The Most Most-Overlooked High-Value Medical Sales Skill

Medical Sales Guru

Medical sales requires many skills, such as relationship skills, selling skills, and product knowledge. Medical sales requires many skills, such as relationship skills, selling skills, and product knowledge.

3 Steps to Fair Employee Reward in Pharma

Revosuite

Typically decision makers take into consideration several metrics to calculate the compensation, like general sales against the target, product knowledge followed by the subjective judgment of sales managers, product mix and strike rate.

Ratnatris Pharmaceuticals -Walk-In Interview for Sr. Operator/ Operator/Sr. Officer/ Officer-Lyophilizer SVP On 4th Aug’ 2022

Pharma Pathway

Should have a good knowledge of Lyophilizer equipment operation and their the Maintenance. Good knowledge in Troubleshooting of Products and Equipments. Knowledge of developments, Preparation and Loading of Lyophilizer-recipe for multiple products.

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A Sales Training Strategies Action Plan to Ignite Your Team’s Success

Integrity Solutions

While online training and workshops can be effective delivery mechanisms for information and knowledge, the real impact only comes when you’re able to turn that knowledge into daily behaviors. If you’ve implemented sales training this year, you’re not alone.

Medical Sales Competition: Be Better Than the Products You Sell

MedReps

Whether it’s a similar product, prescription or piece of equipment, you need to know how to deal with medical sales competition in order to meet your sales goals. You just need to be better than the products you sell. More Than Product Knowledge. After all, you need to have plenty of knowledge surrounding the products you sell so you can answer questions and provide all of the information needed in order to inform your customers about them.

3 Ways to Optimize Sales Performance and Be Ready for the Coming Boom

Integrity Solutions

With more and more products now viewed as a commodity, differentiation won’t come from how well a salesperson describes your offerings. Product knowledge and selling skills, by comparison, are much less predictive of sales success.

Ready, steady, scale: How to mitigate risks in process scale-up

Pharmaceutical Technology

With the ever-rising costs of bringing a drug to market, pharmaceutical companies are increasingly looking at how they can improve the efficiency of their entire product development and drug commercialisation process. Data of this kind is essential for what Boulay calls ‘product knowledge.’

Hiring and Training a Medical Sales Team with Aeroflow Healthcare

Map My Customers

This ramp-up period should involve a mix of: Deep product knowledge and regulatory training Sales tool onboarding/training (including CRM onboarding , etc.) And even further, it will hammer home how the products the reps will be selling can truly be life-changing for the end user.

The Career Path Of A Medical Device Sales Manager

Medical Sales Authority

The product doesn’t really matter. The position may be referred to as territory manager, account manager, product specialist, sales representative, territory manager, etc. A company will promote an established rep with strong product knowledge and relationships.

9 Must-Have Communication Skills for Sales Representatives in 2022

Quantified

Product knowledge. By learning and memorizing your product and the problems it solves, your sales representatives can deliver a powerful pitch to clients and customers. Communication Skills for Sales Representatives Have Evolved.

Are your sales training efforts keeping up with customer expectations?

Integrity Solutions

Sales organizations also typically devote a fair share of onboarding time to knowledge-building around the company’s products, services and solutions. Between the technology training and the product training, there’s often not a lot of time left over for the fundamentals- the human element of selling- that can often make or break the ability to meet and exceed customer expectations.

How Your Sales Reps’ Beliefs About Selling May Be Quietly Working Against Them

Integrity Solutions

A poor view of selling is not as immediately obvious as poor product knowledge, weak selling skills or a misguided sales strategy. Discuss with your sales team the importance of developing a productive sales mindset. Imagine that you coach a college rugby team.

Inside Sales Vs. Outside Sales: How They Can Work Together For Pharma

PharmaKinnex

This can result in exponential growth for your product. Their job is to introduce new products, offer discounts, and close deals. They meet with customers face-to-face to provide product information and education.

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Inside Sales Vs. Outside Sales: How They Can Work Together For Pharma

PharmaKinnex

This can result in exponential growth for your product. Their job is to introduce new products, offer discounts, and close deals. They meet with customers face-to-face to provide product information and education.

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The Challenge of Growing Pharma Sales

Quantified

Challenge 3: Higher stakes, lower frequency product launches. The third challenge is that innovative medicines have higher stakes, and lower frequency product launches. This means not just their product knowledge but also their ability to connect, their ability to influence.

Building Sales Confidence is Everything

Integrity Solutions

They’re secure in the knowledge that they have what it takes to deal with whatever challenges or setbacks come their way—and they behave accordingly. So why do so many salespeople skip ahead to product-focused discussions? They’ll revert back to spitting out product features.

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A Positive View Of Selling Is Critical to Hiring Salespeople

Integrity Solutions

Instead of expecting people to give in to your powers of persuasion and well-versed knowledge of the product, you’re focused on making sure your solutions are a fit.

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How to Accelerate Sales: 5 Sales Coaching Tips

Quantified

But sales organizations still need to close deals more quickly and increase productivity. Artificial Intelligence (AI) is a key feature of a comprehensive solution that enables personalization at scale to optimize productivity and answer how to accelerate sales through coaching.

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The 6 Best Sales Coaching Software Tools

Map My Customers

With Jiminny, you and your reps can utilize easy-to-use communication, sales coaching, and team collaboration capabilities to enhance productivity , build better customer relationships, and improve sales communication.

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Sales Readiness Checklist

Quantified

Assess product knowledge. This is a no-brainer, but if your sales team is knowledgeable about your product, it will be easier to talk confidently with prospects about it. Evaluate sales process knowledge. Analyze product use cases.

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Can Better Questions Lead to More Wallet Share?

Integrity Solutions

If your team isn’t asking good questions to figure out what the customer needs, then they’re probably missing out on opportunities to add more products and create stickier relationships. I don’t want it to appear like I’m pushing a product. The reason they feel this way is that the product doesn’t fit the need. If they learn how to ask questions first, though, they can offer a product that meets the need, thus solving a problem (or helping) the customer.

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Are your sales training efforts keeping up with customer expectations?

Integrity Solutions

Sales organizations also typically devote a fair share of onboarding time to knowledge-building around the company’s products, services and solutions. Between the technology training and the product training, there’s often not a lot of time left over for the fundamentals—the human element of selling. Sales leaders need to reevaluate what an effective approach to sales onboarding really looks like.

The Edge That Will Help Sales Leaders Get Ahead

Integrity Solutions

For example, many coaches focus on product knowledge or developing selling skills. The best sales leaders know that sales coaching is an investment of time that ultimately creates time on the back end. Firms that coach their salespeople effectively rack up 9% higher sales than the rest. What’s more, the ones that are ineffective at coaching fall 6% below the average when it comes to achieving sales objectives. That’s a 15% gap. And it’s a huge issue for many businesses today.

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10 Selling Principles That Are the Foundation for Stronger Customer Relationships

Integrity Solutions

Although knowledge and skill will always be required for success, a salesperson’s attitudes, beliefs and values provide the catalyst for sustainable customer needs-focused behaviors. Just about everything in our world is changing, but there are still some fundamentals that remain constant.

Sales Burnout Is a Real Thing

Integrity Solutions

Your inner values define you are , and if the sales approach, products you’re selling or culture of the company conflict with those values, it will eventually sap you of the enthusiasm and motivation to work hard and persevere. Sometimes employee burnout is really boredom.

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Get to the Heart of the Sales Mindset and Increase Questioning Confidence

Integrity Solutions

They don’t want to be seen as trying to pry into the client’s personal business or force a product on them. Others just assume the customer won’t want or need any additional products, so they don’t even go there. Questions don’t get asked because the person doesn’t know how to ask them, feels like it would be “too salesy,” doesn’t know the products well enough, or has a fear of rejection—or all of the above. Show how the product(s) fill that need.

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Active Listening and A Questioning Mindset: A Powerful Combination

Integrity Solutions

This might be due to lack of company or product knowledge, or simply a fear of damaging a relationship by coming across as an overly pushy product person. The response to the first kinds of questions are often a quick yes or a no: “Do you need [xyz product]?” In just about every industry, customers know more about your products and services before they ever engage with you.

3 Steps For A Successful Mid-Year Sales Tune-Up

Integrity Solutions

Check your self-talk: In a survey we conducted with the Sales Management Association, 84% of sales leaders responded that achievement drive — that is, your passion, motivations, sense of mission about accomplishing goals and belief in yourself that you can achieve more — was equal or more important than product knowledge or skills when it comes to succeeding in a sales role. As a salesperson, in many ways you’re the CEO of your own business.

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Building Confidence in Sales is Everything

Integrity Solutions

They’re secure in the knowledge that they have what it takes to deal with whatever challenges or setbacks come their way—and they behave accordingly. So why do so many salespeople skip ahead to product-focused discussions? They’ll revert back to spitting out product features.

Belief Boundaries: Coaching as a Powerful Way to Unlock Potential

Integrity Solutions

The highest and best use of coaching isn’t simply enhancing product knowledge or checking in around review time. Originally published on The Sales Management Association. By Mike Esterday. Coaching is pivotal to sales success. This is not a radical statement. If you’ve been in a sales management position for any length of time, it’s not even news. It’s now well-established that a strong coaching culture is something high-performing companies have in common.

7 Strategies to Boost Your Sales Team’s Performance

CloserIQ

My strategies will help you boost productivity and performance , and that’s regardless of how many non-selling activities you have to do. . With 50% not being a good fit for your product in the first place, you have to engage many people who’d never buy from you anyway. . Become an Expert in Your Product. As a result, they enter the sales conversation having significant data about the product already. I am most productive in the mornings, typically.

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Belief Boundaries: Coaching as a Powerful Way to Unlock Sales Potential

Integrity Solutions

The highest and best use of coaching isn’t simply enhancing product knowledge or checking in around review time. Few activities are considered as important as sales coaching. So why do so many companies still struggle to make coaching pay off? Originally published on The Sales Management Association. By Mike Esterday. Coaching is pivotal to maximizing sales potential. This is not a radical statement.

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4 Tips for Finding Industrial Salespeople Who Can Sell Value

The Brooks Group

They find that it’s typically very easy to find a candidate who has the technical knowledge required to understand the products; however, it’s like searching for a needle in a haystack to find a candidate with technical knowledge AND the traits required to sell successfully in the highly competitive industrial environment. . Relationships and product knowledge are no longer enough. Most importantly, it takes away from valuable productivity time.

7 Strategies to Boost Your Sales Team’s Performance

CloserIQ

My strategies will help you boost productivity and performance , and that’s regardless of how many non-selling activities you have to do. . With 50% not being a good fit for your product in the first place, you have to engage many people who’d never buy from you anyway. . Become an Expert in Your Product. As a result, they enter the sales conversation having significant data about the product already. I am most productive in the mornings, typically.

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What is the Difference Between Account Management and Sales?

The Brooks Group

Influencing: a sales rep must have strong product knowledge and confidently demonstrate how the benefits align with the buyer’s wants and needs. . On the surface, account management and sales have a similar set of goals: build strong relationships with clients and increase profitable revenue. Both functions are important in order for your organization to be successful, but they require two different skill sets.

Airlines: The Ultimate Example of Gamification

The Brooks Group

We've also recently rolled out the IMPACT Summit Challenge, which is a one-day selling simulation that reinforces sales skills and develops both industry and product knowledge. We all become enamored with a new concept every now and then. It's practically predictable that a buzzword will come along and grip everyone in an industry for a year-or-so. Right now, in our line of work, the "hot" concept is gamification. Our industry has fallen in love with the concept of Gamification.

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Senior Sales Leaders: 17 Ways To Build A Culture of Sales Management Excellence

The Brooks Group

Do we ensure our sales managers have strong product knowledge and sales skills? A top-notch sales management team is as pivotal - if not more important - to sales success as top-notch salespeople. Because the best coaches lead the best teams, not the other way around. Sales management excellence "killer mistakes" such as. Promoting top sales reps into sales management positions. Neglecting to provide sales coaching training for sales managers.

The Fatal Mistake Companies Make When Hiring Salespeople

The Brooks Group

There are lots of sales organizations and sales executives who believe that when hiring salespeople, prior experience in an industry, a specific marketplace or with a certain product is the main reason for hiring or not hiring a salesperson. It is, instead, being held hostage by a false premise that your shiny new hire will bring a lot of deals and experience that will guarantee quick time-to-productivity, minimal hand-holding, shorter orientation, etc.

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How To Be Successful in Sales

The Brooks Group

Product Knowledge : You have to know about your product or service. Do these 21 Characteristics from the 1930s hold true today? The ingredients required for success in sales haven't changed much in the last century. At least that's my thought. Here's what I mean. We have an old poster hanging in our office. It's from the 1930's, I think. And, granted, it's a bit out of date, but I like it for the lessons it teaches. It's called "Salesmanship" and it's a picture of a boat.