PharmExec

APRIL 22, 2024

In an interview with Pharm Exec Associate Editor Don Tracy, Alessandro Zannini, Global After-Sales Manager, Stevanato Group discusses the benefits of generative artificial intelligence.

Sales Management 52

Sales Management Management Sales 52

Spotio

OCTOBER 26, 2023

Field sales managers have a lot of responsibilities. They have to devise sales strategies, cut and assign territories, motivate their reps, analyze sales metrics, generate reports for company leadership teams… The list goes on and on. Many don’t have endless hours to devote to mentorship.

Sales Management 52

Sales Management Sales Management Training 52

Integrity Solutions

JUNE 14, 2021

Particularly when it comes to sales, coaches help reps move past their mental boundaries and perform at higher levels than they even realized were possible for them. They gravitate to levels of productivity they think their manager will accept, and soon enough, those levels become fixed beliefs and habits.

Sales 104

Sales Sales Management Management Training 104

Integrity Solutions

DECEMBER 15, 2020

In the world of sales, coaching is seen as critical for driving growth and developing excellence within sales teams. What’s more, sales managers who coach, and especially those who are effective at it and coach consistently, see measurable performance increases with their teams.

Sales 90

Sales Sales Management Management CRM 90

Spotio

JUNE 13, 2023

At the end of every month, sales managers may be asking themselves a single question: Why is my sales team falling short of their selling quota? Sales metrics might answer that question, but too often, sales managers look at metrics that are outside of their control.

Sales 92

Sales Management Sales Management Sales territory 92

Medical Device Success

AUGUST 9, 2020

Part 1 – A Guide to Medical Marketers (Sales management should pay attention too!). Part 1 – A Guide to Medical Marketers (Sales management should pay attention too!). And, we discuss the cost issues. Some societies are charging crazy virtual exhibiting fees. Finally, we look at future trade show models.

Medical 100

Medical Marketing Sales Management Doctors 100

The Brooks Group

MARCH 22, 2020

Virtual Sales Management. In our new normal of Zoom calls and Slack messages, sales managers are grappling with an essential truth: How do I keep my now-remote employees productive and engaged? 5 Virtual Sales Management Best Practices. 5 Virtual Sales Management Best Practices.

Management 105

Management Sales Sales Management Training 105

PharmaTech

OCTOBER 9, 2024

Zaim Gashi, area sales manager of Steriline, discussed the evolution of aseptic processing equipment in line with current regulatory requirements at CPHI Milan.

Sales Management 69

Sales Management Sales Management 69

Integrity Solutions

JANUARY 7, 2020

Your sales culture is the sum-total of the attitudes, values and behaviors that permeate your team. The question is, will the sales culture you have today help you meet your goals going forward? But here’s what it’s not: It’s not managing disguised as coaching. It’s about opportunity reviews and activity management.

Sales 88

Sales Sales Management Management Training 88

Spotio

AUGUST 4, 2024

We simply want to give you a clear understanding of the situation so that you can better prepare yourself for success as a sales team manager. You just have to follow a few proven team management strategies. 24 Sales Team Management Strategies You Need to Know Ready to improve your sales team management skills?

Sales 98

Sales Management Sales Management Training 98

Medical Device Success

JUNE 21, 2020

I am looking for 10 to 15 medical device sales managers to participate in a beta project related to a professional community. This beta project is about a real community where you get to know other sales executives, share ideas, solve problems, enhance your skills and grow professionally. What can you do to fireproof yourself?

Sales 100

Sales Sales Management Medical Management 100

Integrity Solutions

JANUARY 28, 2021

This ramp-up time can vary depending on industry and the complexity of the sale, but as an example, at an SaaS company it can take between 12 and 18 months before the company breaks even on the new sales hire. In the meantime, the sales manager has to invest time in helping that new hire get ramped up.

Sales 114

Sales Sales Management Training Management 114

Integrity Solutions

JUNE 18, 2021

Salespeople who receive consistent sales coaching outperform their peers and hit their quotas much more often, are more engaged, apply more discretionary effort and stay with their organizations longer. The Link Between Coaching Skills For Sales Leaders and Sales Coaching Maturity. Don’t be That Boss! Be That Coach!

Sales 96

Sales Sales Management Management Training 96

Storyvine

FEBRUARY 2, 2023

Reach out to Rich Ryan, Sales Manager - Healthcare: , Rich@Storyvine.com or 720-449-7077 *111. Get started now with our Healthcare subscription, which includes PHI protection, an approval system, and customizable workflow. Please allow 3-6 months lead time ahead of the event. Interested?

Doctors 94

Doctors Sales Management Media Competition 94

Integrity Solutions

JULY 22, 2021

In a Sales Management Association research report on Hiring Top Sales Management Talent , coaching ability (not surprisingly) ranked among the top 5 competencies companies consider when evaluating a salesperson’s qualifications for a management promotion. So the question becomes – why don’t people coach?

Sales 103

Sales Sales Management Management Sales goal 103

Integrity Solutions

MARCH 18, 2021

Effective sales recruiting strategies start with a well-defined Sales Success Profile based on objective performance criteria. As a sales manager, it’s pretty frustrating when you spend a significant amount of time and energy coaching and developing someone only to discover in the end that, well, it’s not you, it’s them.

Recruitment 128

Recruitment Sales Sales Management Management 128

Integrity Solutions

SEPTEMBER 22, 2020

Don’t Forget the Sales Managers. Sales managers may be nervous about how to coach and support their teams, since many of them haven’t done a lot of virtual selling themselves. Companies need to make sure they’re equipping their sales managers to coach effectively for virtual selling.

Healthcare Sales 93

Healthcare Sales Sales Healthcare Healthcare 93

Integrity Solutions

MAY 12, 2020

The Sales Manager as Coach. According to a study we did with The Sales Management Association, organizations that reported they were effective in coaching outperformed all others in revenue terms by 15%. These kinds of questions are as much for the buyer’s benefit as they are for the salesperson.

Sales 120

Sales Sales Management Management Training 120

Cesare Ferrari

AUGUST 24, 2023

Already, some sales managers think that international selling is challenging, while others think it is somewhat easy. However, most who have tried it, see international sales as simply different and no more demanding than selling in the home market. On the contrary, they constantly change, but with a highly variable speed.

Sales 52

Sales Medical Sales Management Management 52

Quantified

SEPTEMBER 12, 2023

Most sales managers have a considerable number of tools at their disposal designed to help predict customer behavior, automate sales processes, and improve overall conversion rates. However, although nearly 93% of sales leaders believe sales coaching positively impacts performance, only 34.8%

Sales 52

Sales Sales Management Management Training 52

Quantified

MAY 2, 2024

In response, forward-thinking corporate decision-makers nationwide are turning to cutting-edge pharma sales AI training to optimize the impact of every human interaction. How Artificial Intelligence Amplifies the Benefits of Pharma Rep Role-Play The role of the pharma sales rep is clearly evolving. That’s a lot of information.

Training 52

Training Sales Pharma Sales Management 52

Cesare Ferrari

SEPTEMBER 9, 2023

In the last article, I suggested the importance of cultural sensitivity in international sales, adding that high-performer international sales managers are those who show essential characteristics of cultural skills and cultural sensitivity. Read the full article here ). of our interlocutor is a basic form of respect.

Sales 52

Sales Medical Sales Management Education 52

MaBiCo

JULY 10, 2024

Sales Manager’s Role: Sales managers play a pivotal role in candidate selection since they are responsible for evaluating potential hires and making informed decisions about who joins the sales team. Therefore, the quality of the management matters a lot.

Medical sales reps 96

Medical sales reps Recruitment Medical sales Sales 96

Integrity Solutions

NOVEMBER 13, 2020

As we make our way to the end of this incredibly tumultuous and challenging year, sales teams in pharmaceuticals, biotech, medical device and diagnostic companies are looking to find a firm footing and build back sales. Sales managers are key to that.

Healthcare Sales 108

Healthcare Sales Sales Healthcare Healthcare 108

Quantified

MAY 23, 2023

But in a business environment where sales managers are already pressed for time and sales reps are so busy with administrative and other non-selling tasks that they spend only about 28% of their time with customers, how can a company implement an effective upskilling program for its sales force?

Sales 52

Sales Sales Management Training Management 52

The Brooks Group

JANUARY 13, 2020

Sales managers often wonder where they should spend their coaching time. To manage your coaching time most effectively, focus most of your attention on the coachable salespeople on your team. Focus on the Coachable. Reps unwilling to receive coaching may need to be released to the marketplace. Use the Right Communication Style.

Sales 87

Sales Management Training Sales process 87

Quantified

FEBRUARY 23, 2023

Most sales reps have a considerable number of tools at their disposal designed to help predict customer behavior, automate sales processes, and improve overall conversion rates. This alarming statistic suggests sales managers and team leaders may overestimate their ability to identify, evaluate, and nurture effective sales behavior.

Sales process 59

Sales process Sales Sales Management CRM 59

Quantified

MARCH 9, 2023

The best way for reps to acquire needed people skills is through coaching by a more experienced colleague, usually a sales manager. In fact, almost half of sales managers (47%) spend less than a half hour per week coaching each individual on their sales teams.

Sales 52

Sales Sales Management Training Management 52

Spotio

OCTOBER 5, 2023

Get your field sales team a mobile CRM. At the same time, sales managers like yourself will experience more clarity and the ability to motivate your team with less difficulty. More Clarity For Sales Managers Mobile CRMs aren’t just for sales reps. Sales managers can benefit from them, too.

CRM 52

CRM Sales Management Sales Management 52

Quantified

MARCH 13, 2024

Your organization likely invests in a considerable amount of technology designed to track and monitor sales processes and individual performance metrics. Lack of practice and resistance to training aren’t the only obstacles sales managers are up against. They also have a lot on their plates.

Training 40

Training Sales Sales Management Sales process 40

Integrity Solutions

AUGUST 28, 2019

Our research with The Sales Management Association uncovered what leading companies do that drives up to 20% greater sales performance. By connecting knowledge, skills and values in your sales training and coaching efforts, you can empower all of your salespeople to unlock their own personal leverage points of success.

Training 18

Training Sales Sales Management Management 18

Star OUTiCO

OCTOBER 13, 2022

Among the fundraisers is Anna Cunningham, Star OUTiCO Employee Engagement Sales Manager. Anna is taking to the peaks of South Wales on 29 th October with friends, climbing several in the Brecon Beacons.

Sales Management 98

Sales Management Training Sales Management 98

Quantified

SEPTEMBER 28, 2023

While sales leader and sales manager are often used interchangeably, management is not the same as leadership. However, most organizations consider leadership part of a sales manager’s role. Maximizing Performance Sales managers need to see how salespeople perform during customer interactions.

Sales 52

Sales Sales Management Training Management 52

Contrarian Sales Techniques

JULY 12, 2023

As a sales manager in the pharmaceutical industry, you have the challenge and opportunity of devising effective pharmaceutical incentive compensation plans. How these plans are designed can significantly impact your team's motivation, job satisfaction, and overall sales performance.

Pharmaceutical 52

Pharmaceutical Sales Management Sales Management 52

Storyvine

NOVEMBER 8, 2022

Reach out to Rich Ryan, Sales Manager - Healthcare: , Rich@Storyvine.com or 720-449-7077 *111. Your branded Storyvine video is ready in minutes, so you can post while you’re still at the event. Get a jump on the competition. Previous clients include Janssen, Alcon, Pfizer, Penumbra, and more.

Doctors 52

Doctors Sales Management Media Competition 52

Integrity Solutions

SEPTEMBER 23, 2024

Similarly, sales managers who take an honest assessment of the four areas above will be able to take steps to fully leverage the sales enablement investment and translate it into winning sales performance.

Sales 102

Sales Training Management Sales Management 102