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Happy holidays! Are you feeling like the “Grinch” again? I know that it is very difficult to down size 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 More

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 More

The annual planning process is the time of year when pharmaceutical sales executives are asked to justify the cost of their sales force. In light of lost revenue with products going off patent, changes in formulary coverage, and evolving decision makers, sales executives are tasked with difficult d Read More

For most pharmaceutical companies the sales force is still their most expensive promotional resource. I have to agree with IMS when they stated that “Although Read More

Inspirational leaders charge up their teams for exceptional performance. Who helps keep the inspirational leader inspired?

Executive coaching is one of the fastest growing areas for top executives. It provides leaders with a non judgmental sounding board, friend and mentor to keep the executive sharp and on fire. Read More

Pharmaceutical sales managers better be ensure that their reps are adding value or the can be replaced by a less expensive call centre rep Read More

Kelley Robertson provides a comprehensive list of mistakes you should be aware of when hiring a new sales representatives Read More

This article looks at the changes in pharma in 2010. The reality is that most of the changes are cosmetic and don't address the systemic issues. Read More

Each month you will find the Top 10 Sales Articles of the Month at www.topsalesarticles.com. You can also cast your vote to determine the top sales article of the month.
Once a year the top articles of each month compete for the Article of the Year.

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Do you want to generate more sales in 2010? It's kids play. The past year was very challenging for many sales managers, but now it’s 2010 and we need to look ahead. Have you increased your sales targets? How will you ensure that your team delivers the goods?

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