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Musings to Ask Your Laboratory or Healthcare Revenue Force

Nov 4th, 2009
by admin.

Mark Hunter has a great set of queries for you to ask your pharmaceutical, clinical, biotech, medical device, medical diagnostics, imaging, pathology, or pharmaceutical sales force to get ‘em to think about the strengths and weaknesses of your revenue process, the sales team,  and your reputation with customers and competitors that will improve your company’s bottom line:

Sales Development Training:

Queries to Ask a Revenue Force
  1. What are the 3 things the sales force could do that, if done well, would significantly increase the volume and profit of the company?
  2. What would the sales force say is the single greatest thing blocking ‘em from increasing their sales?
  3. If each layer of the sales team could change one thing about the layer above ‘em, what would they change?
  4. What are the things that have made us successful? How do we expand on these things?
  5. What is the greatest weakness each of our competitors has that we can exploit?
  6. What do our customers say about us?
  7. What do our competitors say about us? What would they say is our strength and our weakness?
  8. What is the single greatest contribution you make to the company on a every week basis?
  9. Do all people in the revenue force truly understand what is expected of Them in their jobs?
  10. When a sales person is not able to accomplish something, is it because of a lack of skill or a lack of attitude?
  11. What is teach person doing in their job that’s significantly better than the way they did in one year ago? How about there years ago?

Mark Hunter, “The Sales Hunter”, www.TheSalesHunter.com, © 2007

Article courtesy of  Peggy McKee - Owner / Senior Recruiter at the nationally
recognized pharmaceutical and pharmaceutical sales recruiting team of PHC Consulting.
© Copyright 2008 PHC Consulting | All rights reserved

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Questions to Ask Your Medical or Healthcare Sales Force

Posted in: For sales managers, HealthCare Sales, Medical Sales, Sales Advice.

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