Posts under ‘For sales managers’

Dear Pharma Sales Hiring Manager:
At PHC Consulting, we wanna help our candidates be as successful and confident as they can be when interviewing for a pharmaceutical sales career opportunity.  Part of that’s fantastic interview prep, but part of it is how they dress for the interview.  We have put together a survey so that [...] Related posts:

1. Typical Phone Interview Questions for Medical Sales Jobs Phone interviews can be deceptively casual to some clinical revenue…
2. The Secret to Standing Out in Your Clinical laboratory Sales Job Interview – Part V If you’ve been in the job search very long for…
3. 5 Jaw-dropping Questions to Ask In Your Clinical Sales Career opportunity Interview Usually, the emphasis in career opportunity interview prep involves getting your…

“A” players demonstrate many strong competencies on a consistent and convincing basis. As a pharma sales professional, having those items clearly in your mind is a great way to structure your performance, develop your RESUME, present your experience, and understand your own weaknesses. Some skills “A” players always demonstrate include: The capacity [...] Related posts:

1. What Are the Building Blocks For a Great Clinical Sales Career? Strengthening your career plan and developing strategies to reach…
2. THREE Sure-Fire Ways to Ace Your Laboratory Sales Interview: Prep, Technique, and Follow Up There are so many details involved in a successful…
3. Don’t Sabatoge Your Job Search By Making This Critical Interview Mistake Just got off a coaching call with a candidate who…

Hiring the right employee if you are a sales manager or an owner can be the key to your career success. Hiring the right employees can create a great work environment. Choosing the right team and creating the right environment can have everything to do with building a great place to [...] Related posts:

1. Hiring Clinical Sales Reps? First–Review Your Current Team Are you hiring sales reps for clinical sales, medical sales,…
2. LinkedIn Discussion for Sales Managers: What Do You Do When HR Can’t Find the Hunters You Need? I recently posted this question on LinkedIn: Sales Managers:  What…
3. Nurses: Looking for a Career Change? Think About A Transition Into a Medical Sales Career If you’re a nurse who is thinking about a…

By Guest Author Nancy Janzen
“If only they knew about ScheduleLabs!”
That thought and others crossed my mind while sitting in on Peggy McKee’s awesome presentation at the Executive War College on Pharmaceutical and Clinical laboratory Management http://www.executivewarcollege.com April 26-28th in New Orleans, LA. Her session entitled, “State of the Market for Medical Technologists: Current Trends [...] Related posts:

1. Leading 10 Reasons to Use PHC Consulting for Recruiting Major Sales Talent! (OK, this is a rerun from August 2008, but I…
2. PHC Consulting: Recruiting Clinical and Health Care Revenue and Marketing Talent PHC Consulting is an executive search firm that specializes…
3. What are the most innovative trends and practices in clinical laboratory management? Find out at the Executive War College 2010! It’s time….the biggest lab event of the year is coming…

The long decline of drug sales reps isn’t over.  According to an article in WSJ’s Health Blog, numbers are supposed to fall from a high of 102,000 in 2007 to 75,000 (or less) in the next few years.  It’s the result of a double-whammy for pharmaceutical reps:  while companies are looking to cut costs in [...] Related posts:

1. Decline in Pharma Rep Numbers: Changing Practices of Doctors The news for pharmaceutical reps is not good. Big pharma…
2. Top 20 Pharmaceutical Company Changes Over the Last 18 Months: How They Affect Pharma Sales Reps In 2008, these were the Major 20 clinical companies: Major…
3. “I just got laid off by a large Pharma company and would like to interview for the analytical capital equipment revenue job you’ve advertised”. It seems that weekly someone in our office has…

I recently posted this question on LinkedIn:
Sales Managers:  What do you do when your HR group isn’t able to identify the hunters you need?
With the incredible costs due to unfilled positions (customers going with the competition, RFPs not completed and generally missed sales opportunities), what do you (the sales manager) do to help [...] Related posts:

1. LinkedIn Discussion: What’s your opinion on the American Institute of Clinical Sales Academy? Are you on LinkedIn?  If not, you should be.  Not…
2. Hiring Sales Reps? Why You Should Use a Strong Third-Party Recruiter At AACC, I had the enjoyment of a long conversation…
3. CALCULATING THE COST OF A VACANT “COV” POSITION: A LIST OF THE POSSIBLE “COV” FACTORS by Dr. John Sullivan If an airline bought a new…

I recently posted this question on LinkedIn:
Sales Managers:  What do you do when your HR group isn’t able to identify the hunters you need?
With the incredible costs due to unfilled positions (customers going with the competition, RFPs not completed and generally missed revenue opportunities), what do you (the sales manager) do to help [...] Related posts:

1. LinkedIn Discussion: What’s your opinion on the American Institute of Pharmaceutical Sales Academy? Are you on LinkedIn?  If not, you should be.  Not…
2. Hiring Sales Reps? Why You Should Use a Strong Third-Party Recruiter At AACC, I had the enjoyment of a long conversation…
3. CALCULATING THE COST OF A VACANT “COV” POSITION: A LIST OF THE POSSIBLE “COV” FACTORS by Dr. John Sullivan If an airline bought a new…

It’s time….the biggest lab event of the year is coming up soon:  The Executive War College 2010 on Clinical and Lab Management, April 27-28 in New Orleans.  Hosted by Robert Michel, editor of the Dark Report, the Executive War College is always a top-notch conference to network and learn the latest trends and best practices [...] Related posts:

1. Should college students pay for internships to get into laboratory sales? Internships can be tremendously nice to college students looking…
2. Clinical Device Industry Position Market Trend for 2010 Hey, pathology device sales reps: www.orthogate.com says that 55% of…
3. College Seniors Need a LinkedIn Profile Now If you’re a college senior, you’ll be a jobseeker soon. …

by Dr. John Sullivan
If an airline bought a new 747, and then let it sit for 2 months on the runway because they didn’t have a pilot, what would the cost be to the airline? In other words what is the cost of a vacant career opportunity?
Many firms calculate the cost of a hire, and some [...] Related posts:

1. Company Car Allowance vs. Mileage vs. Company Car for Revenue Reps in Pharma, Medical or Healthcare…. One of my hiring managers (a client) wrote this (and…
2. Hiring Medical Revenue Reps? First–Review Your Current Team Are you hiring sales reps for medical sales, medical sales,…
3. Use a 30-60-90-day plan to secure a medical revenue career opportunity! I got a thank you note recently from a candidate who just landed a…

PHC Consulting is an executive search firm that specializes in finding major revenue, sales management, technical support and marketing talent for the clinical and healthcare industries.  We specialize in clinical, clinical device, healthcare IT, health care and hospital administration, and health care supply.  Our clients include companies that are on the Fortune 5, 50, and [...] Related posts:

1. Major 10 Reasons to Use PHC Consulting for Recruiting Big Revenue Talent! (OK, this is a rerun from August 2008, but I…
2. PHC Consulting Celebrates Ten Years of Medical Sales Recruiting!!! May 2009 marks the 10th Anniversary of PHC Consulting!  What started…
3. Major 10 Books for Medical and Health Care Sales Reps All pharma sales reps should keep up with their reading,…