Who are Top Pharmaceutical Reps?
To isolate the factors that make a pharmaceutical sales representative effective is not easy. The best pharmaceutical reps have: • excellent selling skills and behaviors • exhibit consistent performance • build pipelines • contribute to their teams • focus on the most profitable accounts • open new accounts • and win customer loyalty However, when you ask the best representatives what makes them best, they often don’t know which skills and behaviors set them apart. And when you ask sales managers who observe sales representatives, they’re usually so focused on helping to close deals that they cannot concentrate on the subtleties of the rep’s process.
