It's that time of year and resolving to make a change to your lifestyle is practically mandatory. But how long will you keep it up for? Lasting change is difficult to maintain, personally and professionally. Now, we can't exactly come to your house and stop you drinking that third glass of red wine of the evening - but we can definitely help with your professional resolutions. It's not a great leap of faith to think that you're likely to want to push boundaries, succeed and do more with less with your sales force in 2010.

So here's some to think about: Change your mind to measuring Outputs NOT Inputs, if you are still chasing call rate you have not moved to Key Account Management

If you have a field visit, don't waste your time critiquing pre-determined calls. Make the day a "business day" and get close to the numbers

Build real and achievable account plans, does everyone in the team know what CSF's and a KPI's are? If so measure them!

Confirm and validate target customers early, don't be having the chat about who is a target in September! Track investments against these targets

You won't always be popular in management! so work on your leadership skills- sales people will forgive a good leader for making a mistake but will never let a poor manager forget it! SFE Europe 2010, 27-29th April, Barcelona, addresses these issues head-on and A particular highlight will be Veronique Toully VP, UCB will explain how to transform your business culture from being product focused to customer-facing to deliver not just products but added value services.

A special thanks to Adam Knights, Managing Director, 15 Healthcare Ltd who will presents best practice in meeting these new years incentives.

To join the debate click here.

Source:
Kate Eversole:
VP Europe:
eyeforpharma:
T: +44 (0) 207 375 7594 ext 296:
E: keversoleeyeforpharma