| It's common for me to get questions from folks in | | | | to the pertinent information when you can. You can |
| higher-level sales positions or semi-supervisory | | | | set up Google Alerts to let you know about any |
| positions (maybe National Accounts Managers, etc.), | | | | developments in your company or within your industry, |
| maybe interviewing for Regional Accounts Manager | | | | any key people you have a rapport with or need to |
| positions, who want to know how to differentiate | | | | develop a rapport with, any information on your |
| themselves so that they will be the ones who get | | | | competitors, product areas (genomic testing, |
| tapped for promotions. There's a lot of advice out | | | | FDA-approved tests, point-of-care, microarrays, |
| there about these kinds of things, and certainly your | | | | etc.-you get the drift). Set up those alerts that let you |
| sales performance has to be solid to even put you in | | | | know every day about what's going on, send relevant |
| the running. I provide custom consulting at this level, too, | | | | information on to whomever it's relevant to, and if they |
| but to get you started, here are 9 ways to raise your | | | | ask how you saw it, tell them about the Google Alerts. |
| visibility within your organization and build your personal | | | | It sets you up as a SME (Subject Matter Expert). |
| brand: | | | | You're not necessarily an expert, but it does show |
| 1) Always be over-prepared (for everything). Always | | | | your fluency with the computer/internet, your creativity, |
| be on time. Always send thank-you notes. So, if a VP | | | | and your initiative in forwarding information that will help |
| of Marketing travels with you, send him a thank you | | | | your company. |
| note immediately - within 24 hours. The thank-you note | | | | 7) Ask if you can be a mentor within your organization. |
| shows your appreciation, and separates you from the | | | | Lots of people want and need one and are afraid to |
| pack. It's all really just basics-- good manners and good | | | | ask. But, if there's someone (like you) who's |
| work ethics. Simple, but you'd be surprised how many | | | | volunteering...it becomes more likely that they'll take it. |
| sales reps get caught up in their own "stuff" and forget | | | | Spending 20-30 minutes on the phone once a week |
| these simple things. | | | | with them will really benefit them, and it will show in |
| 2) Arrive early. Stay late. | | | | their growth. And if you have taken the initiative to set |
| 3) Offer to do projects or tasks that no one else | | | | it up rather than participating after you've been asked |
| volunteers to do. Be the "go to" person. | | | | (if the company even has a program), it shows you as |
| 4) If the president or CEO wonders about something in | | | | the leader that you are. |
| a discussion, go find the answer and respond to him. It | | | | 8) Be willing to do a presentation on a product, a |
| will show that you are paying attention to him, it will | | | | competitor, or sales training. Meeting organizers often |
| show your initiative, and it will set you apart in | | | | have trouble finding content. If you are willing to provide |
| personalization. | | | | some of that content, it increases your profile, positions |
| 5) A lot of people work very hard for certain events | | | | you as a subject matter expert, and helps you build |
| like Regional Sales Meetings. Decisions like: Where will | | | | your personal brand. |
| we have it? What are the topics? Who will speak? | | | | 9) Sharpen the saw. Keep up with your reading in |
| What will we eat? Who's going to eat where? What | | | | sales or motivation, talk to people about them, and |
| projects will we do? These issues take a lot of time | | | | send the books you read along to others in your |
| and energy, and the ones who set it up often don't | | | | organization. That's a very cool thing. It makes people |
| have much administrative support. They're doing it all. | | | | feel that it's a personalized gift, you're trying to help |
| Remember to thank them when it's over. Thank the | | | | them learn something, and you've already read it so |
| Regional Sales Managers, the sales team, the trainers, | | | | you know it's good. There are a lot of great books out |
| and the people from the home office who fly out to | | | | there. I love the Malcolm Gladwell books, and here's a |
| speak with you. That's huge. | | | | link to a few more. |
| 6) Gather information on competitors. Any time you | | | | These are some pretty significant ways to impress |
| see something that might be of interest to anyone in | | | | those higher-ups in your medical sales organization, so |
| your organization, whether it's marketing, technical | | | | that when the next opportunity for promotion comes |
| support, or anyone, send them a quick e-mail with a link | | | | available, it's all yours. |