Managing in Pharmaceutical Sales

Managers have worked successfully as representatives and are not always aware of the many kinds of challenges that come with their managerial promotion. This book is assembled to help managers maximize their teams while avoiding some pitfalls and challenges.-Often managers step into a position over their former team members. What is the best way to move forward?-There are many management styles, some start with rules, some maintain the way things were. What can influence the choice to a successful pathway?-The sequence you used, the one that earned your promotion - is it the only approach you will accept from your team? Must they follow your footsteps, or there other ways?-Of course you have heard that it is never good to claim a team members' approach as your own. Now is when you learn that it is not just a suggestion. -There is true, winning value in recognizing each team member's successes and making sure your manager and your team members know of that success. Writing trip reports is one of the most important steps towards your team success.-Evaluating a call after you return to the car, or at the end of the day, always start with a positive. -Make sure that you document what needs to be improved, and the improvement must be something tangible that can be measured.-Document, Document, Document!