How many times have we been to a sales seminar, or to a top-flight convention, to become totally engrossed in what we find there, able to "milk" in the atmosphere and to feel the motivation building up inside us? This is exactly what these events are designed to do, to instil that sense of excitement, ready to propel us into the market and really sell whatever product or service is in question. Pharma training sessions or books can be similarly motivational and there is always an important time and a place for these tools to be used by the typical sales force. However, we can never underestimate the importance of effective implementation, as when the "rubber hits the road," a lot of that motivation quickly seems to be absorbed into the atmosphere.
This is a problem that has plagued the corporate trainer or the motivational speaker for generations. It may be relatively easy to propel a salesperson to make a plan and to thereby establish a relative goal, but the execution is often the challenge. It's all very well talking about theoretical situations in a classroom environment, outlining the threats and challenges that are likely to be faced in the real world and implementing training to ensure that the salesperson is best prepared to cope. However, it must be understood that very many different factors come into play when the salesperson is actually engaged with the prospect and one could argue that the biggest hurdle facing the salesperson when trying to "land" a sale is the attitude or subconscious direction displayed by the salesperson him or herself.
Pharmaceutical sales training must be careful not to introduce impossible, sometimes psychological barriers, which would effectively stand in the way of effective implementation. Corporate goals may suggest that a 100% result is required and that the salesperson should have only one true goal in mind. Often, however, the salesperson must be able to use individual initiative and to understand that opportunities come in many different shapes and forms. Sometimes, a relatively high percentage result is better than 100% of nothing.
A sales person must be taught that a display of persistence in the face of adversity is important. While it is also important to recognise when the parameters have changed so much that a goal is simply not achievable anymore, it is so important to maintain course when surmountable obstacles are laid in the way. This requires a person to adapt and evolve and use internal motivation to dodge the final line of defence and score the goal.
The sales force must be supported in the field and anything less than total commitment from the organisation in terms of resources, training, as well as product strength and deliverability will undoubtedly result in a lower effective rate of implementation. When key account management training is under the microscope, the “point” person will not be able to service accordingly and implement effectively unless specific and unequivocal parameters have been set by senior management at the outset.
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selling them, advertisement or something along those lines. Owning a business is not free. I wrote some things down that might help you to see for yourself if this is a good business to get involved in, using my business as an example. If on the list it checks
out (you may have to do some research) but if it all checks out, then you can chose to do it. IF it's a business, don't just try it. You need to devote time and effort into it and build it. If your going to just try a business, you will most likely fail! So
here's a few things that you should take a look at before getting involved in any company.1. How long have they been in business? We checked to see how long our company was around, at the time it was nine years old and now it's 15. Do you know when they started?
If it's under 5 years, then their is a risk factor2. Are they registered with the BBB. Ours is registered. I think this is important one.3. Who's involved with the company? Like in ours Donald Trump, Robert Kiyosaki has endorsed our company. Many actors and
actresses, business owners, government officials etc use our products. Check to see if anyone has endorsed this company. Also, meet with the co-founders. We've personally met our co-founders and found from our first meeting that they were incredible people
with incredible visions. See if their's a time where you can meet them. If your going to be doing business, there should be a time where you should have the chance to meet with them.4. What is the compensation plan now, and what was it like before.See the
history of the comp plan and see if increases and never decreases in it's history. We checked with the records in our business and found that in over the years, the compensation plan had only gotten better each year. As long as we've been involved, we've now
witnessed the compensation plan always increasing. Check the history on yours.5.Have they been featured in magazine's? For instance our company has been featured in several magazines Like Success, Fortune, USA Today etc. Check to see if they have. You can
get a lot of information on the company by reading about them.6. Has Inc 500 rated them? This magazine or slit rated our company the 22nd fastest growing company in revenue in it's first 5 years. Inc 500 shows the top 500 businesses in revenue growth. Check
to see what Inc 500 rated the company your looking at.7. Do they have a physical address that you can go to? Check for an address not just a P.O. Box8. Where are their headquarters? Our world headquarters is in Farmington Hills Michigan, Personally been there,
(If your here in the states) Other headquarters in different countries. and US headquarters in Charlotte.9. What does the start up cost take care of? If there is no start up cost, what will you have to be dishing out and for what? In my business headquarters
takes care of all the billing for my customers, Inventory, Customer services, Order Entry, Employees, workman's comp, Cross referencing, Licensing, Insurance, paperwork, accounts payables, accounts receivables etc.10. What is the product and service you would
be selling.Is the product and service in high demand? For instance we offer services that people are already using every day and paying for anyway, but at a lower cost. Things like Local and Long distance telephone services, Internet, video phones, digital
phones, cellular phones through all the major cellular providers. We make a percentage every single month they pay their bills. Everyone uses them and everyone pays for them. When money gets tight, would they keep your service or be able to run to the store
and be able to purchase them on sale? Leaving you to have to wait until they run out of what they just purchased, or wait until their finances get settled? This is what I mean by high demand.So many different things to check out in making sure a business is
a good one to get involved in. If the business feels right to you, and all questions are answered and you feel good about it, then I'd say jump in. Running a business is different then a job though. You have to treat it like it's your child and not just something
your going to try you have to believe in the product and service and go at it full force. This is your future your talking about, no one else's.I hope my examples of what we looking into with our business helps you be able to find the same answers in the business
your looking into. Forget about asking the common question and asking someone how much they make in their business to determine if you'd get involved in this or not. In a business, it doesn't matter what one business is making over another. It only matters
what you do in YOUR business. I hate it when people ask me how much I make. Because they're not going to walk into and start up their business making what I make. I've been involved with my business for over six years. So yeah, I will make more. If you tell
someone how much you make, then it's a psychological thing that they expect to make that amount in a week, and that is just not going to happen. Six years of building a business verses 1 day. So don't even ask. Look at the possibilities for YOURSELF. If you
have any further questions or need help,feel free to contact me at
questions that you provide the answer to. Example: How often would you say that you listen to classic rock composition? Each day, or just a few times a week? By no means allow your potential customer to make their own answer.