Posts under ‘Kraig's Experiences’

If you’ve a field travel travel coming up with your boss and you’ve got your head in the game and you’ve taken care of the details that will make your boss comfortable on the trip, now you can get down to the business of how to handle the field travel plan.  (See Part 1 [...] Related posts:

1. Ask a Pharma Sales Manager: ABC’s of Field Travel and Training (Part 2 of 3) So, your boss calls and says she wants to field…
2. Ask a Clinical Sales Manager: ABC’s of Field Journey and Training (Part 1 of THREE) Are you a seeker? When managers travel with new clinical…
3. Ask a Medical Revenue Manager: How will my boss measure my success after my first 90 days as a clinical sales rep? Are you trying to break into clinical sales?  We talk…

Listen to this conversation between 2 former laboratory sales managers Chris Norris (formerly with GE, CCS, Bayer) and Kraig McKee (formerly with Ventana Pharmaceutical, Transgenomic, Bayer/Chiron) chat about what to wear to the interview and how to think about it–for both men and women: Hear about how to buy a costume, all the details about [...] Related posts:

1. Want a Medical Sales Position? Catch the Hiring Manager at the Right Moment You might think it’s counterproductive for me to recommend that…
2. Contact Pharma Sales Managers In Person   To access the hidden career opportunity market and land the…
3. Pharmaceutical Revenue Jobs: How To Find the Hiring Manager Looking for a clinical revenue job?  Unless you’re an…

Listen to this conversation between two former medical sales managers Chris Norris (formerly with GE, CCS, Bayer) and Kraig McKee (formerly with Ventana Medical, Transgenomic, Bayer/Chiron) chat about what to wear to the interview and how to think about it–for both men and women: Hear about how to buy a suit, all the details about [...] Related posts:

1. Want a Pharma Sales Career opportunity? Catch the Hiring Manager at the Right Moment You might think it’s counterproductive for me to recommend that…
2. Contact Pharmaceutical Sales Managers In Person   To access the hidden job market and land the…
3. Clinical Sales Jobs: How To Discover the Hiring Manager Looking for a pathology sales career opportunity?  Unless you are an…

So, your boss calls and says she wants to field voyage with you in 2 weeks. Now what? As a pharma sales rep, your boss will always be evaluating you, looking for how you handle issues and approach problems, and expecting constant improvement.  During the call is when you go into action. First, ask him/her [...] Related posts:

1. Ask a Laboratory Revenue Manager: ABC’s of Field Tour and Training (Part 1 of THREE) Are you a seeker? When managers tour with new pharma…
2. Ask a Laboratory Sales Manager: How will my boss measure my success after my first 90 days as a medical revenue rep? Are you trying to break into pharma sales?  We talk…
3. Ideas for Attracting the Attention of a Medical Revenue Manager If you’re in a career opportunity search, one of your biggest…

Everyone knows what their annual goal is, but how do you calculate how much you got to close each month if you missed your goal for the first THREE months of the year?  The Rule of 78 to the rescue. The Rule of 78 is used in the diagnostic industry to calculate how much new [...] Related posts:

1. Ask a Clinical Sales Manager: How will my boss measure my success after my first 90 days as a medical revenue rep? Are you trying to break into medical sales?  We talk…
2. Career opportunity Search Tips: How to Take Advantage of Holiday Networking The holidays are possibly THE perfect time to build your…
3. 80/20 Rule for Clinical Sales Leaders Does the “80/20 Rule” have you by the tail as…

Are you trying to break into pathology sales?  We talk a lot about preparing for your clinical sales interview with a 30/60/90-Day Sales Plan.  A well-done plan is your blueprint for the first 3 months on the career opportunity–but what about after that?  How will your performance be assessed once you’re “on your own”?  Well, the [...] Related posts:

1. Clinical Revenue Jobs: How To Find the Hiring Manager Looking for a clinical revenue job?  Unless you are an…
2. Ideas for Attracting the Attention of a Clinical Sales Manager If you’re in a job search, one of your biggest…
3. Getting Started as a New Clinical Sales Rep: How Do I Handle My Co-Workers? Dear Pharma Sales Manager: I am a brand new clinical…

80% of you won’t agree with this.  20% will:
100% – 20% = Failure for a pharmaceutical sales rep
How can that be?
If you’re a field-based clinical sales, pathology sales, medical device revenue, or pathology revenue rep, don’t you always have more tasks to accomplish than time to do ‘em?
Hello 80/20 rule!
Simply stated, the 80/20 rule [...] Related posts:

1. The 80/20 Rule Applied to the Sales Manager Role Rest in peace Joseph Juran.  Inventor of the 80/20 rule….
2. Improved Sales Performance for Clinical Sales I met Lance Cooper on Twitter.  He’s the President of…
3. Norris and McKee (HealthCare Revenue Managers) Discuss Defining Performance Expectations Drop in on a conversation between TWO seasoned sales managers…

Tattoos and body piercings are extremely popular these days, and becoming more and more common.  Does that mean that it’s acceptable to let them be seen when you go to a  job interview?  In a word…no. 
Two clinical sales managers, Chris Norris (Revenue Manager formerly with GE, CCS, Bayer) and Kraig McKee (Sales Manager formerly with Ventana Medical, [...] Related posts:

1. Norris & McKee on (Medical Sales) Interview Attire… What to wear to the interview? Chris Norris (Sales Manager…
2. Norris and McKee (HealthCare Sales Managers) Discuss Defining Performance Expectations Drop in on a conversation between TWO seasoned sales managers…
3. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…

Rest in peace Joseph Juran.  Inventor of the 80/20 rule.
Your 80/20 rule saved many careers.
How can that be?
If you managed for any period of time and were an effective manager, you’ve used the 80/20 rule.
Simply stated, the 80/20 rule says that 80% of your results will come from 20% of your efforts.
If you have [...] Related posts:

1. Sales Managers, Sales Reps: Do you know the rule of 78? The Rule of 78-As it applies to the reagent/consumable…
2. Should they stay or should they go? (The revenue manager’s dilemma) Previously in my career, I was a Regional Sales Manager…
3. Improved Sales Performance for Medical Sales I met Lance Cooper on Twitter.  He’s the President of…

Rest in peace Joseph Juran.  Inventor of the 80/20 rule.
Your 80/20 rule saved many careers.
How can that be?
If you managed for any period of time and were an effective manager, you have used the 80/20 rule.
Simply stated, the 80/20 rule says that 80% of your results will come from 20% of your efforts.
If you have [...] Related posts:

1. Sales Managers, Sales Reps: Do you know the rule of 78? The Rule of 78-As it applies to the reagent/consumable…
2. Should they stay or should they go? (The revenue manager’s dilemma) Previously in my career, I was a Regional Sales Manager…
3. Improved Sales Performance for Pharmaceutical Revenue I met Lance Cooper on Twitter.  He’s the President of…