K.C. Warner

Just the mention of a national meeting evokes strong responses from many sales professionals. Some are eager for a break in the routine. Others look forward to the chance to reenergize and network. Many pharmaceutical reps, however, would much rather be out in the field than in a meeting room all day, the continental breakfast notwithstanding. Ultimately, whether you look forward to them or try to find a way out, national meetings are valuable venues to prepare for performance and competition in the field.

When you know where the data in the promotional pieces come from, you can launch into a conversation that goes beyond the glossy graphs

If you have ever watched a rocket launch, you know the excitement and anticipation that accompanies that final countdown before a rocket takes off with an earth-shaking thunder into space. From countdown to liftoff, all eyes are on the rocket, and all imaginations are focused on its journey and potential.

Laura has nearly a dozen clinical studies she can use to promote her products. Most of the doctors she calls on expect to hear clinical evidence from her and they do. She knows the statistics, from survival curves to p-values. Still, there are times when she hesitates to use studies in a call. "When a doctor says they have just a minute and I can tell that is really all they have, how can I discuss the Cox proportional-hazard model in 60 seconds? I stick to the abstract and ask for more time on the next call." Not completely happy with her compromise, Laura was looking for solutions.

What does it take to earn a specialty-sales job? How can you demonstrate you are ready for the challenge?

Rumors can cause serious damage to sales and to your credibility with healthcare providers.

It was late on a Friday afternoon when Anna had a realization: She missed her old job. While this may be common, for Anna it was a surprise.

Whether your company calls it co-marketing, co-promoting or co-positioning, its success relies on your coordination, collaboration and cooperation.

Learning objectives spell out the skills required to achieve sales goals. They are the foundation of the training program you design.