December 2010 Blog Posts (11)

My dad spent years in sales and sales management. When I was contemplating Sales as a profession he gave me some good advice: “Always give them a reason to want to see you.”



Recently I was speaking with a Sales Pro who was completing his career. He had been…

After weeks of heated Congressional negotiations on Capitol Hill, President Obama has signed the tax bill into law. The new law temporarily extends the 2001 and 2003 federal income tax rate cuts, extends unemployment insurance for 13 months, provides new payroll tax breaks,…

Step 5 in my last blog talked about engaging others as a form of collaborative leadership.

Now that you have opened the door for innovation, creativity, and the flow of ideas from all stakeholders, what…

Many of you in the Group were interested in the post last month on the Monthly All Industry Wide Request for Outplacement Services. As most of you know, that means a company has announced a downsizing and they are providing Outplacement for their employees who will be cut. Yes, these are the same Outplacement firms that our Medical Sales Industry Uses too and also explains why…

I knew something was up last Friday when MedReps offered a promotion for Recruiters to post more jobs.  Yes, they emailed us about a drawing for all Recruiters who posted a job that day and we could win $200 bucks (or something like that).  We had to have it posted quickly because they were having the drawing the following Monday (this week).  HURRY HURRY...it's going fast!

I passed on the opportunity, I did not have a new job to post and guess…

It happened again this week! I interviewed two people whose resumes WERE solid for a long time early in their career and then recently 5 years of hurt!  UGH, OUCH, BOOM and finally a THUD; multiple jobs within the last 5 years with a couple of job gaps added in as well!  “Yikes”, I thought to myself, “Duck and cover”!   I began to reflect upon this all too f…

As a former Medical Sales Hiring Manager and Medical Sales Recruiter I have seen thousands and thousands of resumes for our industry (more years than I care to admit); I know when I see a professional, well written resume suited to our industry. On the flip side, I also know immediately when a resume has been written by a so called professional resume writer who is unqualified in our industry. I am excluding…

1. Input from every level of an organization is a key reason industries are known as movers and shaker’s. To stand out and be noticed it takes a “nation”. It isn’t only the people in your company that matter anymore. It is a collaborative view from your inner and outer tribe. (“A tribe is a group of people connected to one another, connected to a…

Have you ever dealt with customers who simply don’t get it? You know the ones I’m talking about. Although you try your best by presenting your most dazzling features and benefits, they don’t respond correctly. They fail to purchase or take the next logical step along the decision path like all the others. For some reason they seem to have their own reasons and rational for buying. What are they thinking? Moreover, how can you sell to them?



Many years ago I…

I have had many Pharma Reps. calling me this past week wondering if we are over the hump of the downsizings in the pharmaceutical industry. My answer is a resounding, "NO"! Another 1,700 Primary Care Novartis Representatives were waiting by their phone last week and received "the call" that was the not good call, "Sorry but after your 10 years, 15 years or more service we simply don't need you anymore"! This did not include the TOTAL number of…