| The key to effective management is choosing your words wisely
Sep 1, 2008
By:Dorothy Leeds
Here's a riddle: What is a manager's most basic tool, there at the tip of the fingers, and yet one of the greatest things he or she can ever use?
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 | Coaching reports to be their best
Jun 1, 2008
By:Dorothy Leeds
Of all the problems I've observed, the most common, and the simplest to correct, is the lack of clear expectations
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 | The value of a central theme
Apr 1, 2008
By:Dorothy Leeds
As I am always thinking of ways to make things easier for my workshop participants and the reps I work with, I realized that a central theme is a wonderful way to stand out from the growing competition as you make your daily presentations.
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 | That important first meeting
Jan 1, 2008
By:Dorothy Leeds
You will be establishing the pattern for the rest of your relationship
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Getting to a meaningful yes
Sep 1, 2007
By:Dorothy Leeds
This may be the most important article you ever read as a pharmaceutical rep. That's because I am going to challenge you to change something you've been doing for a long time – something you're supposed to do, that you've been trained to do and that your manager expects you to do.
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How to hire reps who ask questions and don't data dump
Jun 1, 2007
By:Dorothy Leeds
Why hire reps who ask questions? Here are some good reasons. They'll get the right information from their physicians faster and more accurately, build strong relationships from the start, and be in a better position to change doctors' prescribing habits. In my workshops, I talk about the importance of that first meeting with a doctor. Your new reps set the stage during that meeting and create the expectations of what will come after. I guarantee that if you hire reps who ask smart questions and spend extra time helping them prepare for their first meetings with doctors, they'll reap the benefits and so will you. Doctors will often give more time to a new rep; if that rep is a skilled questioner, it will set a better precedent with the doctor and the rep will wind up with more time and access.
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 | Interviewing for an internal promotion: Part 2
Jan 1, 2007
By:Dorothy Leeds
You're not just going to be interviewed; you're also going to interview your prospective boss.
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 | Interviewing for an internal promotion
Oct 1, 2006
By:Dorothy Leeds
You've got an internal job interview coming up, and the competition is tough. But you can set yourself apart by selling yourself, being active and thinking like the boss.
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 | Eight ways to know if you're getting the most from your people
Sep 1, 2006
By:Dorothy Leeds
Eight ways to know if you're getting the most from your people.
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