Posts under ‘Kraig's Experiences’

80% of you won’t agree with this.  20% will:
100% – 20% = Failure for a clinical sales rep
How can that be?
If you’re a field-based clinical sales, laboratory sales, clinical device revenue, or pharmaceutical sales 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 Sales Performance for Medical Sales I met Lance Cooper on Twitter.  He’s the President of…
3. Norris and McKee (HealthCare Sales Managers) Discuss Defining Performance Expectations Drop in on a conversation between 2 seasoned revenue 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 ‘em be seen when you go to a  job interview?  In a word…no. 
Two clinical revenue managers, Chris Norris (Sales Manager formerly with GE, CCS, Bayer) and Kraig McKee (Sales Manager formerly with Ventana Clinical, [...] Related posts:

1. Norris & McKee on (Medical Sales) Interview Attire… What to wear to the interview? Chris Norris (Sales 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 have 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. Sales 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 Revenue Manager…
3. Improved Sales Performance for Pharmaceutical Sales 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 (Revenue Manager formerly with Ventana Medical, Transgenomic, Bayer/Chiron) chat about what to wear to the interview and how to think about it: Two pharmaceutical sales managers chat about interview costume 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. Clinical Device/Surgical Sales Manager tells all….. I have known David Allen for a long time. I…

Drop in on a conversation between TWO seasoned sales managers in the medical/healthcare arena. They discuss why you got 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 job 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. Sales 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 Sales 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 worthy news is that if they survive, they often will be top producers in the organization.
 
Here are a few things they [...] Related posts:

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

Previously in my career, I was a Regional Sales 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 Clinical). I was an Instrument Specialist selling a medical 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 queries from folks in…
2. Hiring Managers: 7 Signs You Should Run Screaming From A Recruiter… Using a recruiter to fill an open job on your…
3. The White Stuff 20 years experience Seasoned, mature rep ready for a…

20 years experience
Seasoned, aged rep ready for a new challenge. Do those CV 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 job 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 Clinical Sales Candidate, I just finished up searching for 4 specific career opportunities where…
3. Should college students pay for internships to get into clinical sales? [caption id=”attachment_780″ align=”alignleft” width=”150″ caption=”medical, sales, recruiting, pharmaceutical, hiring,…

It seems that every single week 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 Pharmaceutical experience applicable to their position.” The response [...] Related posts:

1. Capital Equipment Sales: medical equipment, hospital equipment, etc. Today’s video explains capital equipment sales:  what it is, how…
2. Pathology Device Sales job – Must have experience selling capital equipment into medical environment…Read the job description. [caption id="attachment_626" align="alignleft" width="150" caption="hiring, sales, clinical, career opportunity, headhunter, pathology,...
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 pharma revenue managers and all pharmaceutical sales professionals Selling Power magazine delivers fantastic advice on creating sales success -…
3. Company Car Allowance vs. Mileage vs. Company Car for Revenue Reps in Clinical laboratory, Pharma or Healthcare…. One of my hiring managers (a client) wrote this (and…