Question

Topic: Other

How To Build Up A Strong Sales And Marketing Teams

Posted by Anonymous on 1/13/2010 at 11:34 AM ET 125 Points
Hi, could you please advise me what critical criteria affect on building up a strong sales and marketing teams in a pharmaceutical company. Thanks.
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  • Posted by Gary Bloomer on 1/13/2010 at 6:26 PM Member
    Dear forevermate,

    Any sales person must like themselves—not in a cocky, "Hey! I'm so cool!" kind of way, they must just be confident; they must have great self esteem, and they must be tough enough to bounce back after they hear the word "No!"

    Selling isn't just about filling orders, it's about gaining people's trust, it's about caring about customers, and it's about building relationships that show you care, that show you are approachable, and that show that you put the needs of the customer first, NOT a monthly quota.

    I hope this helps.

    Gary Bloomer
    Wilmington, DE, USA
  • Posted on 1/14/2010 at 10:51 AM Author
    Thanks Gary. Is there any documents on net I could research further on how to to build customer relationship, how to monitor sales performance ans so on, especially in pharmaceutical industry? Thanks
  • Posted by steven.alker on 1/15/2010 at 7:06 PM Accepted
    Dear forevermate

    (By the way, your user name sounds exhausting but that’s possibly because I did animal behaviour once!)

    The pharmaceutical industry is notoriously tight lipped about what it gets up to in sales, marketing, research and drug discovery. Selling into it is a challenge because it is extremely difficult to get references referrals and names of decision makers. For example, at GlaxoSmithKline it is an offence punishable with dismissal to give a third party a colleagues’ name, title and phone extension without their consent.

    Thankfully, the rewards of selling software into the sales and marketing teams of big Pharma are so great that a huge amount of research has been done on almost all aspects of the sales and marketing model. If you search the application base of Sieble, Oracle and SAP you will cover the sales and marketing management and reporting methodology of about 85% of the pharmaceutical industry.

    I’d like to be more specific but I have three of them as clients and it says in my contract that I am not to refer to anything they have discussed with me in any specific or identifiable context. Thankfully there’s enough in the public domain to allow you to look it all up by yourself.

    It’s daunting though – the workflow for Siebels basic Pharma sales and marketing model covers a whole wall and is in small print!

    Oh, and the other things to keep them happy – get them drunk only occasionally and make sure that there is a choice of Mercs on their company car list. If you don’t they’ll go work for the competition!

    Best wishes


    Steve Alker
    Xspirt

  • Posted on 1/21/2010 at 9:58 AM Author
    Thank you Steve.

    Have a nice weekend!
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