Jim McGuire

Jim McGuire is a co-founder and managing partner of Targeted Performance Partners LLC, a Rochester, NY-based sales training and development company that specializes in serving the unique needs of pharmaceutical and biotech companies. Contact Targeted Performance Partners by e-mail at info@tpptraining.com, by phone at (585) 271-8370 or on the Web at www.tpptraining.com.

You're packing your bags and heading off to the airport for a week in the sunshine.

For years sales representatives have been forgoing the use of their brand's sales aids. And for years this has frustrated marketing managers. With so much research and money invested in the creation of these pieces, we wanted to find out why reps weren't incorporating aids into their messages. After all, there is plenty of evidence suggesting that we retain more information when visual aids are used. When words and pictures are combined, we are forced to use our brains more fully, thereby processing the content more deeply, which increases our understanding of the information. Essentially, the harder our brains work, the more we remember.

Reps and managers give both positive and negative input on the daily task of call reporting.

Getting all members of the team talking and on the same page is vital to success.

Getting the most out of second and third orientations.

Reps and managers offer advice on improving ride-alongs.

Dermatology is a serious specialty with a human touch.

A look at the gastro specialty and how to sell to it.

Navigating the path from primary care to specialty rep.