Shining the Spotlight on Stereotyping in Sales Force Training and Its Negative Impacts

by Mark Currier on 7/6/16 8:00 AM

People seem to have an innate proclivity to classifying people: by age, gender, race, and even career choice. While nearly 100% of people would state that judging others based on preconceptions is wrong, many still tend to...

You're Asking Me to Prescribe What?

by Andrea Pagnozzi on 2/3/16 11:30 AM

All in all, the Affordable Care Act (ACA) had a pretty successful uptake in 2015. Depending upon which source you listen to, roughly 8 million people enrolled in the program in 2015, each acquiring health insurance where they...

Yours, Mine, and Ours: Blurring the Lines of Marketing and Sales

by Andrea Pagnozzi on 10/19/15 9:00 AM

You have a brand. You have a marketing team to support it. You have a sales force to sell it. But who owns the plan??

REMS Compliance: What Sales Reps Need to Know

by Guest Contributor on 2/24/15 4:00 PM

REMS stands for Risk Evaluation and Mitigation Strategy. Developed by the US Food and Drug Administration (FDA), REMS is a strategy to manage a known or potential serious risk associated with a pharmaceutical or biological...

Why the Work of Pharma Sales Reps Must Be Customer-Driven

by Guest Contributor on 2/17/15 4:18 PM

Customer influence has been redistributed in the pharmaceutical industry over the last decade, with a shift away from individual physicians and toward payers (including patients). That means the role of the pharmaceutical sales rep...

Get Serious About Training: Play Some Games!

by Guest Contributor on 1/14/15 3:46 PM

Traditional sales training can take sales representatives away from actual selling for extended periods and represents a major investment. But training is necessary for the sales force that delivers great results, and when...

Rethinking the Role of the Pharma Sales Rep

by Guest Contributor on 12/28/14 1:35 PM

The role of a pharmaceutical sales representative has changed dramatically over the last decade. Calling on physicians, pitching a product, and calling it a day is a process of the past. Only the strongest pharma reps survive, as ...

3 Key Elements for a Successful CDx Launch

Companion Diagnostics (CDx) partners engage in a special kind of choreography to make sure that both products: the therapy and the diagnostic, are synchronized and ready for introduction into the marketplace. Breakthroughs in...

Start using TED-Ed in your Sales Training

by Mark Currier on 3/17/14 9:00 AM

Viewed a TED Talk lately? Great TED Talks are a perfect combination of inspiration, education, and entertainment. As a sales trainer in the pharmaceutical or medical device space, why aren't you "eModule-izing" them for your...

Reflections on Sales Training from a Pharma Rep Turned Medical Writer

by Lyndsey Ladd on 7/24/13 10:31 AM

Since the movie Love and Other Drugs (2010) came out, I can'’t tell you how often I’'ve been asked if tha't’s really what the pharmaceutical sales industry is like. My typical response to this question is, “"Of course——a super...