Overcoming “Failure to Impact” Syndrome
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.
read moreBusiness Acumen: A General Understanding of Business Principles
By S. Anthony Iannarino Business acumen doesn’t follow closing, differentiation, or prospecting, even though it is fourth on the list. Although there are salespeople who may be able to close and obtain commitments, most of the time the ability to obtain commitments is reinforced or enabled by the salesperson’s business acumen. There are lots of ways to differentiate yourself and your company from competitors, and business acumen is surely one of the most important. These two attributes and skill sets enable and reinforce each...
read more5 Ways to Win at Business Acumen
The Oxford English Dictionary defines acumen as “the ability to make good judgments and quick decisions.” Our definition of Pharmaceutical Business Acumen is ability to make critical business decisions (targeting and strategic resource allocation) to achieve sales objectives. There are many challenges involved in developing strong business acumen in your sales force. IN this article I want to share some of the best ways to win the game. Building strong Business Acumen requires multi dimensional approach which involves training people...
read more5 Pitfalls to Developing Strong Business Acumen
The head of sales of your organization has decided that business acumen is a critical skill to help the organization meeting its’ objectives in 2012. So a team of top sales managers, training and sales effectiveness are assembled to develop a plan. The team comes back with new business planning templates and training. After some consultation and development work, your team rolls out your business acumen initiative. Here are the pitfalls: Pitfall #1: Aligning Planning Processes Marketing plans are built on strategies and tactics on a per...
read moreBusiness Acumen – Fuelling Pharmaceutical Sales Growth
Business Acumen has been identified by sales leaders as the critical sales skill in order to compete and win in the new era of leaner and meaner sales forces. With fewer sales reps and resources companies have become more reliant on the existing sales reps to deliver sales. Pharma companies have shifted away from the traditional marketing driven model to a customer centric business model. As a result greater decision making has shifted from product managers to sales reps and front lines sale managers. Business acumen is defined as the critical...
read moreGrowing Sales in the New Pharma Era
Growing Sales in the New Pharma Era. Business Acumen is Critical Success Factor. The Pharmaceutical Industry has undergone enormous change. The number of sales reps has declined significantly over the last 4 years. Declining sales has not only forced the industry to reduce the number of sales reps calling on physicians but has also created the need to better focus on customer needs. The days of adding sales forces are dead and companies are struggling to find ways to deliver value to their customers. Many companies have realised that in...
read moreCan Pharma’s Woes be Tied to Poor Business Acumen?
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.
read moreDream, Plan and Succeed
Research shows that the one characteristic that successful people have in common is that they continually set goals for themselves.
read moreWhy not Fire your Entire Sales Force?
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?
read moreTo Train or Not to Train ….
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?
read moreFREE Download: The NEW Sales Leadership Paradigm
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