Posts under ‘Kraig's Experiences’

80% of you won’t agree with this.  20% will:
100% – 20% = Failure for a medical sales rep
How can that be?
If you’re a field-based medical revenue, pharma sales, pharmaceutical device sales, or pharmaceutical revenue rep, don’t you always have more tasks to accomplish than time to do them?
Hello 80/20 rule!
Simply stated, the 80/20 rule [...] Related posts:

1. The 80/20 Rule Applied to the Revenue Manager Role Rest in peace Joseph Juran.  Inventor of the 80/20 rule….
2. Improved Revenue Performance for Pharmaceutical Sales I met Lance Cooper on Twitter.  He’s the President of…
3. Norris and McKee (HealthCare Revenue Managers) Discuss Defining Performance Expectations Drop in on a conversation between 2 seasoned sales managers…

Tattoos and body piercings are extremely popular those days, and becoming more and more common.  Does that mean that it’s acceptable to let Them be seen when you go to a  job interview?  In a word…no. 
Two laboratory sales managers, Chris Norris (Sales Manager formerly with GE, CCS, Bayer) and Kraig McKee (Sales Manager formerly with Ventana Pharmaceutical, [...] Related posts:

1. Norris & McKee on (Pharma Revenue) Interview Attire… What to wear to the interview? Chris Norris (Revenue Manager…
2. Norris and McKee (HealthCare Sales Managers) Discuss Defining Performance Expectations Drop in on a conversation between 2 seasoned sales managers…
3. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…

Rest in peace Joseph Juran.  Inventor of the 80/20 rule.
Your 80/20 rule saved many careers.
How can that be?
If you managed for any period of time and were an effective manager, you’ve used the 80/20 rule.
Simply stated, the 80/20 rule says that 80% of your results will come from 20% of your efforts.
If you’ve [...] Related posts:

1. Revenue Managers, Sales Reps: Do you know the rule of 78? The Rule of 78-As it applies to the reagent/consumable…
2. Should they stay or should they go? (The sales manager’s dilemma) Previously in my career, I was a Regional Sales Manager…
3. Improved Sales Performance for Pharmaceutical Revenue I met Lance Cooper on Twitter.  He’s the President of…

What to wear to the interview? Chris Norris (Revenue Manager formerly with GE, CCS, Bayer) and Kraig McKee (Sales Manager formerly with Ventana Pathology, Transgenomic, Bayer/Chiron) chat about what to wear to the interview and how to think about it: 2 pharmaceutical sales managers chat about interview dress and other presence issues.
If you [...] Related posts:

1. Norris and McKee (HealthCare Revenue Managers) Discuss Defining Performance Expectations Fall in on a conversation between 2 seasoned sales managers…
2. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…
3. Pharmaceutical Device/Surgical Sales Manager tells all….. I have known David Allen for a long time. I…

Drop in on a conversation between 2 seasoned sales managers in the medical/healthcare arena. They discuss why you’ve to set (define) expectations with a new sales hire. And then how to determine what to expect, how to communicate it and then how to revisit it for maximized performance and position satisfaction (for your top [...] Related posts:

1. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…
2. Revenue Manager Gives (Audio) Insider Perspective on Hiring (GE/Bayer/Abbott background) I met Chris Norris 12 + years ago when I…
3. Should they stay or should they go? (The sales manager’s dilemma) Previously in my career, I was a Regional Revenue Manager…

Thinking of transitioning one of your great technical people in to a selling role?  The odds for success are 10-15%.  Out of 10 technical people that make the transition, 1 or 2 will succeed. 
The fine news is that if they survive, they often will be major producers in the organization.
 
Here are a few things they [...] Related posts:

1. New Pharma Products Client – why? referral – Thank You!! I love it when this happens. A candidate that I…
2. Oprah Endorses Pharmaceutical Tests as Life Savers…Medical laboratory Diagnostic Tests. Read all about this topic from the Dark Every single day…This is…
3. Why you shouldn’t hire a medical sales rep for your clinical sales job–or should you? Pharma reps have a mostly negative image to overcome when…

Previously in my career, I was a Regional Revenue Manager with Ciba-Corning Diagnostics. I originally was hired by Gilford Systems, a division of Ciba-Corning (a joint venture between Ciba Geigy and Corning Medical). I was an Instrument Specialist selling a clinical chemistry analyzer (The Express 550) in small-to-medium hospitals and labs. Gilford was combined with [...] Related posts:

1. How to Raise Your Visibility Within Your Organization It’s common for me to get questions from folks in…
2. Hiring Managers: 7 Signs You Should Run Screaming From A Recruiter… Using a recruiter to fill an open position on your…
3. The White Stuff 20 years experience Seasoned, mature rep willing for a…

20 years experience
Seasoned, mature rep willing for a new challenge. Do these RESUME summary lines sound familiar? You can’t turn on the television or radio without hearing how many people are unemployed or how difficult the position market is today. What you don’t hear too often is that some of the most vocal unsuccessful career opportunity seekers [...] Related posts:

1. How to Raise Your Visibility Within Your Organization [caption id="attachment_927" align="alignright" width="300" caption="Get noticed. Get promoted."][/caption] It’s…
2. Dear Entry-Level Medical Sales Candidate, I just finished up searching for 4 specific positions where…
3. Should college students pay for internships to get into pharmaceutical sales? [caption id=”attachment_780″ align=”alignleft” width=”150″ caption=”medical, sales, recruiting, lab, hiring,…

It seems that weekly someone in our office has a lengthy discussion with a high-performing Pharma rep, and the end of the discussion usually goes like this: “You have done extremely well in your career and have distinguished yourself among your peers. Unfortunately, our client doesn’t consider Pharma experience applicable to their job.” The response [...] Related posts:

1. Capital Equipment Sales: pharmaceutical equipment, hospital equipment, etc. Today’s movie explains capital equipment sales:  what it is, how…
2. Pharmaceutical Device Revenue Career opportunity – Must have experience selling capital equipment into pharmaceutical environment…Read the career opportunity description. [caption id="attachment_626" align="alignleft" width="150" caption="hiring, sales, medical, job, headhunter, pharmaceutical,...
3. Company Car Allowance vs. Mileage vs. Company Car for Sales Reps in Clinical, Pharma or Healthcare…. One of my hiring managers (a client) wrote this (and…

The Rule of 78-As it applies to the reagent/consumable business sales goal attainment.
Before beginning this article, I Googled “The Rule of 78” and reviewed a few of the articles. All of the entries I read focused on using the rule as a means of calculating how much of your monthly payment goes towards interest [...] Related posts:

1. The 80/20 Rule The “80/20″ rule is very important in sales:  pharmaceutical sales,…
2. Selling Power: Great mag for pharmaceutical sales managers and all pharma sales professionals Selling Power magazine delivers fantastic advice on creating sales success -…
3. Company Car Allowance vs. Mileage vs. Company Car for Sales Reps in Lab, Pathology or Healthcare…. One of my hiring managers (a client) wrote this (and…