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10 Greatest Pharmaceutical Sales Myths: Exposed
For most pharmaceutical companies the sales force is still their most expensive promotional resource. I have to agree with IMS when they stated that "Although the majority of senior executives recognise the need to change their commercial models, many are struggling with how to do so". The key to start developing new commercial models is, understanding what myths may be holding you back from propelling you company's growth curve.

Why you can’t have a one-type-of-sales-person-does-it-all approach
There is a large body of research that shows there are many types of sales people for different types of clients, products, and markets. Just because a sales person may be excellent in one market may not mean they are well suited for another. In today's world we are well equipped to define the type of sales role our business needs and define the salesperson's selling style to match that role. So let move away from limiting sales stereotypes and open ourselves to diversity.
Are you finished before you start
Understanding the impact your mindset has on sales is critical for success. Gain a better understanding of its importance as well as some tips to improve your sales mindset. Don't be finished before you start.

Other pharmaceutical sales Related Articles

Product Patent Regime in India
The major concern that the social and economic costs of introducing pharmaceutical patents are likely to outweigh the benefits in the case of most developing countries suggests a cautious approach to intellectual property protection in the area of pharmaceuticals. On the other side, there is also evidence that the patent system has a detrimental impact on pharmaceutical prices, particularly if the product itself is protectable.
Sales Management Training Tips: Pursuing Sales Results vs. Developing Your Team
I recently had lunch with a highly successful VP of Sales of a Pharmaceutical company. He explained that he was frustrated with the members of his sales management team, who he felt were focused only on results. He worried that they were not spending any time developing their salespeople. At first blush, most of you might easily say you don’t see a problem with that. You wish your sales managers were more focused on delivering the sales numbers. That’s easily understood and probably true in many cases.

Sales Management Training Tips: Sales are down. What can you do?
I faced a similar situation in Q1 2003. As VP of Sales of a Canadian pharmaceutical organization we faced the SARS crisis. Access to our customers became limited. Hospitals and physicians were also limiting sales rep visits. Marketing started calling the sales numbers down for the year, blaming the SARS crisis. As head of sales I had few options. What I did know was that I had to utilize my resources where they were going to generate the greatest revenue. What would you do?

Sales Manager Training Tips: 3 Steps to Hiring Top Performing Salespeople
In a discussion with the head of sales of a mid-sized pharmaceutical company, he wanted to know why some front-line sales managers are much better than others at hiring top performers. Before answering, I asked if he had a systematic hiring process. The reason I asked that is when there is no process in place the ability to select top-performing reps is dependent on the skills of the sales manager. Anytime you create a systematic process you tend be better at predicting success.

WHAT IMPACTS LEADERSHIP EFFECTIVENESS IN THE PHARMACEUTICAL INDUSTRY?
The role of the leader has never been as important or demanding as it is today in the pharmaceutical/biotech industry. Many companies have begun to re-engineer R&D and commercialization strategies in response the threat of fewer viable molecules and drained sales from generic erosion, and leaders at all levels are faced with the challenge of delivering consistent, sustainable results in leaner organizations. To succeed, leaders must ensure that the right people with the right skills are in the right roles.

Pharmaceutical Sales Training
Pharmaceutical sales training is essential to ensure a broad customer base and satisfied customers who continually return to your company. It is not easy to sell pharmaceuticals without knowledge of the market or which people you are trying to reach and how to reach them. Pharmaceutical sales training is therefore essential for your company's growth.
10 Greatest Pharmaceutical Sales Myths: Exposed
For most pharmaceutical companies the sales force is still their most expensive promotional resource. I have to agree with IMS when they stated that "Although the majority of senior executives recognise the need to change their commercial models, many are struggling with how to do so". The key to start developing new commercial models is, understanding what myths may be holding you back from propelling you company's growth curve.

Five Ways for Sales Leaders to Stay Inspired
Paul Smith is the Sales Director of a leading pharmaceutical company. He has been in the industry for the last 10 years and has been a star in his various sales and marketing roles. His recent promotion, finds him managing managers. His leadership style has always been one of pace setting and leading by example. Having just gone through a sales force downsizing Paul has adopted an inspirational leadership style.

Sales Management Case Studies Inspired Five Ways for Sales Leaders to Stay
Paul Smith is the Sales Director of a leading pharmaceutical company. He has been in the industry for the last 10 years and has been a star in his various sales and marketing roles. His recent promotion, finds him managing managers. His leadership style has always been one of pace setting and leading by example. Having just gone through a sales force downsizing Paul has adopted an inspirational leadership style.

Can Pharma’s Woes be Tied to Poor Business Acumen?
The Pharmaceutical Industry has undergone enormous change. The number of sales reps has declined significantly over the last 4 years. Declining sales has not only forced the industry to reduce the number of sales reps calling on physicians but has also created the need to better focus on customer needs. The days of adding sales forces are dead and companies are struggling to find ways to deliver value to their customers.
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