What is The Winning Script for Writing More Scripts in 2021?
“The landscape of pharma was radically altered by the pandemic…experts say that the industry will soon be taking stock of how it navigated the pandemic and what the sudden shifts in operations and regulations could mean in the long-term.” – Pharma Manufacturing, January 18, 2021
As a pharmaceutical keynote speaker, I know virtually every area of the industry will be undergoing changes this year including regulatory issues, manufacturing, storage and transport challenges, new vaccines, billing issues, a hybrid of teleconference and in-person presentations, and even controversial drug introductions. This is all in addition to major challenges for sales reps and their healthcare clients.
Collaboration and Teamwork Essential
As the industry projections for 2021 suggest, there will be a lot of “taking stock” this year. The landscape of pharma has been radically altered. With all of the changes and turbulence, teamwork will be more essential than ever. In my virtual pharma motivational sales presentations during 2020 and now, hopefully live and in-person, I stress that the winning script for writing more scripts distills down to three important points: Vision, Mindset and Grit. These points not only apply to the individual, but to the team, and the inter-dependence of teams.
Vision – Market research firm LSA Global conducted a study on the power of companies and teams that come together with a shared mission statement and found that they grew revenue 58% faster and are 72% more profitable while significantly outperforming their unaligned peers. I might add that the study was based on 410 companies. Alignment is another way of saying that teams have a common goal in working together, sharing information, committing to the highest levels of customer service, and essentially driving the sales process. It is a realization that the sum total of efforts, more important now than ever, will yield positive results.
Mindset – Business and sales performance writer Vivienne Dutton offered the top ways to develop a success-oriented mindset. Among the more important points for the creation of a strong team? Promote problem solving; discuss ongoing challenges; encourage the sales process; endorse a culture of group development over individual genius; and most important, don’t just talk about a mindset, embrace it. Mindset can be very powerful if it is harnessed and put into action. It can also be just a collection of words unless teams truly come together.
Grit – Grit is having resilience and the strength of character to not give up or give in to the obstacles that stand in our way. For everyone involved in pharma sales last year, the concept of grit became ingrained into their thinking. As we go forward in 2021 and we encounter much change, unless teams and entire organizations have the grit to maintain vision and mindset, there will be little or no progress in the year ahead.
Ultimately, it all adds up to determination. Every sales rep of every sales team must have the determination to approach 2021 with vision, mindset and grit. There can’t be shortcuts because the stakes are too high to believe this year will be business as usual. If we are determined, this has the potential to rebound to being the best year ever.
To book Pharmaceutical Speaker Scott Burrows, contact him today through this website or his office at: (520) 548-1169
