Here’s to Your Success!

by Steven Rosen, MBA on January 9, 2012 · 0 Comments Comments

Research shows that the one thing that successful people always do is set goals. Below is a simple 5 steps process to help you start your year off with a focus on the outcomes you want.

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Get on the Podium in 2012

by Steven Rosen, MBA on December 15, 2011 · 0 Comments Comments

If your goal is to be the #1 area/district then the question
is how are you going to make that happen?

Ask yourself, what do the best managers do better than the
average sales manager? What sales management activity drives sales performance?

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Overcoming “Failure to Impact” Syndrome

by Steven Rosen, MBA on October 22, 2011 · 0 Comments Comments

Sales reps make their calls and sales managers do their field visits. That works as long as the business grows. Everyone gets high fives and there is no need to dig any deeper. But when sales are off, senior management starts asking questions. Sales managers struggle to come up with the answers and reps get nervous.

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The Changing Face of Professional Leadership – Join The Debate

by Steven Rosen, MBA on March 15, 2011 · 0 Comments Comments

Join six of the foremost sales leadership experts on the planet for this Top Sales Big Debate.

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Can Pharma’s Woes be Tied to Poor Business Acumen?

by Steven Rosen, MBA on March 4, 2011 · 0 Comments Comments

Is a lack of business acumen within the ranks affecting your sales? Sales leaders can’t ignore the issues any longer. If you want to empower your sales managers and reps to make strategic decisions you need to adapt and align you training and development programs.

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Dream, Plan and Succeed

by Steven Rosen, MBA on January 13, 2011 · 0 Comments Comments

Research shows that the one characteristic that successful people have in common is that they continually set goals for themselves.

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Why not Fire your Entire Sales Force?

by Steven Rosen, MBA on December 1, 2010 · 0 Comments Comments

Happy holidays! Are you feeling like the “Donald” again? I know that it is very difficult to downsize your sales force. How do you think your remaining sales team will perform? Can you say with good conscious that your sales force is making a difference?

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To Train or Not to Train ….

by Steven Rosen, MBA on November 19, 2010 · 0 Comments Comments

Why do you keep spending money on sales training? Every year you invest in programs to improve your reps’ skills but over and over again you see diminished returns. Will you be budgeting the same amount of dollars as you did last year?

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5 Steps to Leading a Sales Force Restructuring

by Steven Rosen, MBA on October 19, 2010 · 0 Comments Comments

The annual planning process is the time of year when pharmaceutical sales executives are asked to justify the cost of their sales force. In light of lost revenue with products going off patent, changes in formulary coverage, and evolving decision makers, sales executives are tasked with difficult decisions.

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10 Greatest Pharmaceutical Sales Myths: Exposed

by Steven Rosen, MBA on October 12, 2010 · 0 Comments Comments

For most pharmaceutical companies the sales force is still their most expensive promotional resource. I have to agree with IMS when they stated that “Although the majority of senior executives recognise the need to change their commercial models, many are struggling with how to do so”.

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