Tag: Pharmaceutical Sales Speaker

Staying at Home Doesn’t Mean Stuck at Home

 

In my work as a motivational pharmaceutical sales speaker, one of the most often asked questions I hear these days is, “With all of this social distancing stuff, I’m stuck at home. How can I do my job?”

The answer is that the challenge isn’t one of distance, but of mindset.

Limiting Contact, Not Determination

We are in an unusual time, between vaccine availability and rising cases. Chances are your company is asking you to stay home. As well, many healthcare providers are not only overworked, they want to limit outside contacts.

The temporary new normal turns pharma sales into a major challenge especially if you are selling a new drug and need to provide samples, demonstrate, educate or provide safety information. If things were not tough enough, we all know that patients are fearful of office visits and have cut back on them. This affects prescriptions.

Pharmaceutical industry writer Jessica Merrill commenting on the impact of social distancing on sales stated (November 13, 2020) that:

“The impact of curbing sales reps and medical liaison interactions could be felt more heavily for drugs that rely on hospital-based physicians…many hospitals are limiting access, restricting the ability of company reps to enter the facilities. Primary care physicians too are fielding increased calls from concerned patients.” The sense of urgency to see patients has lessened as, obviously, are educational dinners, trade shows and the like.

If you are allowing tough times to discourage you, it is time to reset your thinking.

Drugs are still being launched. Education is still critical. Your competition is still out there. Are you determined to sell in tough times? Do you have the daily grit to see it through?

When One Road is Blocked, Find Another

Jessica Merrill talked about “Short-Term Triage, Long-Term Impact,” and she is correct. What you do now will impact on your success in the months and years to come. It is a matter of developing a vision of success.

Now, and certainly for the foreseeable future, most sales reps will have to rely on the virtual and digital space to communicate. According to industry statistics, during “normal times,” about 50 percent of the time healthcare providers are receptive to sales calls. However, in these times only 10 percent will open a sales email. That’s quite a drop. How do you get around it?

The key is creativity. Find more engaging approaches to communicate. Out-hustle the competition through committed customer support. Work at show-casing your products in a fresher way or with a more research-based approach or a more interactive method. The point is to be determined to set your company apart and above.

Keep in mind that virtual communication is largely in its infancy. We are on the verge of change. What is necessary now may become an accepted and permanent change in the years ahead.

The pharmaceutical industry has been looking for ways to lower costs and reach more customers for years. A mixture of innovative digital approaches combined with in-person calls could move the industry needle toward greater efficiency and impact.

Through vision, determination and the daily grit to rise above the obstacles that confront us, you and your sales team may well change the sales model forever. Staying at home doesn’t mean stuck at home, it means seeing possibilities from no matter where you sit.

 

Scott Burrows, Pharmaceutical Sales Motivational Keynote Speaker is booking appointments for in-person and virtual meetings and events. Contact Scott today through this website today or call: (520) 548-1169

Do You Have the Grit to Win?

 

As an inspirational speaker on having determination in pharmaceutical sales, pharmaceutical sales reps usually find it funny when I use the word “grit” in conjunction with an industry known for its ultra clean manufacturing and production.

However, having the sheer tenacity and the daily determination to go out and sell in good times and bad is having the grit to win. Do you have it?

In their September-October issue, the prestigious Harvard Business Review in an article entitled Organizational Grit, had this to say about healthcare:

“In health care, patients have long depended on the grit of individual doctors and nurses. But in modern medicine, providing superior care has become so complex that no lone practitioner, no matter how driven, can do it all. Today great care requires great collaboration—gritty teams of clinicians who all relentlessly push for improvement. Yet it takes more than that:  Health care institutions must exhibit grit across the entire provider system.”

As a pharmaceutical sales rep, the provider system is relying on you to bring them new innovation and information. Your grit must match the grit of the health care practitioners who are looking for better solutions. They value your collaboration providing you are willing to go the extra mile.

Psychologist Angela Lee Duckworth has spent her fine career analyzing grit. She recently stated:

“Grit is passion and perseverance for very long-term goals. Grit is having stamina. Grit is sticking with your future, day in, day out, not just for the week, not just for the month, but for years, and working really hard to make that future a reality.”

As a pharmaceutical sales rep in the digital and connected age, it isn’t enough to present the same studies over and over again. You must push yourself and become an invaluable asset.

The topic of grit has also fascinated The South African College of Applied Psychology (SACAP). The organization feels strongly that predicting success in a group of students, pharmaceutical sales reps, healthcare professionals or virtually any occupation it isn’t a matter of who has the highest IQ but ultimately, who has the most grit to rise above the crowd.

Can Grit Be Cultivated?

According to SACAP, even if a pharmaceutical sales rep (or any other professional) has never thought of themselves as having grit, it can be cultivated by having the determination to focus on five important drivers:  courage, conscientiousness, perseverance, resilience and passion.

Courage has nothing to do with how heroic you are. It relates to how thoroughly you know your product; how much work you’ve done above and beyond everyone else so that the HCP relies on you. Consciousness is a statement of how seriously you take your mission; how aware you are of the importance of what your product represents. Perseverance is more than making appointments; it is telling those you call on that you are in this for the long-haul and that you will be there for them. Resilience represents that you will “go out into the world” not only when times are great, but when numerous obstacles and challenges are in your way. Finally, Passion. Do you love what you do? Do you believe in what you do?

Grit is the ground it out, daily affirmation that what you do and what you sell matters. If you are determined, if you have that desire, you will become that special pharmaceutical sales rep among many.

 

To contact Scott Burrows, Inspirational Pharmaceutical Sales Speaker on Grit and Determination reach him through this website or by calling: (520) 548-1169