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Bonus Focus - April 2016 Issue
FeatureStory

Beyond the Numbers: A Patient-Centric Approach to Sales Motivation   

By Lisa Clark

The pharma industry’s move toward patient-centricity presents a number of challenges and opportunities. More often, sales reps, while having the patient “in mind,” are still largely driven by other goals, such as scripts written and market share targets. Studies show that when people are motivated solely by numbers and financial rewards, it compromises the organization’s ability to foster a culture – or sense of purpose – where patients’ needs are prioritized. An emerging, and more patient-centric, way to incent customer-facing teams is based on the clinical depth of knowledge.  

 

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BonusFocus

4 Sales Enablement Mistakes to Avoid

By Steven Boller

Most life science and medical device sales professionals will tell you they are working within a new normal these days. The products they sell grow increasingly complicated. Customers are savvier than ever and do their research before engaging with reps. Procurement departments aggressively look for ways to cut costs. Marketplaces grow more competitive as new players enter the fray. And the regulatory landscape is harder to navigate with each passing year. The end goal of sales training should be to equip sales reps and account managers to be trusted advocates for their customers.

 

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MOREBONUSFOCUS

Waiting Room Warm-Ups: 5 Ways Reps Can Prep Before Show Time

By Andrew Eninger

Five minutes. That’s how much time your seller has in the waiting room before their next appointment. Have you trained your team to make the most of those five minutes? They could thumb through the old People magazines one more time. Or they could warm-up the way that improvisers do, so they can make the most of the meeting, no matter how it goes down. Go backstage with The Second City to borrow these five tips to help your team make the most of those five minutes.

 

 

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MOREBONUSFOCUS

How to Get Your Coaching Program to Carnegie Hall

By Randy Sabourin

I think everyone would agree with the premise that if you practice something, you will get better at it. Seems simple enough, but there are a few challenges in the execution of practice that deserve more exploration. How you deliver practice makes all the difference to whether you remember what you’ve been taught and how you turn that knowledge into a skill. You can read a book about how to play the violin. but it takes a lot of practice to perform at Carnegie Hall. The same is true for coaching.

 

 

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