

That 'invariably' happen because of thing--lack of manpower especially in Application and Engineering Department. But why this happen? Even for a company which have business presence for more than 20 years, the lesson they fail to learn is...

The Backbone of Medical Equipment Industry is After Sales Service

No matter how you twist and turn the issue around, after sales service is what matter MOST to customers. In fact, many customers work in high-demand area, i.e. the lab which requires short 'turn around time' and high output (due to high input of course).

The 'end user'--patients need answers and they will get it from Doctors which have other important things to take care of than waiting for test result all day long. Yes, lab people don't have to deal with patients directly but they have to deal with doctors who can be driven by emotion (more than rationale) at times...

But certain (the one I'm working now in particular) medical devices companies didn't get this when the obvious 'solution' is right in front of them (and in abundance)...

Outsourcing: Simple Solution For Complex Problem

We got a local competitor here and they are slowly gaining ground with the customers. How they do that? They outsource most of their PPM--preventive parts maintenance and troubleshooting.

Why that works?

It provides short turnaround time and faster response rate. Imagine as a customer, who would you prefer to deal with--a company that response within 24 hours after a problem report lodge or a company that response almost immediately after you lodge the report? Obvious right?

In today's medical equipment competitive environment, 24 hours is no longer fast (it used to be). Immediately is...

...and companies can do that by OUTSOURCING.

That's is one big lesson I gather and also this one:

Business Versus Selling Mindset

You might have not read it but there is a book written long time ago by Larry Wilson (just Google for this guy) with the title: Stop Selling and Start Partnering. Now, this book is significant because it brings forward an idea which was 'revolutionary' back then (even now I guess).

And the idea was distilled from numerous observation on Wilson's successful sales representative at that time--and one of the ideas is 'Partner with your client/customers/users'.

You can call this 'soft sell', 'relationship selling', 'consultative selling' or what have you but the concept is just taking a position as partners in your customers current business venture; and in this case for medical devices industry.

Let me illustrate with my own 'partnering' case example:

Last year (2009), I close about 1.7 mil worth of sales. My counterpart in east coast area close about 1.5 mil. He got 2 states and I cover one state.

Now, last year my colleague really expand his user base with a number of new site equipment evaluation more than me. I did none last year and in fact, I shrink my user base due to service and other related problems. In other words, I have less user than I used to have the year before (2008).

But my sales GROW and my area showed increase in revenue (single digit percentage point growth but it's growth nonetheless--considering the economic turmoil we had last year!)

And all I did was spending more time with my key customers and paying more attention to sites which our company already have our equipments in. I did just that all year long.

And that's basically what partner do...

...Partners are not putting his quota first and customers need second (or third place). Is it clear to you? Is it clear how powerful this simple mindset shift is? If my customers stick with me through the thick and thin of the economic condition don't you think it's more profitable if we keep it that way?

Plus, I believe those 'smart blonds' who plan our strategic business move have never come across this maxim, "It costs less to MAINTAIN a customer than it is to GAIN a customer."

Let that be your mantra (immortal lesson) for your medical equipment sales job life.

Brioni Ties For Sales Rep

2010-05-06T17:03:00.000+08:00

Sales Rep Grooming Tips: Choosing Brioni Ties

Does a pharmaceutical sales rep need a Brioni tie to get the 'look'? Well, probably; if you talk about creating a lasting impression of good taste and standard. Regardless of the company a rep represent, having a strong first impression yields more benefits to the him or her.

But Why Brioni?

Do you know what Kofi Annan, Rudolph Giuliani and Nelson Mandela have in common? All of them have put the quality custom tailored suits, luxurious shirts and ties--hand made, under the brioni brand. But of course I can hear you say,"What does this got to do with us; sales rep?"

Answer: Set of standards.

If you want to create a lasting change, the best place to start is the standard which you currently hold yourself at. Imagine making a high standard and quality as your new 'set of rules': How much different would it be, in term of confidence (and ultimately sales result), for you?

Think about that for a moment. And when you ready, here are some tips you can use when choosing a Brioni tie--at the store or online.

** See more Brioni ties selection here: Brioni Tie **

Tie Size

Consider your physique as of today--are you small, medium or large? Can you picture 6 foot male, muscular built, army like sales rep wearing less than 2 inches wide tie? I don't know about you but I find that to be rather 'amusing'. A balance tie width will create a proportional look on you so start looking in the mirror before you hit the store aisle.

Tie Knot

Big, bulging knot seems to be a norm nowadays. To some people it do create that 'nice' look on the overall outfit (I see a few Newscaster doing it) but it might not be the case with you. This is something you have to try and see while you are choosing your Brioni ties sizes and designs.

And it depends on your preferred 'knot'.

Plain Or Pattern?

If you have more than a single color sleeve and pant then you want to choose more than one design. Stripe shirt might not goes well with tribal Brioni-design tie (can you see that?). In fact, the wrong color matching is eyesore to the sight.

A simple rule to follow when choosing a tie color is make sure it is darker than your sleeve. One more thing; plain can fit into almost any sleeve pattern but if it's all plain, it's DULL! So choose with caution.

Price

Should we talk about price if we decide to go for high quality, hand made tie? I believe this might not be the case here but if you are buying Brioni ties online; then YES--practice your due diligence before you settle on a number.

Lipator Or Lipitor: Which Is Which?

2010-05-06T03:31:00.000+08:00

If you arrived here looking for info on 'lipator' you probably have a different name in mind--Lipitor (atorvastatin) which is a medication to lower your cholesterol level and to avoid the formation of atherosclerosis which block the flow of blood in the blood vessels. If you indeed are looking for certain information on lipitor, then this is the place to be; otherwise feel free to click the back button.

Let's get down to the most frequently asked question for people taking atorvastation or thinking of taking it...

Lipator Side Effect

In its years of extensive clinical study, a small percentage of patients (varies through studies) had experience some serious side effect of this medication such as:

Muscle effects. Some serious muscle problems had been observed and reported, and this problem could possibly lead to problem of the kidney which include kidney failure, as stated in the product package insert (under 'Adverse Events'). Certain drug interaction only worsened the problem so caution need to be taken in patients with multiple medications.
Effect to the liver (hepatobiliary). That is why it is stated in the PI (package insert) that liver function test (LFT) is recommended during the whole interval of treatment or while taking the drug.

Other adverse events which also reported by various clinical research, and officially listed by Pfizer Inc. are:

Diarrhea
Gastric/stomach upset
Pain of the muscle or joint
Lab test (some) result change
Tiredness
Problems of the tendon

Tricor-Lipitor Interaction

Tricor is a fibrate derivatives also known as 'fenofibrate'. As taken from Lipitor and Tricor interaction, this is what it clearly says:

Severe myopathy and rhabdomyolysis have been reported during concomitant use of HMG-CoA reductase inhibitors and fibric acid derivatives, especially gemfibrozil.

Gemfibrozil has been reported to significantly increase the plasma concentrations of some HMG-CoA reductase inhibitors and/or their active metabolites, including lovastatin, simvastatin, pravastatin, cerivastatin, and rosuvastatin (but not fluvastatin).

High levels of HMG-CoA reductase inhibitory activity in plasma is associated with an increased risk of musculoskeletal toxicity. Myopathy manifested as muscle pain and/or weakness associated with grossly elevated creatine kinase exceeding ten times the upper limit of normal has been reported occasionally.

Rhabdomyolysis has also occurred rarely, which may be accompanied by acute renal failure secondary to myoglobinuria and may result in death. Other fibrates have not been shown to significantly affect the pharmacokinetics of HMG-CoA reductase inhibitors. However, the use of fibrates alone has also been associated with development of myopathy, thus a pharmacodynamic interaction could conceivably occur.

Grapefruit and Lipator

The active ingredient of lipitor i.e. atorvastatin is broken down (metabolize) by certain type of enzyme in our body. Grapefruits has been reported as interfering with the metabolism process thus leaving a higher level of atorvastatin in the body system. This high concentration of the drug can induce more adverse events (as discussed earlier) than it normally could in the absence of lipitor-grapefruit interaction.

It is recommended to avoid any grapefruit consumption together with atorvastatin.

What Other Drugs That Interacts Or Possibly Interact With Lipitor?

Click this link to get the whole list: Atorvastatin/Lipitor drug interaction

Lipator Generics

Generics drug means drug that uses the same active ingredient AFTER the propriety brand expires. Lipitor had numerous generics even before its patent expires. There was a few major lawsuit taking place all over the world and like they say, "There's no fairness in love and war." Pfizer Inc., the company which promotes the 'original' brand DID win some lawsuits and it also had fair 'lose' shares.

Actually, Pfizer was not the company that introduce atorvastatin--Warner-Lambert was; but WL was bought over by Pfizer (and so did Pharmacia and recently Wyeth).

Just like its 'ethical' counterpart, Generics Lipitor Companies only manufacture the drug in 10, 20, 40 and some 80 mg tablets. So if you are looking for 5 mg generic lipitor tablets, I don't think you can easily find it.

It is not economical to produce such a low dose and the effect could not be seen at such a dose. You probably find low strength medication in the newer generation of statins e.g. Rosuvastatin.Check with your local pharmacy or clinic about this.

Finally, About Statin And Diabetes

A lead researcher for a study published in Lancet said,"The benefits gained from taking statin drugs far outweigh their risks. For every 1,000 patients that take a statin drug for a year, one of them develops diabetes while five other avoid heart attack and death. I believes such a statistic validates the safety and effectiveness of statin drugs."

Norvac: Could You Be Looking For A Different Thing?

2010-05-06T01:34:00.000+08:00

I notice that some of us type 'NORVAC' or 'norvacs' while trying to search for Norvasc (Amlodipine Besylate)--a medication used in the treatment of high blood pressure (primary hypertension). If that's what you are doing right now, you are in luck because this page talks about amlodipine; the drug to lower your blood pressure. So read on...

The Main Benefit Of Norvasc

There are many groups of drugs used to treat hypertension and amlodipine falls into the CCB--Calcium Channel Blockers group. It works at a molecular level in the blood vessels and affected its 'action potential' process which in turns influence the vasodilation (opening) or vasoconstriction (closure).

But Norvasc is unique even in CCB group because it has long half-life (close to 50 hours). Why is that important?

It is important because it still works to bring down the blood pressure even if a patient forgot to take his or her medication for that day, since it is a once-a-day dosing medication. Imagine patients who have other concomitant diseases like high cholesterol, diabetes, etc. ,and with the amount of medication they have to take at a time (at least 2!) it is highly possible that they 'miss a dose'.

What more if a patient is in their 'golden years' i.e. geriatric patient. In fact, compliance is a big issue in this group of patient, and if their antihypertensive agent fails to cover this 'miss dosing' period, especially for a BD (twice a day) or worst TID (three times a day dosing); the patients' health is at risk.

This is the major benefit of amlodipine.

The Next Major Benefit

My dad is a hypertensive patient. He did suffer from a 'transient ischaemic attack' (TIA) 2 years ago and now he's on multiple medication. What's the main problem of multiple medication?

Answer: Drug interaction.

Strong research suggests that Norvasc is a safe drug with minimal 'drug-drug interaction'. One research describe it as safe as a vitamin supplement but of course, in mainstream medicine there's a saying that goes, "There's no safe drug, only safe patient." There are variables but they are minimal and manageable.

What I'm saying here is, if you are anything like my dad who is undergone multiple drugs medication, it is wise to choose a drug with minimal interaction so that he can take it without suffering any complication.

Drug Interaction You Do Want

Not all interaction between drug is bad. There are 'good' interaction which refers to as 'synergy' which we do want in certain group of patient.

For example, amlodipine and atorvastain (drug to treat high cholesterol) were combined in a single tablet and were used to treat the problem of the development of atherosclerosis which cause hypertension down the road.

The good news is; if the patient already suffer high blood pressure Norvasc portion of the combination will take care of the problem. Combining drugs to bring about such effect nowadays is a common practice.

Things You Want To Watch Out For

1) Sudden drop of BP. My father-in-law experience this and his doctor asks him to do 2 things:

Take half of his current dose--he's on 10 mg of norvasc so he take half of it (5 mg). But when the 'headache' persist (due to the blood pressure drop), he was advice to...
Take his medication every other day (instead of once daily), and of course you know why it is possible to do this with Amlodipine right?

2) Too strong of a 'synergy'--this could happen when combining two drugs but the difference is in its severity. The same remedial step as No.1 above can be applied in this situation.

3) (Obviously) Allergic reaction to the active ingredients (amlodipine) or even the 'carrier' (besylate,etc.) of the drug. Don't even think of taking the medication without consulting Physicians, General Practitioners, Pharmacists or reputable experts.

And Oh! One last thing...

If you 'feel' OK while taking NORVASC 5/10 mg and at the same time you're also taking other supplement which the company claims can 'cure' hypertension; you're probably better off continuing with your treatment regime and not stopping your medication. My Granny (my Dad's Mom) did the opposite and she took the pain with her. She's not around anymore to share it with the rest of us.

So beware...

A Natural Pharma Sales Rep: You

2010-01-24T16:26:00.005+08:00

Natural pharma sales rep does not mean he or she are 'born' to sell pharmaceutical products. I would be lying if I said that "natural=born with" but one thing I knew for sure - you can develop the skills, attitude and attribute and make you look you are 'cut' for the job.

That I can help you with.

Human nature is such that people support solutions that they help create, so involve them by allowing your audience to participate with questions or ideas. It goes without saying that to not involve key people is risky, because messages can be misunderstood. Your plans may be derailed before they begin if sufficient “buy-in” is lacking. Use lots of open-ended questions in your presentation to draw out the silent type.

Preparation is a key to success. Prepare your listeners to what’s coming during or before your presentation. Try these pre-meeting tactics:

Assign task-related pre-work. This could be pre-reading or study of a problem, and the preparations of possible solutions. An example could be, “go and visit three kinds of accounts before the meeting.”
Make pre-meeting contacts with those invited by email, phone, or in person. You might want to try an informal survey to get people’s position on the issues at hand.

Remember support on key or controversial matters can be established ahead of time by lobbying, if you know where to lobby.

Do your research! People who make it look easy and are effective presenters have a hidden arsenal. This is an arsenal of up-to-date, organized material that can be accessed quickly in ready-to-use form when needed. They have the stats to back up their ideas, and they have a mental arsenal of stories, examples, jokes, and ice-breakers to use when needed.

Your physical presentation could include tangible items relating to the issue such as recent articles clipped from newspapers or magazines, photographs, reports, and demonstration property. To become masterful in this art learn to maintain resources you can access for just the right thing at the right time.

The next thing you must do is to explain “why?” The single most powerful thing you can do to convince your audience of something is to provide a convincing reason why they should do what you suggest or believe what you say. People want and need a clear “WIIFM” – “what’s in it for me?” – to be able to react positively to what you want them to do. It’s extremely important that you deliver a vision of benefits. Hearing the “why” won’t automatically generate a “yes” to your proposition, but it’ll open the door for receptivity to your idea.

Knowing and accepting the “why” satisfies a basic need that we all have – to understand the purpose of our actions. Use the words “because” or “so that” in your presentation and then finish the phrase. When your subject matter is controversial or likely to generate emotions, it is essential that your “why’s” be tested in advance. Ask some people you trust or that are on your “team” to play devil’s advocate to help you with your logic and arguments.

These are just the first four points for making successful presentations. There are eight of them in total, and we’ll look at the other four soon. For now, let me leave you with this thought:

Life is a sales job from beginning to end. From the moment that we discern how to get approval as children, winning friends at school, getting our first beau, getting our first (and subsequent) job, getting engaged and married, achieving our goals, and anything else you can think of in between – we’re selling ourselves or our ideas all along the way.

Who said you weren’t a salesperson?

Like it or not we are all salesmen. Our lives are made up of a series of “sales presentations”, otherwise known as presenting ourself in the best light possible. Whether we’re out for a job interview, trying for a raise, or just convincing our employees that a job must be accomplished – you are making a presentation.

To become masterful at it can be summed up in the acronym IPRESENT!

The steps from “I” through “E” are summarized as follow:

I – involve your audience
P – prepare your audience
R – research your arsenal
E – explain “Why?”

And for the rest of the acronym:

“S” stands for State (mental) Management.

The mental state of the successful presenter must be congruent with the message. If you don’t believe that, try giving a pep talk to your sales force when you’re depressed – it won’t work!

You must be aware of and manage your own mental state and that of your listeners or communication channels will not be open. I don’t have space to elaborate on methods of doing this, but here are a few key hints.

First, “AAI” – act as if. Act the way you want to feel, it’s amazing how this works. Use music to set the mood if necessary, dress the part, and reduce your anxiety by whatever method works for you. Remember that you’re the one in charge, and presentation mastery isn’t about being perfect – it’s about achieving your objective.

“E” is for eliminating the unknowns.

Fear of public speaking ranks high on most people’s list of worst fears. You may find you’re unusually nervous, develop poor voice tone or negative body language, and be unable to respond to audience feedback. Managing your anxiety permits you to focus on your audience and their needs. The basic approach to do this is the asking ourselves a list of “what if?” questions.

Another way to overcome our fear is to take ownership of the situation. Rehearse, rehearse, rehearse. Double check your notes, and prepare yourself.

“N” is fudging a little by using the second letter of the word “know” – as in kNow Your Audience.

Whether it is one person or many that you are presenting to you must do three basic things: Meet their needs, reduce tension, and avoid mistakes. A good knowledge of the listeners will give you a chance to tailor your objectives to meet their needs. This also allows you to reduce the “audience-presenter” tension so they will focus on what you’re saying. With a clear knowledge of your audience’s views you’ll be sensitive to potential “hot buttons”.

“T” stands for “Tailor Your Presentation Throughout”.

Boring listeners leads to missed objectives or total failure. You must be flexible and responsive to your audience. To do this you need to use techniques that will give you audience feedback; you must diagnose the cause of the problem you’re addressing, and finally you must choose the solution to act upon.

When you’re presenting, watch for non-verbal behavior such as clock-watching, foot-tapping, and cat-napping. When any of these are present get some feedback with, “Is it too warm in here?” or “Should I pick up the pace?” That breaks the attention or lack of, of the audience and brings them back to your talk.

One important thing to remember is that the mind can absorb no more than the seat can endure. Sometimes a simple thing like taking a short stretch break will solve the problem.

The techniques for achieving your most desired outcomes are at your fingertips, when you remember that life is a series of presentations.

9 Tips For Jobs Seeker

2010-01-03T20:32:00.001+08:00

If you are a pharma sales rep job seeker (or any other job in general), and you are not sure where to begin, what to do next, and where to go from there, here is a mighty useful list to get you going:

1. Know thyself.

Identify what really interest and excites you. Understand that these traits define you and use it to explore career choices and opportunities.

2. Take a career assessment test.

There are a lot of career assessment tests available online. Find the time to take one. The test gives you a lot of insights about your core competencies and work preferences.

3. Ask others.

It’s actually quite difficult to see yourself as others do. It would be to your advantage to ask friends and family on your traits and skills. Your co-workers are also a good source of information. Knowing how they perceive you, what they like and don’t like about you and what skills or traits need to be changed can be helpful in determining your professional profile.

4. What moves you?

Would you be more interested in status or a six figure salary? Do you want to make a difference in your community and the world or just on your company’s net worth?

5. Take charge.

In the ‘80s, when you worked for a large company, you usually could conclude that you would be working there for your entire career. In those days, the corporation drove your career path, advancing as it saw fit.

At the turn of the century, times have changed. In the span of your career, you would probably work for at least five companies. In most cases, you will probably work for more than five. Know which career track you desire, and make sure that track brings you to where you wish to go.

6. Determine the company fit.

With the current emphasis on streamlined and productivity-focused companies, the cultural and company fit are just as important as the professional goals. Consider the values and principles of the company and compare them with your own. It is important that you feel comfortable and fit in with company.

7. Free your mind.

The career path you choose is about change and more change. It includes expansion and new opportunities. All of these changes require a desire to journey and discover.

8. Balance is the key.

A huge amount of time is devoted to your career when you are in your 20s and 30s. When you reach your 40s, your personal life might take precedence and maybe more important to you. Find a corporation that will provide you with a balance in your work and your life.

9. Don’t hang around.

If you’re not satisfied with the way your career is going, go do something. Always be in control of your career path to have a satisfying career.

Entry Level Jobs Must Know - 4 Tips

2010-01-01T02:30:00.000+08:00

For most people, aiming for a higher position at once is the key to job search success. However, for some people who know that in order to succeed in the job market, they have to, literally, start from scratch. This means that people who want to grow positively in the working world; they have to learn the basics and fundamental principles of working, how it is to love the work most people do, and how to establish a good working relationship with his or her colleagues.

In order to enjoy all of these, one must submit himself or herself to an entry-level type of job. This refers to a job that requires minimal skills and expertise with no experience requirement needed.

Because of its nature, entry-level jobs are characterized by low salary, require physical work, and sometimes need field work.

Most often than not, people who are into entry-level jobs have very low hourly rates and may or may not entail insurance. This would mean that any hospital expenses caused by accidents that happened while the worker is at work may or may not be compensated by the employer, meaning there is no guarantee or whatsoever.

What’s more, most entry-level jobs are on a part-time basis. Examples of entry-level jobs are receptionist, apprenticeship, those who are working in a fast food restaurant, customer service, cashiers, etc.

Contrary to popular belief, entry-level jobs should not be ignored. What people do not realize is that entry-level jobs offer more than just low wages. These jobs are the foundation of all other positions available in the job market.

In most cases, people who start to work on higher positions right after they graduate from college are easily bored from their work. What is even worse, there is no room available for personal growth and career advancement.

Entry-level jobs are the stepping-stone to success in careers. So, for people who wish to grow and be promoted to a higher position, here are some tips that they can use:

1. Workers who are in the entry-level position should show enthusiasm, efficiency, caring, and love for his work.

2. They should master their skills and hone their craft.

3. They should be an expert on customer service.

4. They should know how to impress a customer who happens to be seeking an employee who knows optimum customer service.

These are just a few of the qualities that must be employed by an entry-level worker in order to advance to a higher position. And once he reaches the top, he knows that work is definitely something worth valuing for.

Best Jobs

2010-01-01T02:24:00.000+08:00

Employers have said that they are more likely to be 12 percent more graduates this year than last year. It is the first projected increase since the year 2000.

In another study, a projected 60 percent of US business plan to employ the same number of graduates this year as with last year. That is an increase of fifty-five percent from last year, according to the CERI (Collegiate Employment Research Institute) at MSU.

According to recent studies, US Corporations and businesses will employ more graduates with a bachelor’s degree in business, biological and physical sciences. Those with construction management, engineering degrees, health care and accounting will also experience an increase in hiring. Other fields will have a slight decline.

On the average, companies are hiring forty three percent of its interns to fulltime and regular status. The expected increase in the hiring of graduates coincides with an expected growth forecast of the economy next year according to a recent survey by the Federal Reserve Bank.

A lot of companies are coming out of a slump and are now hiring their interns and looking for more. A lot of companies are posting jobs and coming into different campuses.

Most experts advise that during the holidays, whether you’re looking for permanent employment or internship, it is time to step up your search.

Take advantage of the holiday events you’re going to, discuss what you’re looking for and your goals. Businesses don’t want to be flooded with calls and faxes of resumes. They will probably rely on word-of-mouth to get a handful of candidates The holidays are a perfect time to network.

What to expect:

Companies will hire more students earning bachelor’s degree in business and management, physical and biological sciences. Engineering, health care and accounting degrees also would experience an increase. Other degrees will experience a decrease in hiring

Businesses expect to employ about the same volume of MBAs this year as last year. Businesses have found employees with bachelor's degrees being able to do some work being done by MBAs.

It will be harder for graduates with computer science degrees to find work.

Companies are more likely to employ students who have undergone internships. The work experience, they say, makes a lot of difference. Federal agencies will employ more graduates but not nearly enough to offset the decrease in hiring by the state and local government agencies.

On average, starting salaries will increase by 1 to 2 percent.

Glucometer Rep Job

2009-12-29T00:49:00.000+08:00

I know what a glucometer rep job is and I know I might piss some people off with this post but you know what – I will just risk it. I am going to tell you that it is not easy, and in the end, it is not that rewarding. The job burden is high (should I add monotone) and often time annoying.

So get ready for the ‘glucose’ ride.

A sales rep who promotes Glucometer has to tackle a few tasks:

1) He or she sells the ‘meter’.
2) The rep has to do troubleshooting.
3) The rep has to maintain continuous ‘meter’ education – especially for upgrades.

In the local scenario, Glucometer is considered an over the counter product which means the target market is the end users – the diabetic patients who do self monitoring or their next of kin who care. What it also means is – the market is wide open. Competitors come in many forms and from almost everywhere since they all think this is a highly lucrative market.

Maybe it is.

Whatever it is, a rep typically will have to target 2 market segments – the public and the retail segment. Public segment includes Government clinics in the hospitals that deal directly with diabetic and potential diabetic patients especially the geriatrics (the senior citizens).

Also includes in this segment is peripheral clinic, usually located in the districts (outskirts) or rural area, and academic institutions. Since the rep deals directly with the customers the transaction is in a straight manner. It seldom breeches a huge amount which requires tender offering or things like that, and this makes the rep job, relatively, much easier – compared to rep selling huge analyzers.

And this is where the reps job multiply because they have to do service and maintenance – or check up rather. Considering the high burden of a typical general hospital plus the attitude of the staff whose responsible for running the glucometer - who can become highly dependant on the reps – there are always ‘hiccups.’

And it seems to happen on near weekends like Friday!

The thing is, if the location of the health center is within driving range (say 1 hour top) it is not a hassle to make a presence, and take care of the matter. But if it is further than that then it is going to be a hassle to travel to and fro.

I mean think about it – near weekend?
Things are not much different with the retail segment.

With retail selling, reps sell to mostly pharmacists, and some independent healthcare providers. As usual, price and the total cost are the main concerns hence this is where competitors consider their playground.

The name of the game is ‘where is the opening?’.

The downfall can come not from the glucometer but from the strips that the meter uses. If they have to pay ‘arm and leg’ for the meter they often expect cheaper price for strips. And that is more important because it is the strips that customers have to buy often – not the meter.

Along the way, there are going to be upgrades for the meter, and the reps have to re-educate the users. Even if there is no upgrade, there are times when customers experience changes like transfer, policy changes, etc. which requires retraining.

That will take the time and energy away from a ‘real’ selling situation but it is not less important. In fact, the willingness of a customer to stick to a brand is largely depending on such supporting factors.

Price alone would not cut it.

Despite all the ‘excitements’ I have listed above, many glucometer reps find their job as dull and monotone. I understand that because the equation of ‘burden-reward’ is in severe imbalance. I know this might not sound fair but the ‘return of investment’ from this portfolio for a Pharmaceutical Company is not ‘sky-high’ either.

A diagnostic pharmaceutical company can get more from a bench-top analyzer than a combination of 10 glucometers!

In the final notes, a glucometer rep job is simply to promote, troubleshoot, and retrain. Rep has to prepare mentally and physically for the kind of challenge he or she probably face from the market, and prepare for not-so-impressive rate of return on effort. But still, this job will provide wonderful sales experience and preparation for bigger sales job.

Career In Pharma Selling

2009-12-15T16:02:00.000+08:00

I believe I had written and compiled one of the best resources for ‘career in pharma selling’ articles in top directories ever imagined by mankind! And you know what – rather than left you guessing what those articles were about, where they are posted, etc. I am proud to present you ‘the list’ with no chronological order.

I will put my personal notes for each.

What Exactly is Pharmaceutical Sales Careers?
http://www.isnare.com/?aid=444310&ca=Career

This is simply my take on what these wonderful careers are all about. At a glance, you can get a rough ideas what is required if you decided to join. This, in my opinion, is the essential first read. Get the ‘map’ first (but bear in mind that the map is not the territory).

Pharmaceutical Sales Careers – Who Best Suits Them?
http://www.isnare.com/?aid=444319&ca=Career

This is an assessment article, written as a guidepost for anyone who wishes to earn income from pharmaceutical industry. The aim for this article is simply to assess whether you suit the career or whether the career suits you. Whatever (I’ll stop here before I get more confused with my own words)…

Selling Pharmaceutical Products – It’s Just Common Sense
http://www.isnare.com/?aid=356225&ca=Medical+Business

Knowing the fact that selling products of pharmaceutical is not rocket science (why rocket science, why not DNA engineer?), a potential sales rep candidate can rest assured that he or she, at least, got a shot to get into pharma seling career. The article illustrate clearly that this industry is a level playing field, and anybody can win with the right strategy.

Why Pharmaceutical Sales Rep is Needed More Than Ever Today
http://www.ezinearticles.com/?Pharmacuetical-Sales-Rep---Why-Pharmaceutical-Sales-Rep-Is-Needed-More-Than-Ever-Today?&id=775227
This is my very first article ever written on this subject. It has been seen by so many eyeballs over the years due to the popularity of the directory where it resides. But that is beside the point. This article is written from the bottom of my heart regarding the issue, and why this job is in for the long haul. Check it for yourself. You might learn a thing or two.

Pharmaceutical Sales Careers Advantage Over Careers in Medicine
http://www.articlesbase.com/careers-articles/pharmaceutical-sales-careers-advantage-over-careers-in-medicine-1436734.html

This article was written as answer to one of a frequently asked question, “What’s the advantage of pharma career over career in medicine?” so I decided that the best way to address this is to write an article, submit it to directory and see how people respond to them. So far so good (but it could be better).

Pharmaceutical Sales Careers – Compelling Benefits
http://www.goarticles.com/cgi-bin/showa.cgi?C=2195124

Let’s say I just save the best for last. When you read through the benefits, see whether you can relate to any of them, and if you can, see if it is compelling enough to make you jump into the pool of pharmaceutical industry and begin a career therein. And you might have a different point of view – just say so.

I still have a few articles regarding career in pharma selling which I intentionally leave out. It meant for a different audience hence I see no point in showing them to you. You might still find them when visiting any of the links I list above. I hope I answer any of the questions that you might have with these articles but if you need more articles on certain subject or topic, just inform me. I’ll see what I can do about it.

Pharmaceutical Sales Models

2009-12-15T14:58:00.000+08:00

Could the picture on the right be the pharmaceutical sales models you are looking for? Since you have found them, what are you going to do with them? Will you use them as your Newsletter cover page? I doubt that. In fact, I doubt that they are the ‘models’ you are looking for.

In 2006 when I first did my first training to my team members, the first subject I covered was pharma sales skills – 9 steps from start to finish. And since my team members were all new back then, I can see that they absorb the material quite well. It was either I did a good job or they knew nothing to ask!

During a presentation I realized that during my previous employment with another pharmaceutical company, they employ different model to the whole sales cycle hence the steps which follow were also different.

They use something call ‘The Gordon Relationship’ model…

They one which I did the training on has no specific name but it is a combination of a few models for example SPIN selling, One Minute Sales Person and Larry Wilson of Wilson Learning. I wish they have a name for this model but with such cocktails, even the biggest pharma company (at that time) avoid from giving one.

Personally, I believe name is not as important as to what extent a sales person can use the sales models.

How Many Models You Need for a Pharmaceutical Sales?

2 answers for that:

i) As many as you can just so you could cover every angles.
ii) Only ONE which you can duplicate and replicate very well across the board.

2.1. The ‘Multi-Models’ Approach

In 2007 when I look back at my training portfolio, I can see a few checkmarks on programs like One Minute Manager, SPIN selling, NTY – negotiation to YES, and SSSS (S4) – social styles selling skills. All these aim to do one thing; to cover as wider ground a possible when it comes to selling pharmaceutical products.

And they were also employed at a different stage of a sales rep development.

For a rep to move a notch in the ‘competency hierarchy’, they are required to master the concepts of certain sales model before they can progress. Maybe not master; understand, enough for them to apply what they have learned to the real selling situation on the field.

But due to these multi models, they tend to be reps who favor just a single or, the most, two models when doing selling. For instance, I choose SPIN selling all the way throughout my selling career.

2.2. Single Model Extension

It comes to no surprise when I even use SPIN during my ‘recruiting’ training as a manager. It became so natural to me that I make it as an extension of my communication repertoire.

I observe that with so many reps under my care.

They mostly like the S4 where the approach selling approach is tailor made to suit a particular social style. They are four (duh!) identifiable social styles which we cover back then – Driver, Amiable, Social, Thinker.

The reps will work their way within a framework and aim to get a commitment from users in the end; regardless of their social styles.

These pharmaceutical sales models have been generally test on the field for quite some time. Some of them have a very strong documentation to back up their claim and results like what Neil Rachem did with ‘spin’ selling.

But there is one sales model which has undergone field test but receive small acceptance and recognition. I have tried this model myself in my early days as a pharma representative with ‘stunning’ results.

It was based on ONE simple concept – CHANGE.

The Secret Pharmaceutical Sales Models

Some of you who read this article might know this.

It was said that MSD and Johnson & Johnson had used this model. And the best thing about this model (considered as it sacred secret); it has no closing! Why? It has shown from a well documented research by the originator that ‘sales closing’ saps the energy from reps more than any sales activities combined.

Does this ring true?

The research shows that a rep will face at least 6 ‘rejection’ before they get accepted. It looks something like this:

NO NO NO NO NO NO YES NO NO NO NO NO NO YES…

That is ‘the rejection pattern’ and that drains most of the rep‘s energy. At the end of the day, the rep is too tired and too weak to continue going to the frontline ‘battling’ the customers.

If you knew a sales model that can prevent you from getting suck into this vicious cycle, you would want to know about it would you not? (That is SPIN by the way – I told you). How many more activities you can add per day without losing your energy and getting more commitment if you knew this model?

Think about the possibilities for a second. But I would not be spilling all the secrets to those particular pharmaceutical sales models – not just yet anyway.

Selling Cycles in Pharma

2009-12-12T14:18:00.000+08:00

When I think about selling cycles in Pharma one word comes to my mind – longer! Yup, it takes longer to complete a cycle compared to what it used to a few years ago. And I’m talking not more than 5 years ago! Customers take longer time to decide because more people got involve as a ‘quality control’ attempt…more ‘rank and file’ to go through…more possible places where your proposal might end up without notice but the worst ‘delay’ of all is Pharmaceutical Companies own rules and regulations.

Too many has been created thanks to BIG time Medico-legal cases (in the past and ongoing e.g. People vs. Pfizer Inc. over Bextra’s prescription). And more are coming as necessary ‘back-side’ saving attempt.

All these affect sales cycle.

It is safe for me to say that pharmaceutical industry is not the only industry affected. Other industries were also affected but I have no authority to comment on their behalf.

But I am my ‘own authority’ when it comes to pharmaceutical selling (wink!).

The good news is (despite the entire trauma); no matter how you twist and turn this industry, the ‘core’ selling cycles are the same. They are:

1) You prospect for customers
2) You introduce the product
3) You customize the offer
4) You profit (when they buy and keep buying)
5) You move on

I avoid all the jargon which you probably have no memory and concept collection whatsoever, and reduce it to simple, easy to understand ‘layman’s’ words. Now allow me to explain all the ‘no-brainer’ concepts.

Prospecting

When I started out as a sales rep over a decade ago, I took over the whole product portfolio and the territory from my senior. He probably has done a good job because I see the sales keep coming in month after month with minimal effort on my part.

Then a new product comes in. At that time, it was a product for Osteoporosis. All of us have to start from ground zero. The strategy from the marketing team was to focus (obviously) on department that deals with bone and fractures, etc., hence we all end up at Orthopedics.

A few years down the road, we knew that the Osteoporosis product fit O&G and Geriatrics (which is under Medical better than Ortho).
What I am saying is; we could have avoided that through proper market research which apparently the company have not look into initially. That is why this stage of selling takes longer time nowadays. The company has either learn the lesson or maybe it is just ignorance.

I’ll let the Marketing people answer that…

Product Launch

It used to be a simple, ‘in the office meeting room’, fills with company’s staff and a handful invited guest. Nothing fancy, just a brief slide presentation, and common speech.

But things change over the years.

I remember the last product launch I attended was done in a 5-stars hotel ballroom with dance intro from professional semi-nude dancers (Vegas style). Ironically, a prominent speaker, a consultant specialist was invited to give the inaugural speech. And rumors have it that ‘the blue pill’ (start with V) launch was done from a cruise ship!

I don’t know but that was the thing from the past. Today, we are back to fundamentals.

Like in my case where I inherit the area, I did little prospecting, and ‘launch’ if any. It will be the same for you if you took over someone’s place in a pharma company. But don’t forget; you still need to find leads and introduce (reintroduce) the product to your non-buyers or ‘lost account’ user. If you do not know what that mean, what I am saying is, you still have to promote to those who use your competitors’ product or those who you have lost as your customers due to whatever reason. Clear?

Tailor the Offer to Your Customers

In the ‘immortal’ words of my trainer, “Different folks, different strokes.”

But this is not as easy as it sounds. The biggest hurdle is actually your company. I’ve been there. And almost all the time the situation is like holding a porcupine – people keep tossing it around and hoping that one will grow tired and succumb! Yikes! I can only offer this advice in such situation – keep working at it if you ‘feel’ it is a winning proposal.

It will stand the test of torment. I guarantee that.

For existing users the situation is even worst. To sell more to them you have to keep customizing or else, you’ll stand a chance of losing them to your rabid competitors!

Incentives, Bonus and Commission

Ah! Well, not all that gloomy in selling pharmaceutical products nowadays. In fact, last year alone I did bag almost 100% of the maximum incentive amount (a healthy 5 figures, close to 6 figures!). But next year I foresee a different story (that is the subject of another article of course).

Yes, you can reap the benefit of your hard work. And this is the ‘honeymoon’ period. You work just a little, and get paid over and over. But bear in mind – good things don’t last. Even if it last, it would not last forever.

If that is the case, and if you are in one already, be prepared to…

Move On

Change company, change product, changes something – it does not matter. In today’s market turmoil, often time, if you do not change, change comes to you. Ask 60 odd peoples who ‘voluntarily separated’ from our local pharmaceutical company subsidiary in 2008.

That is the situation of letting change comes to you.

Don’t wait. It is better to be prepared than being forced to prepare.

In this final word, selling cycles in pharma have not change much over the last decade or so. They might have taken a different name but what the process is about is still the same. And you can project that 10 or 100 years into the future, and I bet I will still be writing about the same thing.

Skills of Pharma Sales Representative

2009-12-12T12:43:00.000+08:00

In my opinion, the best way to show you skills of pharma sales representative needed is to show you what an advertisement for the job looks like. I happen to receive one just the other day from one of my Online Job Search service provider (Shhh! Don’t tell my boss…)

This is what is stated in the Ads:

As you can see, there are basic 5 requirements this Pharmaceutical Company wants you to fulfill. They cover the area such as:

1) Marketing and Selling (obviously…)
2) Achieving sales target – management and leadership
3) Controlling expenditure – I call this resource management
4) Liaising with Marketing Team – aligning with company’s strategy
5) Establish ‘high level’ contact – relationship/rapport

And you know what; all these skills can be developed and trained. You can pay for them or you can grab your favorite beverage and spend some times reading what I have outlined in this blog – for free!

It’s your call…

And do you know what kind of person qualifies to apply? Here’s a quick look (from the same ad):

You might be thinking to yourself…

“A degree? Related pharma experience? What if I have none?”
Then you probably want to read this:
http://www.articlesbase.com/careers-articles/pharmaceutical-sales-rep-jobs-how-to-start-with-no-experience-1454504.html

“Good communication and interpersonal skill…hmmm…”
You can take care of that can’t you?

“Good command in English”
This is a big IF; if you want to start with a Multinational Pharmaceutical Sales Company.

“Relationship management and skill”
If you are a human, you are not living solely on your own in an isolated island far, far away; you stand a fair chance to get this right. It’s not that complicated.

“Teamwork!”
Important issue but not after you get into the company. The main point is to focus on getting in. We’ll take care of the details once we got in.

“Interested in self development”
This factor is the X-factor; it makes or breaks your career.
I have been hammering for years that what determine how far you can go is not your academics or accolades but it is your attitude.

I have shown you exactly what a pharmaceutical company looks for skills of pharma sales representative expected before and once he or she joins in. You can see for yourself that most of what is required is already in you. Can you see yourself as a sales rep for pharma company now? It is possible…

Non Invasive Healthcare Product Sales Reps

2009-12-05T19:04:00.001+08:00

When I mentioned ‘non invasive healthcare product sales rep’ to a friend who happens to be a pharmaceutical sales rep, he says, “Is it direct selling?” I am not surprise with such reaction because it has been generally accepted in the industry that non-invasive means alternative.

And alternative always take the back seat.

I remember at one time when I was introduced to the concept of Molecular Reform Therapy, during a Direct Selling Company meeting; I was amazed by the amount of evidence that was brought forward. Some of them are near ‘clinical trial’ level. I mean, if they were double blind, multi-center, placebo-control studies, they would have qualified easily.

But can they qualify as healthcare product sales reps?

Non Invasive and Invasive Products – What is the Difference?

To put simply, invasive healthcare products are equal to medicine. They work based on sound pharmacokinetics principles and display consequence pharmacodynamics properties.

Too much to absorb? Let me simplify it.

Pharmacokinetics means what the drugs do to your body. Generally touches the aspect of absorption, distribution, metabolism and elimination. Pharmacodynamics on the other hand touches what the body do the drugs. I hope that briefly explains both terms just so you know what we discuss over here.

So non-invasive products might have the kinetics and dynamics of a drug but they are not intentionally developed. Their therapeutic effects are inherent. They are there whether we recognize them or not. In other words, they are natural.

Does That Mean Herbs?

Not exclusively. Although natural can be related to herbs but that is not the only non invasive ways out there. I do not know if acupuncture fits the bill because there is some form of ‘invasion’ involve but the principles behind that involve non-invasive ways – using own body energy, electrical impulses, etc. So far, there is no company that quantifies the energy and bottles it to be sold publicly.

Why Choose Non Invasive Treatment?

To make sure that there is profit to be made in this industry, it is best if we measure the demand that already exist out there. How do you measure demand? Ironically my personal experience tells me that the best way is to measure competition.

In the healthcare industry alone, the emerging trend shows that consumers want to feel better without having to suffer through the nasty side effect of medicines.

For example a cancer patient would ‘kill’ for treatment that causes them to heal naturally rather than losing hair, sleep and appetite during treatment. Herbs and special fruits have become the next best choice for them, and in certain cases, the primary choice.

Even with lack of clinical evidence, the healing effects are overwhelming and could not easily be denied.

Which Company to Work For?

There is no easy answer. You may want to choose based on the company’s stability, track records, and the kind of products it promotes and where it operates. Just follow the usual route in prospecting a company – Classified ads or by doing a Net search. Polish your resume to match the requirement and be persistent.

To me personally, non-invasive healthcare product sales reps are something new but I believe the skills and knowledge needed to pursue this career are no more different that what I am doing right now. The products may differ but not the way to put them into the end users.

Medical Device Sales Careers

2009-12-02T17:52:00.000+08:00

How is the Medical Devices Sales Careers Prospect in 2010?

I came from medicine or drug related sales rep background. I started working for a medical device company in April 2008, and with my nearly 2 years selling experience here is what I think about careers prospect for medical devices sales:

More Patients Prefer Self-Monitoring

Medical condition like Diabetes Mellitus (DM) and hypercholesterolemia are all too common these days. A few friends of mine already got into these conditions. The sad thing is, we are considered too young (those days) to get them!

So what is the challenge with such conditions?

Monitoring is one. Why? Because people with DM or high cholesterol constantly need to monitor their sugar and blood level to make sure they are control level. An increase in any may result in other debilitating medical condition for example atherosclerosis which could result in high blood pressure which in turn could cause stroke.

It is a vicious cycle, I know. Even these people know how important monitoring is; they somehow are very successful in ‘failing’ to comply with it. Why? There are thousand of reasons to this (I am sure you can come up with one if you were in the same position) but the common one is time limitation.

They said they cannot spend hour on the hour monitoring blood sugar levels…

And you know what? That ‘used’ to be the case. Today, fancy gadgets that take the form of hand-phones, walkman, and other Hi-Tech stuff are abundant. Just go over to Amazon.com to see for yourself. Last time, they have to line up at the nearest GPs or Pharmacists to get the blood check.

This development goes to prove one important point – people WANT to do their own monitoring and the need the right medical devices for that purpose.

Now, getting the device online is not the only way. Some devices need initial guidance from experts before patients can operate them on their own. This is when Medical Device Company comes in.

And this is when you come in; as their representative.

More Pharma Drug Companies Facing Patent Expiry

There are 2 ways to view patent expiry:

1) It is good for generics drug companies because they can start marketing their products ‘legally.’ That means there are careers opportunities as the pharmaceutical generics company’s representatives. That also means patients have the alternatives to purchase (most of the time) cheaper medicines. Sounds good right?

But you know what? Expired drug patent also invites competition, and this time the number is more! I remember when Norvasc faced patent expiry not long ago, locally, 7 manufacturers already lined up to go in. Imagine the worldwide scenario. Not too bright ey?

2) When a drug patent expires, and the ‘ethical’ pharmaceutical company did not come up with the next product line to replace it, many jobs are at stake. I had seen this happen once when Rochepin, an antibiotics, patent expired. Many found themselves without a paycheck the following month (and months to come) including the sales representatives. Who says medical sales careers do not suffer recession?

Patent expiry is bound to happen. There is nothing anyone can do about it. What companies usually do is to use the window period of at least 10 years, and if they are lucky, 5 years extension, to really go all out to profit from a brand of medicine. After that, if there were no replacement, they better look elsewhere.

Now compare that scenario with medical devices.

Gene therapy is taking the center stage slowly but surely. Experts believe that the next generation of treatment will take a much deeper molecular level. To be able to achieve this, industry players need to conduct research.

After the research, they will need means to deliver the result to the end users. The ‘means’ I refer to is medial devices.

Right now, experts barely touch the surface of this matter. In due time, I have the fact to believe that the trend will become rampant and it will be accepted as the mainstream medical treatment (if it is not already). Big pharmaceutical companies are gearing up towards this. Last year, Roche has acquired Genetech for more than USD 46 billion to fill in the gap.

And there are more to come.

The point that I am trying to drive home is simply this – drug patent going down but medical devices are on the rise.

This is when I supposed to tell you to pursue medical device sales careers by all means. I have brought forward the argument why you want to do it and I have spilled what I observe from within the ‘playing field’, so to speak but in the end, whether this type of careers suit you to boot or otherwise, only you can tell. You might like the prospect for next year but the requirements might scare you away. You decide.

Medical Device Sales Career

2009-11-20T17:14:00.000+08:00

Do you have any idea what medical device sales career is? When I asked this question to a few people who are also sales rep themselves, I got replies like, “It is just another sales careers.” Since I have started this career in April 2008, there are a few points which I hope to get across and by doing so I expect NOT to get the same answer.

What is Medical Device?

Typically medical device is used to diagnose certain medical condition. Let me use my father as an example.

My father is about 60 years old, weigh 70 kg and retired 5 years ago. He went to a public screening one day and did blood glucose check using a Glucometer. When they found out that his glucose level is on the high side, they asked him to do a follow up at the hospital.

This time my father had to do ‘fasting blood glucose’ test…

The test is done on different machine and requires more sample blood. Maybe after that he need to do other tests as well for example ‘renal profile’, ‘liver function’, and urine test. If they want to exclude him from the possibility of having ‘cardiac diseases’, there is also devices for that.

So basically, what I am driving at here is medical devices are used to detect medical conditions either to measure, to confirm or to exclude.

Who Develop the Devices?

Even though I am working for a Diagnostic company currently, I have not met any developer yet. I have heard stories that they reside somewhere in German and they work in team.

But that is just my company…

In fact, there are product developers from all over the place – Asia, Europe, America. The devices require a mix of developers’ backgrounds because they combine hardwares and softwares. You can be one too if you got what it takes.

Who Use Them?

The healthcare providers use them to diagnose. Patients or consumers use them to do self monitoring. Some devices like those found in big hospitals require special operators who have undergone special training. These devices need to be maintained and service regularly.

Other than that, simple devices can be operated right after you finished reading the users’ manual.

Training and Skill Needed For Selling Medical Devices

I started my career not with medical devices. I promote prescription items when I started out. When I jump into medical device sales, I basically began at ground zero for product knowledge and skills.

But not selling skills of course…

I had to speed up my learning curve (and had to do so on my own) because I don not want to look stupid in front of the customers. The thing about skills with devices is you need to put in enough ‘hours’ of operating to be familiar with the machine in normal condition and more hours for the abnormal conditions.

I had to find a way to speed that up also…

The point I want to stress is you acquire the skills for selling medical devices after you join a company. If you are in luck (and I mean this), your company will provide you with enough training resources and let you put in the hours for training with the machine.

Otherwise, you are on your own…

What About the Selling Skills?

You will pick that up also. The strategy to speed thing up is to ally with competent, experience and influential personnel who could provide you or at least point you to the right resources.

As far as my 2 years experience is concern, the selling point of any medical devices is after sales services. Let me add to that: speedy and effective after sales services. You can slave hours after hours learning the devices’ in and out but if you got no support from the people who handles softwares and people who take care of the logistics, you can get into trouble sooner than later.

You job as sales force is to sell to the company and sell to the customers, and you get good at it in due time.

How Do You Progress in Your Career in Medical Device Sales

There are only two ways to do these the way I see it.

First way is to progress internally. That means you make progress with the same company over the years. Naturally, you will move to a different experience level, you can move to a different division and you get promoted (if you are in luck – again!). The thing about ‘lateral progress’ is your remuneration package might not differ much. It comes with the territory.

Second way to make progress is to move out from the company. Mr. R, ex-service engineer for my current company resigned his post 2 years back and started his own company. What exactly his company does? Servicing his previous employer machines! How is that for a career change?

The Differences Between Medical Devices and Non-Devices Medical Sales

I can speak on behalf of pharmaceutical medical sales. I have been doing that for slightly over 10 years. The main difference is in the product itself. Yes, I know it is obvious but what it entails is an array of knowledge and skills which are totally world apart of each other.

For example, during my years of selling prescription items, I never had to fix thing up if something goes wrong. The user i.e. doctors or pharmacists do that. I mean, what can go wrong with medicine? Except malpractice of course, but for medical devices, I am the front line if anything goes wrong.

It is not easy especially if your customers live 4 hours away from your base and they call you right after dinner…

I frequently heard my friends in pharma complain about having to change new batch or help their customers move some stocks. I told them, “Try joining medical device sales – all that is nothing compared to your daily routine over here!” and I mean every words.

They do not argue with me because I knew where they come from…

Is This a Career For You?

Up to this point of my career, I believe medical device sales career has the potential to provide you with stable, long term income because the development in this area is a lot and there is always new thing coming out every year. It is the opposite of drugs where development for some portfolios has stalled. No new entity for example cholesterol lowering drugs for certain company but next year alone, the company I am with now planned 2 new analyzers to market. So if you just started, maybe it is wise to think long term.

Careers in Pharmaceutical Sales

2009-11-20T01:07:00.000+08:00

Found your dream career yet? If not, careers in pharmaceutical sales might be the answer. I am going to explain why and I am not going to mince my words or sugarcoat them to make you feel alright because honestly, I don’t does career counseling but I know my career building.

Pharmaceutical Sales Career – Simple Definition

Let me just bring you back to the time when I start this career and see whether you can spot the concept.

It was 1998 when I joined a European Pharmaceutical Company. The company promotes ranges of products from consumer health to prescription items. I was assigned to a sales group which was responsible in promoting antibiotics, antidepressive and Central Nervous System (CNS) products range.

My area of coverage was the East Coast…

I was responsible to both market segments namely: Government and Private sectors so my customers were mainly Departments in that sectors which dispense my range of products. Both sectors have different code of practices and multitude buyers’ behaviors.

Basically what I did is, I follow the company’s quarterly marketing strategies and implement them in my area. The strategies was developed by the Marketing Team, headed by the Product Manager, and were cascaded during the quarterly meeting (it is bi-annual meeting right now).

An example of the activity which I did last time is running a video screening to the Medical Department on certain topic related to my product. I remember my first ever video screening was about the active ingredients for our Anti-Parkison drug – how it works, what is the effect, etc.

But the most important activity is actually making 8 doctors’ call plus 2 pharmacist call daily…

That is all I did for the next 8 years or so before I got promoted in a different pharmaceutical company, and my career took a different turn from there on. That is how I personally build careers in pharmaceutical sales, and it is about the same with countless others, and I hope I had made this clear. Rather than spelling you what these careers entail, I just walk you through them.

Pharmaceutical Sales Representative Careers – Most People Begin Here

As I clearly illustrated, that is where I began my career. I know of a few friends who got in through different channels for example as Marketing Executive, Regulatory Affair, Research and Development, Consumer Healthcare, etc. but in most cases, the entry point is sales rep.

Pharmaceutical Careers Sales Manager – Reserved for Selected Few

They invent the saying, “Too many cook spoil the soup” for a reason and that is why you see only a special selected few people got to the managerial posts. I do not trying to imply that it is impossible, it is probable but not usual.

What usually happen is you work for a few years, gather enough experience, and you start looking around for better offers.

Pharmaceutical Company Careers – It is Normal to be In More Than One Company

I have been in 3 in the span of less than 12 years. There are many reasons for this to happen but the most common which I am pretty sure of is better offer. It could be better salary, better perks, better incentives and better bosses.

Yup, bosses are that important…

The thing to remember when building careers in different pharmaceutical companies is to make sure your next choice has added values and distinct advantages over the previous one. There is no point in getting to different companies that have similar offers.

And do not make the mistake of changing company because you hate your boss to the gut, unless you get your all your bases cover.

Enough Training and Skills – Important Ingredients of Career Success

I once heard a trainer said, “Which is the bigger dilemma – you train your people and they leave OR you don’t train them and they stay?”

Think about that…

Many people who are building their pharmaceutical sales careers dream of moving up the corporate staircase. I will be lying if I said I never plan to be a sales manager one day or Group Sales Manager or National Sales Manager and why not Sales Director but that can only be achieved if I had given myself enough time and I have had enough knowledge.

I said ‘enough’ because I cannot possibly ‘have all’…

Is This Career For You?

You know ‘you’ the best. I have come across smart personality test for example as outlined in Discover Your Sales Strength to determine whether your personality can fit into sales job, and if you can, which sales function is for you.

But test is just that…test.

I have come to a realization that money is not ‘be all, end all’ purpose to build careers in pharmaceutical sales. There are more than just products and figures. I realized now that this journey had made me a different person which I would not have known if not for what I have gone through.

Medical Device Sales Job

2009-11-19T04:34:00.000+08:00

After getting myself involve with Pharmaceutical Industry promoting prescription items i.e. drugs or medicines, last year (April 2008) after a year of ‘job free’ days, I decided to re-emerged myself but this time I want to do something different.

I want to try medical device sales job.

Why I Want a Sales Job in Medical Devices Company?

I have a simple answer for that and here it is: If I get a job promoting medical devices, my sales experience in pharmaceutical industry is almost complete. I have had experience with prescription items, I had experience promoting consumer health products, I had covered hospital market segments and General Practitioner (GP) market, and I had management experience.

I did all that within a span of 12 years…

I am proud of myself to say the least but that is not important. The important thing is, with this experience marketing devices for medical use I have ‘strategically’ increase my VALUE for any future employment.
I recalled a wide man advice on this, “Dig your well before you got thirsty!” I dug one already…

What is The Difference Between Promoting Medical Devices and Pharmaceutical Products?

By ‘pharmaceutical products’ what I meant is drugs or medicines. Here are some of the core differences:

1) The customers. Obviously I am dealing with a different market segment. I am targeting more of the end users who find their locus in the laboratory and some peripheral areas outside town. Honestly, these people are more approachable but what they expect from you varies greatly.

I got a customer who currently uses our company brand ‘bench-top’ Clinical Chemistry analyzer because I was the only rep ever to cover the area but another customer from a different peripheral area ‘de-install’ the same device because our company’s service sucks!

Looks like they have different definitions for the term ‘service’ here…

2) The total sales process differs. I remember during my tenure with 2 Multinational Pharmaceutical Companies (MNC), it was easy for me to monitor, track and tweak my sales. The process was a simple ‘promote and profit’ process.

But that is not the case with company marketing medical devices…

In this company, when you see a sale is made, the amount that you get is not ‘Net’ amount. Basically it is a ‘gross sale.’ I often have to minus that with commission to the agents (starting at 3%), loan amount if any (even if it is 2 years ago) or whether it is a direct or tender sales.

I can never get the exact figure (and nor can my boss)…

…which bring me to the next point of differences…

3) The compensation package. Now, let me tell you that this job is more than just salary and claim. What makes sales job irresistible is the INCENTIVE. If a salesperson had difficulties in enjoying the full amount or at least consistent incentive, he or she gets discourage quite easily. Believe me I have ‘been there, done that.’

For a veteran soul like me who like to play this game by the number, not having the ability to monitor the exact sales spells complete disaster. I do not know how much I had done ‘exactly’, how much I am still lacking ‘exactly’ and what ‘exactly’ I need to focus on. These cause me to feel ‘exhausted’ easily.

In layman term what I am saying is; I had to slaughter myself just to keep afloat!

I have never experience that in Pharma.

4) Role. In a typical pharmaceutical company, the role of its sales representative is to sell. What entails maybe a mix of sales job and marketing jobs but that is all to it. I can tell you, in a typical company that sell medical devices, you have a third (maybe fourth) role which what I like to call ‘repairman’ and ‘courier man’ role.

A sale made is not bliss, not until you know your customer can take care of themselves and not calling you because they cannot find the ‘Start’ button!

What Exactly Medical Device Sales Job Means?

Let me walk you through a simple analogy. Imagine you just got hired. After 3 days in the company, you will follow one of your colleagues to the field and make a site visit, typically the department that handles diagnosis or ‘near patient testing.’

Let’s just say they never use your device before. Obviously the next step is you introduce what you have but not before you assess their ‘load.’ Once the assessment is made, you will draw up a proposal. You will include at least 2 suggestions depending on their need and see how they respond.

Now, your prospect will respond and the next step is to go through evaluation. You give them a period at least 3 months to evaluate your medical devices and if it fulfills their stipulation, you got it!

But like I said, this is just the beginning…

You now need to arrange for training and collaborating which includes comparing your device results with another method or another device (usually belong to your competitors) in a process called ‘validation.’

Then come service and maintenance…

You are in luck if your customers or the machine itself can do ‘troubleshooting’ but initial stage of ten requires your presence. Again, you are in luck if the company has an army of support staff. Otherwise, you are on your own! I remember my third day on the job when I was on the field trying to figure out what is wrong with a Urine analyzer, and I have not even finished reading the whole manual yet!

I hope I have made it clear so far.

Should You Get Sales Job For Medical Device?

I have 2 angles to approach this issue:

i) If you are looking for a base to taste the Healthcare Industry, you enjoy working hard and not worry about having too little to do then this job suits you ‘nicely.’ It is, in my opinion, a solid base to build your career and you can branch out to more than just typical sales job. I know a guy who was our company Service Engineer whom quit and open up his own servicing company.

ii) If you are in Pharma, and you thought, “Hey, I hate my boss, my lousy pay, and my ailing product portfolio,” and thought of jumping into a job in medical device sales, my personal ‘honest to goodness’ opinion, forget about it! The sweet memory with pharmaceutical company often ‘kills you softly’, if you get my drift…

I hope I have feed you with enough information for you to consider before getting into medical device sales job. It might not be a job to die for but on the other hand, it is a job you can seriously think about to start with.

Pharmaceutical Rep Careers

2009-11-19T03:00:00.000+08:00

What has 12 years of pharmaceutical rep careers taught me? I have had my share of good and bad times through all those years, and how about spilling out some of them here so folks who just graduated and wondering around looking for that ‘perfect career’ or those who have thought about making a career change can profit from them? How about that? Here is my story from the beginning…

Starting a Career as Pharmaceutical Rep

The year was 1998. I was searching high and low for a job that could match my qualification around my local town. I was turned down many times because the ‘inner voice’ inside my potential employer whispers, “This guy won’t be around long. He’s going to leave as soon as a better offer crops up.”

But I was not easily discouraged…

I kept searching and expanding my search repertoire. Initially, I depend heavily on canvassing the whole area for potential employer, knocking door to door. Then I turned to the Newspaper. One interesting thing when it comes to job search through the local daily, the English language newspapers like New Straits Times and The Star, list more jobs opportunities than the Malay language counterparts.

Of course, back then there are only these few players but there was where I focus my search on, and I believe I was in luck due to that because can you imagine how long it will take me to land a Multinational Pharmaceutical Company job if I just concentrate on the ‘other newspaper’?

Hard for me to imagine even until now…

So let’s that be a lesson in itself. Looking for the right opportunity requires persistent effort on the right resources (soak that in).

Pharmaceutical Sales Resume – Use It to Create Favorable First Impression

There are no specific courses during my 4 years of study on how to write a powerful, compelling resume. But you know what; I learned that during my English class and again I believe I was in luck for having this ‘affinity’ towards that class. I can sleep through an hour of Anatomy lecture but I will be full awake and geared up during 3 hours of English class.

I guess somehow I just ‘wired’ for this…

But do not freak out if you are nothing like me. If you have the desire to create high income through promoting ‘high end’ healthcare product like medicines or analyzers, there are abundances of resources available at your disposal.
You are looking at one of them, brought to you at no cost…

In all those 12 years in my pharmaceutical rep careers, I can tell you this: The knowledge and skills, you can search and develop them, and I can show you how but the desire – only YOU alone can provide that.

Not your Mom, Dad or Prof. Somebody from your school…

What does this means? It means your chances to be successful is the same with others who want to join this industry. Do not let their 4.0 GPA or scores of extra-curricular intimidates you. The success in Pharmaceutical Industry is a level playing field.

Your chance are equal, you are equal. The difference is in your desire. Period.

Start polishing, modeling good, powerful resume preferably while you are still in school, start adding them up and updating it once you have collected the accolades; every 3 to 6 months if you can.

And get them out there.

Careers in Pharmaceutical Sales – Build Them One Step At a Time

It took me almost 7 years before I managed to ‘upgrade’ myself to a different sales position. It did not happen by chance. For all those years, I have decided earlier on that I will work for certain section for a period of time. After that, I want to move to different sections or sectors. For the first 5 years, I focused on Hospital sales and I became extra good at it then comes the time to move.

But there was no opportunity in my company at that time…

I did make my move but to a different company and to a different market segment. For the next 5 years, I learned the trade of the General Practitioner (GP) sectors in an American pharma company.

I got my promotion in my second years…

Now, after taking a year off from the job market, I am back into Pharmaceutical Industry but with a bigger twist – I am aiming at building my medical device sales careers.

How long will I take this time? I cannot tell you much right now because I just started April last year (2008) but I know where I am heading.

I reckon that time are tough right now. I have been through some quite a few times during my working years myself but let the ageless saying guides you, “Tough time don’t last, tough people do!” Building pharmaceutical rep careers is akin to build your muscle – it gets stronger with ‘enough’ practice. Only you can tell how much is enough.

Liberating is it not?

Pharmaceutical Marketing Jobs

2009-11-17T16:29:00.000+08:00

I started off in pharmaceutical industry not in pharmaceutical marketing job but as pharmaceutical sales representative. At that point of time, most sales people hate marketing people. Marketing people are seen as slow to respond to customers’ need, extra prudent with budget and feminist (well, at least in the companies I used to work for).

As I mature into the industry, a new picture emerges. Personally I don’t see marketing jobs as annoying as before. In fact, my current conscious says, “There’s only one simple rule, and marketing rules!”

The Difference Between Pharma Marketing and Sales

Obviously my view has the tendency to skew towards sales bias because that is where I begin. I recalled clearly what my National Sales Manager said right after he was handed his marketing budget in a certain year, “These marketing people don’t understand our importance. Without us, no products will turn to revenue!”

And he is ‘partially’ correct. Sales peoples turn products to profits. That is what they do.

But marketing people determine the ‘sales’. They are the driving force, the engines that move the vehicle. Without taking this confusion further, let’s just say marketing people determine the products and profits.

If you understand this then you knew how important marketing job is.

Pharmaceutical Company Careers – Not About Sales Exclusively

There is common misconception that people have when it comes to pharmaceutical industry and that is: The only viable job in a pharmaceutical company is sales job. Having been in the industry for slightly aver 10 years, I knew how ‘untrue’ this is.

Moving products from manufacturer (local or multinational) to the public is one of the functions but there are also research and development, recruiting, training, and other community related functions which can only be realized through a well thought out marketing strategy.

I am not saying that the public is the object for generating-profit through marketing activities but the public will respond accordingly to such activities and the profit will follow suit. The equation I am suggesting put people first, profit second.

That is the reason why pharmaceutical company careers are not only limited to sales.

What Marketing Sow, Sales Reap

When I asked my counterpart in Marketing Department, “How much are you making this quarter? It should be good right because every one is hitting their quota,” I always get that fuzzy look with a bleak smile on their face. “Nah! We are not even close to the standard we have set earlier on.”

I pity the souls of our marketing boys and girls. The thing is, if the sales force did not bring in the figure, marketing people would not see a single cent. But even if the sales people hit the mark, they might not be happily basking under the sun yet simply because ‘hitting target’ means a different thing to the marketing team.

What Exactly is The Job For Pharmaceutical Marketing?

Here are some of job specs that a marketing team looks into:

Getting Into the Right Market. It means more than just churning statistical data and analysis. It is about getting into the mind of the people who make the market and deliver what they expect. It can be product exclusively or it can be a mixture of both – product and service.

Choosing The Right Pharma Product. This can easily be done if they understood the mindset of the market. But this is a grey area though because I have seen product being introduced and a market somehow emerge after that but this is rare, and chance to make a killing could be slim (a ‘poly-pill’ which combines anticholesterol and antihypertensive comes to mind – sounds feasible but have minimal impact).

Using the Right Channels. It is always the case of ‘what’s the message and how you deliver it’ than the product per se. There are easy route to a product success but if the marketing team persists on the right track, big profit just lurking nearby.

Optimizing Profit. This is the primary aim, and marketing can deliver this without taking the shortcuts through ‘price cutting’ it is even better. Starting a price war might be an alternative to win a market but it might cause a company premature death.

Pharmaceutical Company Careers

2009-11-17T14:31:00.000+08:00

12 years ago, I have never imagined I would spend that long for a career in pharmaceutical company. All I want to do back then right after my graduation was to find a job that could make me enough income for me to proceed with my financial freedom plan.

And I chose a sales job.

Looking For a Company to Begin a Career

I was wondering around Mother Earth back in my small hometown which located in the East Coast of Peninsula in a country called Malaysia. My first plan was to make a phone call to a Pharmaceutical Company which has done a promo to my Biomedical School a few months before I graduated.

The company was Astra-Zeneca, a Sweden based pharma company. The call last less than a minute. It goes something like:

Me: Hi. Is this Astra-Zeneca?
Receptionist: Yes. How may I help you Sir?
Me: I just want to inquire about job openings there. Whom should I speak to?
Receptionist: Oh! Do you have any sales experience before?
Me: No. I just graduated…
Receptionist: I see. Do you have your own transport?
Me: No.
Receptionist: Well, if that’s the case, you can send in your resume and we’ll call you as soon as there’s an opening. Thank you.

Less than a minute! My hope for the first step towards career in pharmaceutical sales and my handsome salary and my financial freedom shot dead in its track. But I moved on.

Knocking on Every Laboratory Door in Town

Yes, I did that. And it was not pretty. I use a motorbike which I borrow from my neighbor and I start canvassing the town area for private laboratory because I thought to myself, since I got no chance to land a sales job, I might as well start in a job which I was trained for and work my way around.

That’s how I decided to knock on labs’ door.

But guess what? Most of the Lab Managers were too skeptical to take me in. “You have a degree. I am afraid you will make this lab as your temporary stop. Many of them do, and I am done re-training and re-recruiting new staff!”

OK. I got the point so I move on.

Pharmaceutical Sales Representative Careers – Sudden Opening

No. It was not with AZ (Astra) but with its competitor; Roche. After 3 months of searching high and low, an opportunity present itself in a local daily English newspaper ads (and lucky me because I read both the Malay and the English Newspaper).

I was called in for the first interview.

I remember the place, the 13th floor of Selangor Dredging Building and somewhere near KLCC – Kuala Lumpur City Centre Petronas Twin Towers which was the tallest building in the whole World at that time (1998).

I was greeted by very warm receptionist and after I filled in a few forms, a gentleman in his early 30’s attend to me. I went into a room, leaving my girlfriend who happens to follow me behind, and he started to ask me a few questions.

I guess I did something right because I was called for a second interview. And the rest as they say is history. After 12 years, I have been in and out of the industry under 3 different pharmaceutical companies.

Pharmaceutical Sales Resume – Your All Important Ambassador

If I were to boil down the important aspects of building careers in pharmaceutical company, I will name ‘resume’ as one of the top most important things. A resume is the first selling point, the first impression of you to the company and you have one chance to really make an impact.

Once you have passed that ‘impression creating’ process, you then need to ace your interview but resume is the initial step. My suggestion is start polishing your CV and resume even if you are still studying and update them once you are out on the field. You never know when they can become handy.

Pharmaceutical Sales Rep Salary – Not a Be All, End All Issue

Initially I thought that my salary for pharmaceutical sales is the bridge to my financial freedom plan. After all, after comparing to a few friends during our Graduation Day, I was way ahead in total remuneration package. I was proud but it was not on the salary.

It was the incentive; the extra revenue you get if you meet your budget. That is where the killer punch is. That is what really separates the wheat from the chaff. And that puts me ahead of many others.

So before I end this little rambling on pharmaceutical company careers, the take home lessons for you are simply these; make your first impression count and realize the fact that basic salary is not the main thing. Think about it.

Pharmaceutical Sales Careers

2009-10-26T03:01:00.000+08:00

Are you aware of the difference between a career and a job? It does not matter if you are in Pharmaceutical Industry or other type of industries, a simple way to define the difference is by looking at the ‘lifetime value’ (and hence possible cash value). Here is what I mean:

My Oxford Minireference Dictionary and Thesaurus (Oxford University Press, 1997) defines those two terms as follow:

job n. 1 Piece of work. 2 Paid position of employment. 3 Function or responsibility
career n. 1 Ways of making one’s living, profession. 2 Course through life. 3 Swift course

Can you see? The stark difference between those 2 words is in the ‘lifetime value’. To put thing in layman’s perspective, I find the analogy of my own pharmaceutical sales rep job does help. My job is selling tools that help healthcare providers to come up with better diagnosis and allow them to make a lot more with automation.

My career is health care – making sure that other peoples’ health is taken care of. And I can do that without promoting my current company’s high-tech analyzers. I can recommend you a lifestyle changes and by doing that alone you can control you stress level and blood pressure.

Now can you see the difference?

Since I am in a good mood now, let me use another example. If you have a friend who work with the bank, when you ask him or her: “Hey, what is your job?”, you might get this answer, “I am a Teller” or “I am the Manager” or “I am the Financial Executive” and that is their job. Their career is managing your finance – your money, your cash flow, your debt, etc.

Hopefully these 2 examples have done the job of differentiating pharmaceutical sales careers and pharmaceutical sales jobs for you.

Pharmaceutical Sales Representative Careers

Pharmaceutical Companies either local or Multinational will appoint people to promote their brand of products and these guys and girls are known as Sales Representative or Sales Rep in short. These jobs are almost unheard of a few decades back but lately, they have become one of the most sought after and dream jobs in the market.

I have written a shot intro about pharma sales rep basic and I believe that is enough to cover all the ‘need to know’ info. Since many people become aware of the lucrative nature of these jobs, competition begins to brew and it is getting stiffer everyday.

And that makes the jobs more attractive.

I have been a pharmaceutical sales rep for over a decade now and I cannot imagine doing other kind of job after my graduation. The best thing about this job is – it put me on a track to a wonderful career.

I often read in forum or hearing people on the street wondering what I actually do for a living. Judging from my lifestyle, they often think I am doing some form of business. But when I told them what I really do for a living, they lift their eyebrows.

I know that what I told them is too much to absorb at one time. And there is some who are interested to join in especially those who already have a job and they are looking for ‘upgrades’.

They often ask, “Where do I start?”. And my answer is always, “You start at the beginning…your resume.”

Pharmaceutical Sales Careers Resume

When was the last time you update your resume? 3 months? 6 months? 12 months ago?

When is the best time for you to update it?

Some experts suggest twice a year as ideal. That means every 6 months. Now, if you have not done this for a while, just update it right after you reach the end of this sentence.
.
.
.

You did update your resume did you not? If you did not; why? What is holding you back? If you want to follow my proven CV and Cover Letter winner, you can download them for free (the link is at the right sidebar under Free Pharmaceutical Sales Careers Resources)

Your powerful resume is your ticket to land you on solid pharmaceutical job recruitment. The rest is about pulling off during interview. And that something we can work towards with simple strategies and steps.

You can also submit your resume to pharmaceutical sales recruiters. These are often companies who are looking for potential talents to fill in job vacancies as they arise. But I have found that individual recruiters i.e. a staff or employee of a pharmaceutical company to be the best source of job opportunity.

Why?

Reason number one: If you pull through, they often get rewarded for bringing you in. I remember getting extra 500 bucks right after my friend whom I recommend got his confirmation letter. Of course, if they stop halfway, your referee gets nothing. Well, that is how the system works.

How Do You Know If There Is An Opening For Pharmaceutical Sales Job?

The fastest way is to register with online job board. A few names which are popular over here are JobStreet and JobsDB. Find similar services in your locality and sign up for it. You will be asked to create an online resume and with the development of technology, some even allow video where you talked briefly about yourself. You must also define the parameters for your job search and if they find a match, an e-mail will pop up into your account Inbox (which goes without saying that you must have an e-mail account. A free one would do).

How Much Should You Ask?

I do not know you personally but if I just want to get my feet into pharmaceutical industry, a reasonable pharmaceutical sales careers salaries that I will ask for depends heavily on my current and previous competencies. Some quick background company research will reveal the kind of match my competencies with the company’s expectation. If it is a perfect match for example my field of study and my job role, I will put a high end price tag on my expected salary figure. Otherwise, I just play the average.

And what is the average?

I assume this equation will work in your country and area: Increase your demand in the region of low 100% and high 200% from your current figure. Let’s say you currently have basic salary of 1000, low 100% means you ask for 2000 and high 300% means you asked for 3000. Just remember to put ‘negotiable’ in your resume.

Progress In Your Pharma Sales Careers

Your first sales representative job will set the stage for what to come in your careers progression. Like I mentioned earlier, your job is promoting your company line of product but your career is taking care of other peoples’ health.

Azlan is a friend of mine who started off as a sales representative. After being in a local generic company promoting antihypertensive line of products for 6 years, he now find himself as a spokesperson for a local Multilevel Company that promote ionized water that claim to restore a person health in a natural, non-invasive way.

And he gets better remuneration package now compared to his previous company and if I hear him correctly, he is still on the lookout for a higher, better remuneration. That is how he chooses to walk his career path.

You could too.

The first is always the toughest but once you get inside, you will know how to make it through. And that is how you build your careers in pharmaceutical sales.

News About Pharma Company and Community I Can Live By

2009-09-04T15:22:00.006+08:00

It's not hatred, jealousy or anything like that but my heart always skip a beat when I saw News like this one about Pharmaceutical Giant Companies and the community where they live.

Huh! What a 'kick-butt' Core Value' that one ey - value to community where we live in. And in this case the value is about 2.3 f**king billions! How's that for a number?! Huh! ;)

Check this out:

Hmm...

This is the kind of news I can live with everyday especially if it got everything to do with Big Pharma Companies that claim they are the champion... chaff, at best!

And about the Community They Live in

Live well my friend...and may others have the guts to follow suit (I refer this specifically to my friend, R, in East Malaysia)...

Keep it coming folks.

I told them I can't do it while working IN it! In our local scenario, I am convinced that there are more than just skeleton in the closet - if the authority care to look a bit deeper, beyond 100 bucks per person for Festive Season Gift... hehehe...

Pharmaceutical Sales Job Search - 4 Tips

2009-08-18T22:47:00.002+08:00

Nowadays, jobs falling under the health care category are one of the most in demand jobs. This is because more and more countries fall short with regards to their employees and staff in the health care industry.

In fact, aside from computers and information technology, heath care jobs are the ones that are greatly sought after by both the employers and applicants. Aside from the increasing demand, pharmaceutical sales jobs are also one of the best paying jobs all over the world. For example, in the United States alone, Pharma Sales reps get to earn $67,500 to $ 90,780 in a year. It is also expected to grow by 16% in the years to come.

For people who are dreaming to go abroad and land a job in the health care category, here are some tips that that can help:

1. Know Your Craft

The problem with most people who are looking for pharmaceutical sales jobs is that they do not know the fundamental skill needed in this kind of job: care for others.

There are many instances wherein pharmaceutical sales jobs do not necessarily require people who have a higher education diploma in health care. So, people who have a “caring” attitude, can have a lucrative job in the health care industry.

2. Health Information Technicians and Medical Records Rank 6th on United States’ 10 Hottest Jobs of a Few Years Ago.

These positions can work well for people who are looking for pharmaceutical sales jobs. These positions pay $30,700 to $67,400 annually.

3. Success is in the Keywords

For people who are searching for specific pharmaceutical sales jobs on the Internet, it is best to narrow down their searches with some more detailed keywords.

In this way, heath care job searches will reap better results.

4. Aim For the Best Company in the Health Care Industry

For people who wish to land a good job in the health care industry, it would be better to do some homework first. In this way, they can get an overview on which position has the most demands for employees and which job entails higher salaries.

In the United States’ 10 hottest job of 2005, medical assistants are the top positions in demand in the health care industry today. In fact, surveys show that the demand for medical assistants will continue to grow and will increase by 59% in 2012.

Indeed, the health care industry continues to saturate the market with a continuous growth for the demands of its services. No wonder why most people are into pharmaceutical sales jobs!

Pharma sales rep training blog

2009-04-12T16:00:00.003+08:00

By now, many of you who read my previous post about pharma sales rep basic introduction have some ideas what a pharmaceutical sales rep does and how he/she goes about doing it. And if you are interested in pursuing this matter further especially in this tough financial time, then I suggest you make this blog as your number one resources for your free online pharma sales rep training blog.

There are many hardcover books and recently e books that you can purchase to read about this wonderful career but hey, why pay when you can get good, quality, information for free such as the ones found on this blog :)?

I know in this hard time, even a dime means a lot. A dime can means having a good meal for yourself or having an OK meals for you and family. I know. I've been there and it's hard. And that's why one of the revelation that I came across recently was 'the best business model today is giving out free info where others are charging them'.

Naturally, people will came to you for that free info.

And I am doing it for my beloved honest to goodness job - pharmaceutical sales rep.

Why a free online pharma rep training blog?

Why not? Hah! Rhetoric. Hate when people do that to you as if you're in Socrates or Plato times. As I alluded earlier, I am engaging myself in a business model where I'm providing free info on pharmaceutical industry particularly pharma sales rep on how to carry out their duty effectively.

I cover the topic from getting a job in pharmaceutical companies, tips on how to carry out certain aspects of pharma sales e.g. getting the sale/commitment and unspoken rules about this job that only an industrial player or to be exact, veteran industry players know of.

For a green and growing pharma rep who just joined (maybe it's you), they'll find this blog to be very useful in providing solid, down to earth, tips and strategies on how they could perform better.

And most important: I am putting this whole pharma training thingy on a blog platform which add one element that a hardcover or even an e book is missing - connectivity.

Yes! You and I fellow pharma rep or interested folks, can stay connected with the help of comment box at the end of this very blog post. Heck, it's on every blog post. So if you need some issues clarify, just leave the comment there and it's also good since every one else can see it, and we'll talk about it over.

We'll argue about it, cahnge notes, opinion or share mind. And we'll grow to a mini forum without you having to sign up for anything or pay for anything.

Cool ey?

How to use this free training blog for pharma rep online?

First off, if you just started, I have prepared a link to the most read post on this training blog. Just go down to the end of any post and you can see the anchor text for the links in capital letters.

Click on the ones that apply to your situation.

Maybe you are looking for a 'pharma sales job CV and resume'. I have it there.
Maybe you are looking for 'pharma selling models'. I have it also.
Or maybe you're just lurking. Well, I have something for you also.

Just go to the end of any post. That's all.

And for those of you pharma sales rep who are more advance (advance as in already know a lot but need fresh perspective), you can straight away click on any topic on the side bar under 'label'. There are tips, tricks, 'unspoken pharma sales rep rules', and many other issue parked under there.

Just click and read.

You'll find that in most of this post are lack of formality as I found out that formality kills enthsiasm and by keeping the tone of my post natural, conversational like, I can write better and share more things without limit.

Well almost, since my time doesn't allow me to type all day and my fingers do get tired. Hope you don't mind this.

How to maximize the learning you get from this pharma sales rep training blog online?

I know for a certain that each of us learn best under different learning styles or modes. Some of us are better visual learners. They learn best by viewing, reading or see someone do things.

Some of us are listeners or auditory. They learned best by listening to tapes, recording, lecture, instructions, MP3, etc. And some just plain ole hands on people.

Bare in mind, no style is better than the other. In fact, all these difference in learning styles create pressure for me to deliver my material in the best format possible. I want you to benefit the most from what I present here. I know I can't please everybody but if I can please the majority of you, well, that's fantastic enough.

That's why I encourage you to take part in the learning process.

Notice I said learning process because whatever you see online on this pharma sales rep training blog is a process you have to go through in order to reach a certain goal. It can be your personal goal or your organizational goal. Regardless.

So before you start reading, here's a quicky:

Start with a goal in mind. A purpose. An aim. What do you want to achieve from reading this material?
Do a quick 20 to 30 seconds scan of the material. Get familiar with the recurring keywords or keyphrases that build the concept of that material.
Take note, if you haven't already.
Read in details concept that you need clarification.
Throw a question. Start a dialogue. 'Talk' virtually with me here ;)

And that's how you'll get the most from this free blog on pharma rep sales training.

What else can you do?

Well, I actually want to suggest discussing the concept with your colleague, boss or trainers if your company have one and ask them to check this cool training blog out but all these people, in my humble opinion, can be the most difficult, hard-headed people when it comes to new concept. I mean, you've been listening to them all this while and suddenly, if they found out that you are getting smarter from reading free blog, well, heck, you're in for a verbal beating!

'What make you think I should listen to you or to this no good blog of yours,' they'll say. 'I've been around for ages and things that I've done always work. It works a year ago, it works 5 years ago, it works when my boss taught me!,' they'll add.

If you get this, relax. It's normal. And the situation is expected. If they respond otherwise, I'll be worried. What you need to do then is to post their 'nagging' here and lets see what we can come up with. For all that I know, many of their so-called-wisdom are just baseless assumption.

If it's even right a few seconds ago, what make they think it will be right forever? Nothing is right forever and change is the only constant (read that again).

To summarize...

You know that this is one of the coolest free pharma rep training blog online.
You know that you don't have to pay anything to participate in the lessons.
You know that in order to bring out the best, you need to be actively participate in the lessons.
Together, we'll jack this free training blog for pharma rep as the most valuable free training resources online. We can :)

Pharma sales rep – basic introduction

2009-04-05T22:54:00.003+08:00

Who is a pharma sales rep?

A pharma sales rep is anyone who work for a pharma company promoting pharmaceuticals products i.e. medicines to the healthcare providers; doctors, pharmacists, etc. They are the ones you see in clinic with bags and brochures, and have this impatient looks on their faces.

What pharma sales rep do actually?

They see the decision makers in healthcare institution and promote, promote, and promote to them the products…err solutions to health related issues for the institutions. The solutions could be as simple as changing a prescription drug (which translated to ‘kicking out’ the competitors from there) or as complex as running a long term, double blind, placebo control trial.

So far, my 10 years experience only exposed me to kicking out my competitors and just one prospective study, which I wasn’t around to know the outcome.

Why pharma sales rep are doing that?

I’ve wrote an article back in October 2007 and it’s still relevant today:
“Why pharmaceutical sales rep is needed more than ever today”

The bottom line is they are doing the middlemen job which is to bring forth the solution to the attention of the healthcare professionals. They don’t create the solution. They don’t invent any instrument. They just present it.

That explains the bags and brochures.

How pharma sales rep are doing it?

I don’t know how others did but I in those 10 years most of the time I spent face to face with customers. This thing is called ‘detailing’. It’s usually done in the presence of the customers and with the helps of some detailing aids like brochures, clinical studies, or laptop (multimedia presentation).

And as time goes by, when the customers time becomes less and less and they are too busy attending patients than to spend even a few seconds with a pharma sales rep (at least that was the case during my time) the presentation, ironically, becomes simpler and simpler.

Usually sales rep had to make an impact without saying a lot.

But that of course will depend on the pharmaceutical sales cycle and its stages where the sales are. And that is for the pharmaceutical sales representative to know.

What do I think about pharma sales rep job?

I graduated from University in 1998. If you remember, that year was just a year after the economic downturn in 1997. All economic sectors got hit including the pharmaceutical industry.

But I was determined to find a job in sales. I want to get rich and I want to do it through sales. At least that was what I thought initially.

After 10 years, after going through trials and tribulation, and after changing a few Giant Pharma companies like Pfizer and Roche, I’ve decided that marketing is the skills I needed to take me to where I want to be.

Not even the job in pharmaceutical management can take me to where I want to be. A job is still a job.

And I’m pursuing this particular competency diligently.

What other thinks about pharma sales rep job?

They think this job full of mystery. Not many Malay involve in it (even until today) and they are curious to know how one can work so flexibly but still can earn quite ‘handsomely’.

And guess what? They just stop there. If they care to ask, maybe they can get something out and copy it themselves. They might end just like the people they ‘envy’, maybe better.

So this is much I can tell you about pharma sales rep, as an introduction, and if you are interested, this blog is yours to explore.

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2009-04-05T17:34:00.001+08:00

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Going No Where

2008-10-16T17:37:00.003+08:00

It's already 10 months, if I calculated from the day I joined this Company which was in March 2008. 10 months and let see what I've got to show for it..

Phisycally

I realized that I'm expanding in the gut area. Could this due to the job or it's just a 'frontal' and 'side effect' of adding more numbers to my age? I don't know..

But..

My weight is still maintained. I know if my waist circumference is more than 42'', than I'm in trouble. Adding to that, my Dad was recently being trated for 'transcient ischaemic attack' i.e. minor stroke. He survived it but ECG showed not-so-nice picture of his heart.

Some of his veins need intervention. Plus..my uncle on my late Mom's side died of stroke - haemorrhagic stroke. One shot and that's it for him.

So I got risk factors from both side, plus expanding waistline plus I'm sure off-track BMI i.e. I'm overweight and many of friends are active smokers which makes me the PASSIVE one.

It's so unfair..I mean from my friend side.

Mentally

Honestly, I've never been this happy since after Graduation. I got time to do almost everything I plan to do minus the load of office work, managing people, and managing imbecile Boses. Much of what I would rather do a few years back.

Financially

This is so far my biggest setback. If ONLY (the saddest word ever) I can duplicate what I've got previously but I know that, realistically that's only possible LAST time. Right now, let's make do with what I have.

*(Need to remind myself to count my blessing, and you do too)*

Overall

Why I put the title as going nowhere?

I just got the latest figure for my sales performance and the instruction that come with it was to plan how to close the gap. What puzzle me was, the number was EXTRA O.k and the gap.. my sane mind that has involved in this industry for a decade said," Err.. What's there to close?"

Extra ordinary and I'm not feeling nor having anything to show for it. Picture a game of Tug of War where both teams are sweating their brawns pulling the rope and there's no movement whatsoever.

Not an inch!

I believe it's time to play another game ;)

One Thing That Will Make All Your Sales Strategies Works

2008-07-20T16:05:00.002+08:00

If you are about to implement new strategies to your pharmaceutical sales, then this post is about to tell you one thing that will make all your sales strategies work. All. No matter if you're selling for Pharma or Diagnostic.

Heck! Even if you're running out of ideas, this one thing will guide you out of the maze and straight to victory. In fact, this one thing is not a 'thing'. It's more of an attitude. A habit. And it is...

Listening to your customer.

By now, you should've known all the drills to a successful sales process and the strategies under each of them. I'm talking about...

Prospecting
Qualifying
Presenting
Asking for commitment

...and that's just a super brief categorizing but no matter how shrewd you are with your prospecting, how thorough your qualifying criteria was, how flashy your presentations were, and how hard you press for the commitment, if you DIDN'T listen to your customer, you're doom to fail from the beginning!

Let me illustrate that with two of my most prominent experience - a recent one and not-so- recent one.

It's not about RM 2000.00

This story was not-so-recent one. It happened last 2 years. The consequences from the 'event' was that all the Reps from the whole hospital division covering an area were banned from entering the department.

Here's how the story goes...

One day, the Head of Department (HOD) for O&G, Dato' G, was asking for a sponsorship. And this was more like a partnership kind of sponsorship since the department was using the company's brand of antibiotics way before that.

It's unlikely that this one sponsorship will influence the current or future decision making or prescription.

Plus, Dato' G was a very reasonable man. He seldom asked for sponsor unless he's offered but for that particular ocassion, he sees it as something mutual. He called the Rep in and stated his motion.

It took him almost a few weeks, but not yet a month before he recieved a reply. To his disappoinment, the Company agree to a sum of RM 700.00 or RM 1000.00 the most.

Dato' had asked for RM 2000.00...

So the 'finger pointing' game begins.

When the dust settles, another company agreed to sponsor the whole amount and Dato' received that in 3 days! The previous company finds themselves in the pit hole when the Rep come to the department and saw a big sign right outside the department main door:

"The Rep from this Company is not allowed in this Department"

The sad thing is, the react too late and the damage was already done.

Bur the saddest thing of all, it's not about the RM 2000. No! Far from it...

According to an M.O who serve under Dato' G, what happened was actually the Organizing commitee led by Dato' had printed hundreds of invitation cards for the event. And that particular company name and logo were also printed on them.

So Dato' assume, this going to be one mutual, highly beneficial event. Sadly, the Rep didn't bother to ask. She didn't bother to go a bit deeper and lend her ears to listen more closely. No matter how good her closing skills or presentation skills, after the event, nothing else matters.

Sad but true.

And here's another story, fresh from the farm...

It's not about the Oversea trip.

One of the Private Hospitals Lab Manager in East Coast was offered a sponsorship to attend a course oversea. Since this happen right after the lab install a new Analyzer, maybe there's a trace of reward in the offer.

The offer was made. The arrangement for trip was taken care of but there's one caveat...

The GM of the hospital was told about the whole thing by someone else. Not by the persons involved. And not upfront. In fact, he's the last to know!

And that cuts him deep...

So he rejected the request on the basis of not encouraging this kind of 'reward' practice and guess what...

Another problem crops up from the other end!

The sponsoree could not believe it that her request was rejected. She's even more furious when her collegue from another hospital get to go. She accused the management of practicing 'double-standard'.

Even when she applied leave to attend the event, it got rejected as well.

The effort from the Company to reconcile and straighten the whole issue go in vain. More damages are seen in the making and only time can tell the future of the business for that company in the hospital.

But you know what? All these could have been avoided by simply listening.

Listen to both side of the story.

Nobody is a victor nor a victim here. Nobody should feel that way. If a mutual, win-win solution need to be devised, simply listening to both parties will kick things in the right direction.

I know. Because I witnessed both stories right before my eyes, and trust me when I said,"Listen."

Do just that and watch all your strategies work everytime.

By the way, the second story is still in the making. Maybe I'll let you know the ending. Just can't tell you when :-)

Now After 3 Months

2008-07-06T02:20:00.003+08:00

3 months gone and I'm happy to report that I'm still hanging around.

Is that a good or a bad thing?

Obviously if I'm still around, it's a good thing!

So what makes me stick around?

Let's just say, my current industry and my current company are full of surprises, and I like that simply because it keeps me on my toes...always.

Allow me to explain:

Since I begin my job, I only receive the figure to how much I need to do for the whole year 2008 and its monthly breakdown i.e. my BUDGET but...

I never recieve the figure to how I did monthly (even after 2 e-mails, few sms, and calls).

I'm always guessing how much I did for a particular month (how my performance like).

If I were asked that question, I don't know the exact answer. Sounds like a huge handicap to me but hey, it's a surprise isn't it?

When I don't know the answer, I just do one thing I know best in such situation - move on, but...

I'm taking a different direction.

I knew my Boss's strategy is to 'expand' the user base. Mine however, is to 'maintain' whatever base that I'm having now no matter how BIG or small.

It makes sense to me.

You see, I've found out that Diagnostic has a very stark difference compared to Pharma in term of service. In fact, I can simply move a sale (a huge one I might add) by rendering a super-duper service.

And the main reason for this is my customers TALK, and they talk a LOT!

They talk to each other. They talk across specialty. They talk among department members. They talk with neighbouring state peers. They talk to their bosses. They talk to other people bosses...

...they talk to almost everybody!

That's why it makes sense to me to maintain top notch service. They'll talk. And the sales happened magically. Just like that.

Really. I'm not kidding. When I had to do my PowerPoint presentation for the coming Cycle Sales Meet, I've found out that I'm 29% above budget and about 65% of my total whole year budget.

This is the kind of surprise I'm talking about (it's the one I'm looking forward too also ;)

If you think that's the only surprise, wait until you hear this one...

I had a dialogue with one of my colleague. He joined 3 months before me (so he's 6 months with the company now). I asked him,"How long will it take before we're confirmed?"

"6 months is our probation period," he replied. "I just got confirmed," he added.

"Oh really? Good to hear that. Good for you." I said.

I received my letter of confirmation end of last month (June 2008). That's 3 months from the date I joined. I just smiled to this revelation.

This is the BEST surprise of all. Why?

Confirmation means 'basic salary increase.' (It's not 'compulsory though. I don't see mine increase :(

Confirmation means, if I want to leave the company, I got to work for one month or pay my one month salary to leave early (or get my prospective employer to pay).

But the icing of the cake is, I got to earn my incentive from now on. All of it err...minus the Government share of course (Income Tax).

That's the icing. And I just cut it 3 months short (in my case).

Again, this is the kind of surprise I'm talking about.

Well, 'nuff talk on my surprise. Let us hear yours - What kind of surprise you look forward to from your industry or company?

Will you change for a better surprise? Or did you already change for a better one?

It's Only A Month But...

2008-04-20T06:42:00.002+08:00

I've been selling Pharmaceutical Diagnostic products since March this year. It's only a month or slightly over a month but there's so much things I've discovered particularly about the company and not so much of the industry.

I rant elsewhere about my new career and I concluded that this is something to consider: from selling Pharma products to Pharma Diagnostic products. I still stand by my conclusion and I'm about to add something to that.

It could be shocking :-)

After going through the training and put myself on the field, I can see that this industry is actually MORE challenging than my previous pharmaceutical industry. And I'm only in this for slightly over a month!

Why did I say so?

These are the reasons:

1) The nature of the job.

In my own words, after spending one month of my working days in this industry, I summarized my JD (job description) as a marriage between serviceman and dispatch.

I repeat: serviceman and dispatch!

You see, when a diagnostic machine is placed in our customer's premise, even though there's this Application division and Engineering department, it is highly likely that if a problem occurred the customer will call you instead of the 1-800 service center number.

Customer wants you to troubleshoot hence the serviceman job.

The dispatch job comes about if any of our customers find themselves with tons of short expiry reagents or the devices tools. They'll make a 'panic' phone call and everyone will be running high and low to entertain them. More so if the customers belong to a key account group. It's not unusual to see something 'extra' get done to iron things out for them.

For a pharma sales rep who change career, it's the serviceman job that'll get ya. I thought the job was simply to sell...

2) The customers behavior.

Most of the customers I'm dealing with so far are the end user. Being the end user means they are 'always right' (you've heard this before: Customer is always right...). Reality is, they're NOT always right especially when it comes to managing their resources and operation but if anything goes wrong, guess who'll do clean up ;-) ?

3) The agent.

In Malaysia, our company could not directly supply our merchandise to customer. It's done through the 'agents'. They are certain criteria to describe these agents but to simplify things, choosing the wrong agent means prolong tussle between the company and the end user about who's right.

I've seen it myself. Even if we argue 'until the cow comes home', the blame is invariably fall onto us - the company.

Why?

Because we're the ones facing the end users.

4) The payout.

For some, this topic is out of scope but if you pull any guys and 'gals' who leave the industry, this is the NUMBER ONE reason why they left. This is not surprising at all. With that kind of pressure and expectation from both the company and end users, just a tiny proportion to compensate them is hardly enough.

Especially when they compare to 'relatively' low-workload'-high-payout pharmaceutical selling. I know this will never be justified but having been playing in both side of the field, I understand exactly how they feel.

In fact, I salute those who stay that long (above 5 years).

One day, during one of my training days in HQ, the GM came by and was talking to a few reps. He finally talked to me and asked me this: "So, how long are you going to stay with us?"

"It depends", I said. And he just smiled.

Really. It depends and I'll soon tell you on what.

Internet Sales Pharmaceutical

2008-03-26T15:19:00.004+08:00

Internet sales pharmaceuticals will replace its non-Internet sales counterpart – could this be real? If it is real, it could not have happened overnight. Many things need to happen beforehand. I know that it’s a relief to some of us but don’t rest on your laurel yet.

Change could happen in a blink of an eye (just like what happened to our Malaysian Government ruling parties).

When I first started this blog, one of my strategies to monetize it was through promoting other peoples products or better known as affiliate marketing and since I’m in Pharma Industry, the thought of promoting healthcare related products: medicine, gadget or services are appropriate.

That include sales of pharmaceuticals through internet by certain companies mainly Online Pharmacy Stores.

What drive such sales? Here’s what I think:

1. Cheaper marketing budget.

Developing a product is only the beginning. To make profit, the company needs to put the product into the customers’ hands for a price and if the price (selling price) is more than the production cost, it’s profit.

The process of putting the product into the customers’ hands is marketing. So, keeping this cost low and optimized the right product price ensures steady flow of profit and it can be achieved relatively easily through selling on the Internet.

Try recruiting a Pharmaceutical sales rep and you know what I mean.

2. Lower delivery cost.

Delivery cost is a part of overall marketing budget and we already know that it’s profitable to keep this as low as possible. With sales through the Internet, a well chosen courier services goes a long way to deliver low-cost, high profit transaction.

3. Virtual human touch.

There’s no such thing as a virtual human touch but I mentioned this to make a point and that point is: Internet sales allow optimum customization for a customers. Seth Godin, a prodigal marketing writer refers a lot to One To One marketing concept for his Permission Marketing.

A lot of companies had picked up the concept ever since and if you want to feel what it’s like, just visit Amazon.com today and visit them again a few hours or days after. If you browse from the same computer, somehow, they remember you. Creepy!

But that’s what virtual human touch is all about.

Now, if you were to look around you, Internet has taken a front row to many of traditional business of today, at least for marketing purposes. Picture this: your company is selling Biochemical Analyzer and one day, a representative for a big Consumer product company calls you and asks you about a specific machine.

To your surprise, that machine is not available locally! When you ask the rep on how she came to know about the machine, she replies that she got it from your company website.

But it’s not your local company website.

What are you to do then in this situation?

If it were me, I just tell the truth and came up with some suggestion and that’s what I actually did even though I feel a bit ‘bad’ for not able to profit from this.

That could be the biggest deal of a life time.

And this goes out to prove the power of selling through the internet even for big ticket item Pharmaceutical products (the Analyzer is in half-a-million price range).

With the ever increasing marketing expenses, competitive delivery services and urgent need for customization and support – locally and globally – it won’t be long before a big turn in the way of selling pharmaceutical products takes place.

Don’t be surprised if the next time around, I brand myself as the next Internet Sales Pharmaceutical Consultant. I’m learning the rope for Diagnostic pharmaceutical now. It’s obvious that I’m up to something. Just leave your comment if you like to be a part of this.

Pharma Sales Training: The Importance Of Training Structure.

2008-03-13T00:15:00.004+08:00

You just joined a Pharma company and you’re about to be trained. What can you expect from a pharma sales training? My recent experience with this new Diagnostic Pharmaceutical Company training was far from encouraging and it’s due to only one reason: the absence of training structure.

Why Pharma companies tend to avoid having structure for training?

I asked this question to my manager. I came from a company that proud to be a champion in the personnel training arena. In fact, it has a training department with the biggest number of trainers compared to other pharmaceutical companies. Since my current company is the top player for the local diagnostic market, I assumed that the training was nothing less than my previous company.

But I was wrong.

My first two days of initial training was filled with activities with no clear objectives to help me kick-off my role.

The HR Executive showed me some slides of the company’s history, mission, vision, perks and so on. After my lunch on the same day, I was asked to join 3 other colleagues for a field visit.

That’s day one.

On day two, I sat through the day with heaps of brochures and a crash course on basic computer operation. That concludes my two days initial training.

What did I get out of all these?

Very little or minimal objectives achieved that contributed towards fulfilling my job roles, if there was any objectives to begin with. If there was clear and well-planned objectives lay out, meaningful actions can be taken to meet them.

That reminds me to story of Alice who travels in Wonderland. One day she asked Humpty: Which way should I go?

“Where are you going?” asked Humpty.

“I don’t know,” said Alice.

“Then, it doesn’t matter which way you take!” replied Humpty.

In those two days, I admit that I had no idea of what I’m supposed to achieve with reading brochures, getting acquainted with the e-mail system and following my 3 colleagues out to the field.

How to improve on this?

I simply could not provide the answer in this short article but generally, we could do these:

What – what are the roles and goals for my current job.

Who – who are the persons that could provide me with the relevant resources while I carry out my job function.

Where – where I can get the resources or support to facilitate my job.

When – when I need to do ‘what’ and…

How – how to do them.

Generally, these are the things that a pharma sales training should be able to address clearly. More exact and precise course of action is expected especially from the top and seasoned industrial player. Anything less is just annoying.

At least it is annoying to me.

Pharma Job Interview Fatal Mistake: Avoiding One Of The Biggest Pharma Job Interview Mistakes

2008-03-10T15:41:00.005+08:00

I know you might have many answers for this but what would you consider as the Pharma job interview fatal mistake? What are they? Are they behavioral or content? Having succeeding a recent job interview for a diagnostic pharma company myself, let me give up a head-up.

Hint: it's NOT about the way you behave in front of your interviewer.

It's about what you say i.e. content. Sometimes candidates tend to say this because they think it's 'transparent' to do so and as a person, they see themselves as being honest but let me assure you that in hunting for a better jobs, be it in Pharmaceutical or others, being 'selectively' transparent makes more sense.

Plus, it doesn't hurt your ego as an honest person that much because you're not lying. You simply choose not to tell the whole truth, right? ;-)

Last two weeks, after about 11 months enjoying a 'free-job-stress' life, I submit to the urge of receiving monthly paycheck. Many people said that, due to my previous job post and remuneration, I'm going to face a hard time looking for a new job.

Through some 'old-time' contacts and Pharma company insiders, I managed to land a job in a diagnostic Pharmaceutical company. But that's not the interesting part.

The interesting part is the part of who compete with me and didn't get the job. As far as I know, she didn't take an 11 months 'job-break' like I did. So what could go wrong here?

After I got the job and during one of the training days, I was waiting for one of my colleagues to go out for lunch. During lunch, as usual, the story got out.

"Back at the base, you're going to have a branch office," said A.
"Oh yeah? O.K. Is it the same old D-H office?" I asked.
"Yup. The same area. And you're going to share it with a few other Pharma companies reps," said A. "One of them was the one who compete with you for your current post," she added.
"Really? That's interesting. If that so, maybe I know him...or her..." I quipped, waiting for a reaction.

The whole story unfold from there on.

Before we walked to the car, A said," It's very important to remember that point. It could make or break your new career."

I couldn't agree more.

So what's the point? It's this:

Don't talk 'bad' things about your boss especially if you're still working with your current company.

My friendly 'competitor' got caught up with this question: If your new boss did the same thing like what your current boss is doing, are you going to say and do the same thing like what you're doing now?

That's a red flag. It signals lack of persistence and initiatives on your part.

How to avoid this mistake?

1. If you're not satisfied with your Boss, talk to the right person and tell them the right thing. Your potential employer is not consider the right person.

2. If you still need to talk about it, put it in general terms with no specific. Talk about the behavior and not the person.

3. Turn your disappointment into improvement and make it clear that you're going to get that with your future employer.

These are some of my suggestions on how to avoid pharma job interview fatal mistake. I see that if more people do these, we're going to have a good, healthy competition.

Beginning A New Training With A Diagnostic Pharmaceutical Company

2008-03-02T14:23:00.004+08:00

Tomorrow, March 3rd 2008 I'll be beginning a new training with a diagnostic pharmaceutical company. I believe that it would be somewhat different from my previous pharmaceutical training and I expect it to be more 'hands-on' kind of training.

But for 3 days, I might be wrong.

So, how to best approach a training? I have a few tips that had proven to work most of the time for many of my training. I think it's worth considering if you're starting on a training yourself.

Here are the tips:

1. Take a look at the schedule.

Know what to expect throughout the whole training. If you need to prepare anything, you already know beforehand what to bring along and what to expect.

2. Record them down.

Pen and papers are just one way to keep a record. Don't limit yourself. The purpose of recording things down is to help recall process and learning. So, knowing your learning style will help you determine your best recording system: visual, auditory or kinesthetic (hands-on) and you'll learn faster that way.

3. Test yourself.

Don't wait until the real 'out on the field' day to put what you've learned to test. Recently, many Pharma companies requires a field visit with senior rep for new recruits just so that they know what to expect from the job.

4. Active participation.

The best thing to do to get the most out of your training is to actively participate in the training process. Sit in the front row, volunteer to answer questions and work in group are just some ideas to get you kicking.

5. Don't go beyond a point that you don't understand.

If at any given moment when you don't understand a point, a concept or a fact, stop and ask question. If you continue, the lesson that follows might not make much sense to you. That's another point to actively participate in the training.

6. Schedule your own re-visit.

Most of the time, a training ends when it ends. You know best that the true value of the training comes after that so it makes sense to re-visit the training. In my previous company this is called 'sustaining'. Many reps hate the trainer who runs this but the true value shine long after the training ends ;)

Now, if you'll be beginning a new training with a diagnostic pharmaceutical company, I believe these 6 tips can guide you to your training success.

The Biggest Hurdle To Overcome When Re-Starting On A Job

2008-02-28T23:42:00.003+08:00

If you've been 'jobless' by force or by choice, what's the biggest hurdle to overcome when re-starting on a job? I believe I'll get 10 answers if I asked 10 people but what I'm about to share might be shared by many re-starters like myself.

I guess a little background is appropriate.

I quit my previous job by choice. I've written about this all over this blog and I'm certainly would not want to rewrite it. Not even the summary. But coming this March 2008, I'm going to restart on a new job, with a new company and in a new field but still within the same industry: pharmaceutical.

This coming Monday, March 3rd 2008, I was called in for a 3-days training. It has already begun - the meeting, the training and the marketing and after that, the actual selling. My wife gives me a heads-up for the forthcoming change and it relates to this post subject.

Things have changed. I was not the same person I was a year ago, the year when I stop receiving my monthly payslip. The biggest change that I foresee as my biggest stumbling block for starting a new job is my 'attachment'.

What Exactly Is An Attachment?

When I write this post, I think that if I were to read this post myself, I would guess that the biggest hurdle is 'momentum': the body in rest tend to stay in rest.

I've rest for one whole year so there's a strong tendency for me to stay 'rest'. But getting over momentum is not a big thing. Not as big as attachment.

Especially 'emotional' attachment.

A single change took place in my life that marks a turning point - the birth of my daughter. She's 16 months now. What I've gone through in those 16 months weaves the fabric of my emotional attachment and I find it hard to cut loose.

That's the biggest thing I have to overcome before I begin my new work schedule.

Why Is It So Hard?

The only reason that makes it so hard is the emotional nature. Momentum to me is more of a physical nature and I can find its remedy in a snap. For things like attachment which is emotional, the solution is not evident.

I have to look deep and hard to find it.

How deep and how hard?

Judging from my current attachment level, that means 'really' deep and 'really' hard. Imagine wakes up every morning and the first thing you see is your daughter's face. Now, most of the time I woke up to the voice of my daughter, to her giggles, to her saliva on my cheek, to her cries.

I guess the alarm is going to replace all that.

I told one of my friends, a would-be Medical Consultant, during our conversation in HUSM Kubang Krian Kelantan yesterday, now I understand why many guys want to work from home, why they want to take care of their child and why they want to watch them grow.

I told him I understand that now.

So What's Next?

I will continue with my new job. That's a commitment I've made but I need help with the biggest hurdle to overcome when re-starting on a job.

Can you help?

Nezrul ;-)

Some Points To Ponder For A Pharmaceutical Sales Rep

2008-02-21T23:29:00.002+08:00

After spending over a decade promoting pharmaceutical products, this coming March will mark the turning point for my career. I wouldn't wish for every pharma sales rep to do what I'm about to do but I do wish they consider some points that I'm about to share.

They can decide to change their career after that ;-)

What I'm about to share with all of you Pharma Sales Rep is not new. It has been going on for quite some times and it so happens that this year, 2008, I'm taking the action to materialize it.

As I wouldn't want to numb my fingers retyping every words about this, let me invite you to take a look at the whole scoop here:

"Selling For A Diagnostic Pharmaceutical Company - Why You Should Consider"

It serves my 'ego' well ;-)

Benefit from it.

Nezrul :)