December 2009

Leading Change in Turbulent Times

Welcome to the first issue of the Sales Leadership Forum. The goal of this monthly e-publication is to provide pharmaceutical sales leaders with new tools, sales methods, professional insights and offer global perspectives that can help lead their teams to greater success.

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In this issue I have suggested some approaches to tackling some of the most difficult challenges in the pharmaceutical industry. It is well known that many pharma companies are facing patent expiration issues, having difficulties gaining formulary coverage for new drugs and experiencing decreased access to physicians.

As a result, there has been successive years of sales force downsizing. If you have recently downsized you should read my article titled "Leading Change in Turbulent Times".

In the article I cover the four critical success factors to ensure your downsizing initiative happens smoothly

1. Have all your ducks in a row
2. Act quickly
3. New vision for the sales organization is in place and ready to roll out
4. Set up individual meetings

To ensure success of any change initiative it is imperative to lead change from the front line managers. We cover four strategies to get your front line managers on board.

1. Win their Hearts
2. Be an Empathetic Leader
3. Offer Support
4. Promote and Communicate Positivity

If you are looking for more effective ways to sell to physicians, you should read Lou Sawaya’s book SUPER REPS III which the latest in a series of books dedicated to researching the "what and how” of becoming a super rep. SUPER REPS III is an impressive review on how to improve the persuasive skills of pharmaceutical sales representative and overcome physicians’ resistance to change.

In turbulent times the great coaches are the ones who get the most out of your teams. Those of you who coach people for a living will find "Good Coaching… Not for Sissies" very interesting.

I look forward to an opportunity to provide you with valuable insights that can help you grow your business. Create the future,

Steven Rosen MBA
Canada’s Sales Leadership Coach

Have You Recently Downsized Your Sales Organization?

Need some advice? Find out how to Lead Change in the Pharmaceutical Industry in Turbulent times. This article offers diverse approaches for sales leaders attempting a successful sales force downsizing.

Book of the Month

Are your sales reps effective at moving the needle? Do they make impact on each and every call? Does your selling model give you a competitive advantage? If you have answered "NO" to one or more of these questions, then I suggest you read Super Reps III - The Persuasion Report by Dr. Lou
Sawaya, MD, MBA. To learn more visit: www.super-reps.com

Good Coaching... Not For Sissies

When I saw this article I was intrigued. As many of you know I frequently write about coaching being the No. 1 management activity that drives sales performance. Gwen Teatro, Certified Professional Coach discusses what makes a good coach in "Good Coaching… Not for Sissies". Click here to find out whether you are a good coach.

My article titled "How Focus Helps Sales Management Effectiveness" has been nominated for Top 10 Sales Article, Article of The Month for Dec. Please click here to vote.

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