New Keynote Available For Pharmaceutical Sales Meetings

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Now A Motivational Sales Speaker Too

I now have a new keynote presentation to add to my overall available speaking programs for pharmaceutical sales audiences and this one will effectively make me a motivational sales speaker.

Although I’m primarily known as a motivational speaker as well as a diversity speaker, this new keynote should not come as a big surprise.  Since graduating with my MBA way back in 1985, I started a corporate career that spanned over 20 years.

About 14 of those corporate years were in the pharmaceutical industry where I held roles as a pharmaceutical sales rep, corporate sales trainer, product marketing manager and a national sales manager.  My first published book was aimed at those who want to get into pharmaceutical sales jobs – see link for a free industry webinar if interested in this career.

Extensive Background Behind Motivational Sales Speaker

It turns out that those individuals in pharmaceutical sales are among some of the highest trained in the corporate sales field.  Companies in this industry are always spending a lot on continuous training of their sales forces.  My corporate background enabled me to develop a very exciting new speaking program as a motivational sales speaker.

My new speaking program is called Turbocharging Your Business Sales and is aimed at both corporate sales force audiences as well as small business operators and this keynote will definitely fit in with pharmaceutical sales meetings.  It features numerous real life business cases from my own pharmaceutical sales career as well as from other industries which pharmaceutical sales forces will find quite interesting.

Helping Business Audiences Maximize Sales Effectiveness

Turbocharging Your Business Sales will help pharmaceutical sales force audiences maximize effectiveness of their sales calls and selling materials.  Good selling techniques are found in other industries besides pharmaceuticals and drug reps will find that lessons from outside areas will help reinforce what they do well in the field.

It’s almost like I’m putting on my corporate pharmaceutical sales trainer hat on again with an updated presentation fit for todays business environment.

Here is a brief video where I’m talking about this new presentation and for more details on this talk, go to my Business Motivational Speaker webpage.

If you need a motivational sales speaker for a future pharmaceutical sales meeting, please contact me and let’s see if I could be of help.

A full day seminar version of this motivational sales training is currently in development and will be launched in the near future.

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January Is Pharmaceutical Sales Meetings Month

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Pharmaceutical Sales Meetings

Just in case if you are trying to do any networking with drug reps out there, January is typically sales meetings month when companies have their big first sales force meeting to kickstart the year.  This might even run into February too so don’t be surprised if it’s a bit tricky to catch any of the drug reps in your area right now. But they will be back on territory soon so don’t give up your networking efforts.

Take the time to put the concepts learned in ‘How To Get A Dream Job In Pharmaceutical Sales – Direct Inside Advice and Guidance From A Sales Manager‘ in action by revamping your resume and interviewing skills.

New 2012 Calendars

By the way, if you don’t have a 2012 calendar yet, here are some category themes for really nice ones to help you plan out your year and career this year.   Just go to the following webpages to view the new 2012 calendars;

Motivational Inspirational Calendars

Dog Breed Calendars

Marine Life Ocean Calendars

Inuit Art Calendars

Native American Calendars

Polar Bear Calendars

Happy networking out there with the drug reps in your area.

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Pharmaceutical Sales Jobs Rehires After Layoffs

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Pharmaceutical Sales Jobs

I will be doing a consulting project for one of the big pharma companies this month and it’s actually a repeat client since I did a similar one for them last year working for their drug representatives for a few days.  In addition to being a business speaker, I also do these consulting projects on the side. I know that they went through a layoff earlier this year but as I scan the names of the drug representatives I’ll be working with this month, I notice a lot of new names.

Although there were many of the same names from last year, there were a lot of new ones, including a familiar name of a rep I use to work with at one of my former pharma companies.  So it appears that after the layoffs, the lost pharmaceutical sales jobs were brought back with new rehires.

Pharma Companies Rehiring

This is not something entirely new as I’ve seen this type of thing quite a few times before.  Pharma companies would layoff a part of their pharmaceutical sales force only to rehire to fill back most of the vacant sales territories later on.  The funny thing is that when they do rehire, they never call back the former drug representatives they let go.

Maybe they rehire to fill the vacant territories with new blood at lower salary ranges or just to get a new crew to hopefully have better organizational fit.  In any case, what this tells me is something that I’ve always said when asked about my opinion on pharmaceutical sales reps getting laid off.

Pharma companies go in cycles.  They lay drug representatives off when things are bad and they rehire when things get better or when they realize that they need more people to work the vacant territories that never really vanished in the first place.  Sometimes these layoffs are an excuse to clean house of drug representatives who were perhaps trouble makers.

In any case, pharmaceutical sales jobs always seem to come back.  So I recommend those who want to enter the industry to always prepare and keep in touch with industry contacts.  You never know when they will be rehiring again and when they do, you want to be prepared and ideally, the first to know.

To help you get prepared better than anybody else when pharma companies do rehire to fill vacant territories, see my free pharmaceutical sales jobs webinar.

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Interpersonal Skills For Pharmaceutical Sales Rep Or Medical Rep

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Interpersonal Skills Pharmaceutical Sales Rep

Since I’m in the midst of doing some diversity training presentations at colleges and non-profit organizations, I might as well outline one of the tips I present.  This is a very useful interpersonal skills tip to develop for the pharmaceutical sales rep or medical rep especially since how diverse the medical field is these days.

Given the diverse working environment in medicine and healthcare, we should be able to use good interpersonal skills with all sorts of people including those from other cultures and ethnicities.

So if you meet somebody new, especially someone from another culture during your day as a pharmaceutical sales rep or medical rep, and you wish to break the ice with that person in order to hopefully start a new business relationship, I would suggest asking yourself this question.

‘What difference about you, can you use to break the ice with the other person?’

My Example From Diversity Training

I’ll share my own example if this question was applied to me.  I’m Asian and I happen to know quite a bit about authentic Chinese food.  That is a cultural difference that I have compared to other people out there.

So I use this difference as a tool to help me build business relationships with others.  In Chinese cuisine, we have a special luncheon called dim sum and over the years, I have invited many people, especially non-Asians, to try out dim sum.

My guests have always enjoyed dim sum whenever I brought them to authentic Chinese restaurants that feature it.

As an end result, I have built up some great business relationships over Chinese dim sum over the years.  This is how I used one of my cultural differences to break the ice with others.

What about you?  What is the difference that you have that you can use?

One thing to note is that you don’t have to be ethnic in order to do this.  As long as you can identify something that is different about you compared to somebody else, especially culturally, that you can use effectively as an ice breaker.

This is an important interpersonal skill to develop in today’s diverse world in both the medical and non-medical fields and based on what I observe in my diversity training talks, many people have not considered this yet.

Here is the video version of this interpersonal skills tip as a new episode of Motivational WebTV.  As an added bonus, particularly for my international readers, this episode was shot in the woods across the street from where I live with their autumn colour leaves as a nice background scenery.

Share Diversity Training Interpersonal Skills Tip With Others

If you know others who would like this video, please share it with them.  There are buttons on the blog post to easily share it on Facebook, Twitter, LinkedIn and by email.  All past episodes are at my Motivational WebTV Archive.

Of course, if you have not checked out my free pharmaceutical sales rep career webinar yet, do so since it has great background info on the industry.


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Motivational Sales Quotes For Pharmaceutical Reps

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Motivational Sales Quotes

Here is a nice list of motivational sales quotes posted to my Motivation Facebook page over the last two weeks.  They are very applicable to pharmaceutical reps.

“It is only the first step that is difficult.” ~ Marie De Vichy-Chamrond

“When angry, count ten before you speak; if very angry, a hundred.” ~ Thomas Jefferson

“It is very true, that the way you think creates reality for yourself.” – Oprah Winfrey

“In the last analysis, what we are communicates far more eloquently than anything we say or do.” ~ Stephen Covey

“Failure is not a disgrace if you have sincerely done your best.” ~ Napoleon Hill

“Learn from yesterday, live for today, hope for tomorrow. The important thing is not to stop questioning.”- Albert Einstein

“Laughter is a tranquilizer with no side effects.” ~ Arnold H. Glasgow

For example, the first one above is a great one that can describe pretty well what all new pharmaceutical reps go through, especially when making their first series of sales calls to physicians.  Then once they get use to doing such calls every working day, things become much easier and routine.

Here are the other nice motivational sales quotes I posted.

“You are free to experience life negatively or positively, and the choice you make determines the life you are living.” — M. Williamson

“A good scare is worth more than good advice.” – Horace

“The greatest test of courage on earth is to bear defeat without losing heart.” -Robert Green Ingersoll

“Happiness is like a kiss. You must share it to enjoy it.” ~ Bernard Meltzer

“All adventures, especially into new territory, are scary.” – Sally Ride

“Sometimes you have to give up the fight and walk away, and move on to something that’s more productive.” ~ Donald Trump

I like the one above by American astronaut Sally Ride.  It suggests that anything worthwhile and exciting or new will always be scary at first, just like how the first quote from the first set here implies.

Going into new medical specialties can be the same feeling too for pharmaceutical reps.  Seeing the important specialist physicians might be intimidating at first but again after one has done numerous sales calls to top and influential doctors, it becomes old hat.

Share These Motivational Inspirational Quotes With Others

I post these types of motivational inspirational quotes on a daily basis at my Motivation Facebook page.  If you would like to get them at your Facebook newsfeed as they are posted so that you could be inspired on a day to day basis, just hit the LIKE button at my Motivation Facebook page – can also do this at the sidebar of this blog.  Also use the various social media buttons below too.

Which one(s) from the above do you really like?  Feel free to comment at the comments section below.  If you missed the last quotes summary, see it at Short Motivational Quotes.

If you want to get into the pharma sales field, check out my FREE Pharmaceutical Reps Careers Webinar.

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Pharmaceutical Reps Have To Work Smarter Now

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Pharmaceutical Reps Affected By Regulations

In the US, there have been certain regulations that came into effect that changed the way pharmaceutical reps work.  If you go to doctors’ offices and see all sorts of trinkets, pens, notepads and other types of stuff that have a name of some drug on it as promotion, these were all supplied to by pharmaceutical reps.  Indeed, one of the main tasks of the pharmaceutical representative was to distribute such promotional items to as many doctors and their staff as possible.

It seemed like an easy part of the pharmaceutical representative job and many outsiders to the industry thought that all one had to do to get a great paying job was to hand out promotional items as well as drug samples.  Those who are closer to the industy of course know that this is far from the truth as pharmaceutical reps really do have to sell as there is a lot of competition for the different drugs marketed out there.

Pharmaceutical Representative Jobs

The interesting thing is that although the US based pharmaceutical representative jobs may have changed because of these new regulations, it is nothing new in countries like Canada.  In Canada, the pharmaceutical reps have had to work without the luxury of promotional items such as pads and pens for many years.  In fact, when I was a pharmaceutical rep, I never had such trinkets to use as promo items.

Instead, we had to rely on our science based selling skills when interacting with our physician customers.  Sales were still good so what we were doing obviously was successful and pharmaceutical reps today here in Canada continue to do that.

The pharmaceutical representative sales forces in the US will just have to adapt to the new regulations and make their interactions physicians more science based just like those in other countries like Canada.  This all implies that the pharmaceutical reps will just have to work smarter.

To get a great introduction to this career field, see my free pharmaceutical reps webinar.

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Pharmaceutical Companies Still Get Bashed Over Flu Vaccines

Flu Shot Reminder!
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Pharmaceutical Companies Get Bashed

It’s going to be another flu season here in Ontario, Canada and the provincial government is promoting quite heavily on TV to urge citizens to get their flu shots soon.  So I asked around online to see who will be getting one and I find it incredible how so many people are still bashing the pharmaceutical companies over the flu shots.

They claim that the flu vaccines are not effective, dangerous and full of side effects.  They also claim that the pharmaceutical companies are just being greedy as they brainwash governments into taking on these flu shot campaigns.

Well, I’m aware of the fact that the flu vaccines may not be 100% effective since they are based on just what is predicted to be the most likely strains of influenza for the upcoming season.  I also know thsat some folks will have side effects.

My Own Flu Shot Experience

In my own experience with flu vaccines, I’ve never had any side effects at all except for a mildly sore arm for 24 hours.  I’ve had these shots for the past few years and I based my decision to get them because as an avid snow skier, I don’t want to miss a single ski day during the winter!

In our region, the flu shots are free and since I do not get any side effects, I opted to continue getting them.  I’m not concerned about the danger that the naysayers have with respect to flu vaccines or any vaccines for that matter.

Vaccines Generally Not Promoted By Pharmaceutical Reps

In generally, vaccines are not promoted by pharmaceutical reps since they are mainly institutional in nature with government health agencies and hospitals being the major clients rather then individual physicians.  So pharmaceutical reps need to be overly concerned about the vaccines controversies in their day to day work.

For more info on these careers, see my free webinar on pharmaceutical rep jobs.

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Why I Declined College Article On Pharmaceutical Reps

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Article On Pharmaceutical Reps

I was contacted earlier this week by a college student who was writing an article for a campus magazine.  She wanted to write about the changing world of pharmaceutical reps and in her initial email to me, she listed several of her questions.

She asked if it was possible to either contact me by phone or have me answer those questions by email.  I looked at the questions and they were pretty straight forward except for one about pharmaceutical regulations.  So I asked for further clarification on that one.

This student replied on email with more detail on the new pharmaceutical regulations that came in effect in the USA for pharmaceutical reps and these were nothing new since we’ve had them here in Canada for many years.

It wouldn’t have been a problem at all to answer this question on how it affects pharmaceutical reps as well as her other questions.  So I emailed her back to grant her an interview and to save her some costs, I said we could do this via Skype.

Declined Help With Pharmaceutical Rep Article

She came back to me and insisted that I write out the answers and email them back to her as she was on a tight deadline and a full time student.

Well, hello — I run a full time business as an event speaker and do not have the time to write out the answers which do require some detail and clarity.  I could have easily answered these questions during an interview instead.

This college student obviously forget that if she wanted input from somebody who was a hiring pharmaceutical sales manager, a 14 year veteran from the industry and an author of a successful book on helping others to become pharmaceutical reps, she would have to accommodate me somehow, not the other way around.  In the world of business, it’s always about accommodating others and what you can do for the other party rather than just meeting your own needs.

Therefore, I had to send my regrets to tell this college student that I would not be able to help her with her questions about pharmaceutical reps after all.  She certainly has a lot to learn about careers and the business world.

Putting the emphasis on positioning yourself as somebody who is primarily interested in helping a company rather than on yourself is the proper thing to do when going after a job as a pharmaceutical rep.  To learn more about this field, see my free pharmaceutical rep careers webinar.

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Inspirational Pictures For Pharmaceutical Sales Reps

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Inspirational Pictures

Pharmaceutical sales reps and those who want to get into the industry need inspiration and motivation.  If you saw my very first episode of Motivational WebTV, then you might recall that I revealed the various Sources Of Life Motivation that I turn to to help keep me motivated each day.

These included calendars which usually have great inspirational pictures on them with some sort of related motivational quotes.  I think they are great for both home and office environments to keep professionals motivated.

New 2012 Motivational Calendars Are Up

I have a separate webpage at my motivation site that shows the front covers of quite a few of the new motivational calendars for 2012.  They come from my favourite source of calendars.

I’ve reproduced them here for your viewing pleasure.  Just click on each image to see more of each particular motivational calendar.  Sorry for having them on a long straight column – for some reason, I was not able to arrange them in rows in this post.

Motivation 2012 Wall Calendar
Keep Calm and Carry On Quotes 2012 Desk Calendar
Dream Big, Stay Positive, and Believe 2012 Wall Calendar
Simplicity 2012 Wall Calendar

Motivational Classics 2012 Wall Calendar
Inspirations 2012 Wall Calendar
Attitude 2012 Wall Calendar
Challenge 2012 Wall Calendar

Solitudes 2012 Wall Calendar
Inspiration 2012 Wall Calendar (9781421673646)
Nature's Inspiration 2012 Wall Calendar
Inspiration 2012 Wall Calendar

Inspiration 2012 Hardcover Engagement Calendar
A Year of Hope and Inspiration 2012 Wall Calendar
Inspiration 2012 Wall Calendar
Inspirations 2012 Wall Calendar

Zen 2012 Wall Calendar
Soar to Success 2012 Wall Calendar
Soar to Success 2012 Hardcover Engagement Calendar
Soar to Success 2012 Desk Calendar

Other Types Of Calendars With Inspirational Pictures

Of course, in addition to motivational calendars, there are also a lot of ocean marine lifedog calendarsInuit artNative American and Arctic/polar bears calendars.  These also have many inspirational pictures of different types especially if you really appreciate nature and wildlife.

Hope these will help you in your pharmaceutical sales rep career.

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Fall Season Is Busy Period For Pharmaceutical Sales Reps

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Busy Period For Pharmaceutical Sales Reps

Now that the summer is over, pharmaceutical sales reps will be back from vacations and their main objective for the fall season will be to maximize their sales to meet or exceed their sales budgets set by their companies.  So they will be back on territory in full force.

This also means that if you are trying to network with them, this time will mean that it’s the best time to catch them on territory.  Having said that, some might be busy as you first approach them but at least you can still make first contact to introduce yourself.

This is also a good time to prepare yourself in terms of where to find the pharmaceutical sales reps, how to interact with them as well as how to get to their managers.  You don’t want to blow it in front of them since again, they will be busy professionals during this time of year to meet their budgets.

See My Pharmaceutical Sales Webinar First

If you haven’t already, get to my free webinar on careers in this industry to give you a good overview as you don’t want to be completely ignorant when you approach the reps.  Better yet, continue with more of my resources so you get the plan pretty tight before you approach them since first impressions count so much in business.

When you do approach them, you want to be in a position to already impress them rather than wait for the future.  You don’t want to be seen as a student who is not really sure about how industry works.  You want to appear more like a seasoned professional ready for the next level.

See do check out the webinar by accessing it below or see the intro video up at the top left sidebar.  It will give you a great first education into the pharmaceutical sales reps career.

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