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"Field Force Managers"
I was cycling in the dark the other night through a large crossroad in Bucharest. There were two policemen there as well trying to speed up the traffic. As I was passing by one said to me: “Your vest, where is your vest?” And I went on. He did not stop me and did [...]
This is the question I was asked nowadays by an HR person whom I respect a lot after he had some interaction with some of his sales persons.
And my answer was: it is perfectly normal. Teams consisting of people who long lost (if ever had) the glue in their look at work may deliver [...]
Below there are few indications that the implemented CRM for your pharmaceutical sales representatives (PSRs) is not properly running:
1. There are delays in feeding data for more than 3 days.
2. PSRs complain about complexity and long time to fill in. [...]
One of my former subordinates told me a little story. He is one of the most effective salesmen I happened to know and later became a friend for lifetime.
Some evening he had a long talk with the in-house trainer of his company. At one [...]
Two months ago I was talking to a friend who works in company involved in a merger. He mentioned about their management request that sales people should allocate time in the field to simply get know their counterparts from the other merging company in their territory.
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