Category Archives: Advice For Sales Reps

Pharma sales – Out with the old, in with the new.

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Is this a struggle you can relate to?

Let’s start by talking about paper sales aids and training materials.

I sit and write content and pull together all the information I need, I then spend time designing and putting together my print materials – Now this isn’t an issue but then I have to spend a fortune printing all the materials for my entire sales force not to mention adding in the time it takes to distribute and train my mobile team in the new materials.

Now being the perfectionists we all are, it’s very common to send out materials and then realise there’s things missing or you might suddenly think of something brilliant you want to add. Even sometimes noticing a tiny mistake that could cost you business. What do you do then? Try and get all the materials back? Make sure all old versions and disposed off and out of circulation? Spend thousands on new print materials?

I mean I could blabber on for weeks about the problems this causes and the time it takes and could make a huge risk assessment list if I really wanted to but you’ve either experienced this first hand already or get the point!

What’s changed? 

Everything’s going digital! – It’s safe to say that if more than 30% of your sales aids are in paper form right this second then you should really be considering bringing in an agency such as Iguazu  to create some beautiful digital content for your sales force in order to compete with your competitors. With years of experience creating incredible interactive presentations and digital assets for major pharmaceutical companies they are definitely the team for the job!

Anyway… back to the point. 

The days of lugging around paperwork and a heavy laptop are gone. Now you can access all your sales materials anywhere across the globe instantly straight from an iPad.

Congrego lets you share and manage promotional, educational and training assets with staff and customers across the globe, instantly.

We work with you to create interactive, compelling and simple content to improve the efficiency of your sales force. You can guarantee your entire work force is using the latest and most up to date content without the hasstle of material call backs and re-distrabution because this can now be done at the touch of a button.

You can use video, HTML5,  jpeg, PDF content, animation and even websites that don’t need Wifi to accsess and work as they would through the web with no storage limits and unlimited users around the world! – You can train staff remotly and symultaniously using fully tracked surveys and questionnairs and even use these at events and conferenced for live market research and staff feedback.

You can give different sales reps accsess to specific assets and documents to make sure they only have accsess to what you want them to see and what they need. You can remove there accsess or update it at any time and this will autamtically update everytime they open their iPad… It’s pretty cool to be honest!

There’s so much more I could tell you about but I’ll finish by saying, that wether you’re a small or growing company, or even an international powerhouse, Congrego will have huge benfits for you and your ROI will be unquestionable just check out what we’ve done for Jazz Pharmaceuticals! 

To organise a call to find out how Congrego could help you and your sales force please email will.tinson@congrego.co.uk for a quick chat with me.

The iPad Pro – A Pharma sales reps best friend

The iPad Pro is the perfect tablet for the modern day Pharmaceutical sales representative.  In a time where Apple seem to be struggling with creativity, they have managed to release an iPad that’s perfect for the needs of a mobile sales rep. You’ll no longer need a laptop or PC!

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These days sales aids come in interactive visual forms; gone are the days of paper aids and folders full of longwinded content. In order to maximise the impact of media and visual sales assets, the 12.9″ pro gives you a great platform to present from and make your experience in the field truly greater than the average rep.

What’s the need for a swanky new iPad anyway?

These days sales aids come in interactive visual forms; gone are the days of paper aids and folders full of longwinded content. In order to maximise the impact of media and visual sales assets, the 12.9″ pro gives you a great platform to present from and make your experience in the field truly greater than the average rep.

There is also a 9.7″ version of the Pro for those of you that like a more ergonomic tablet design for easy transportation and storage but I’d have to say it’s a shame to lose the viewing capabilities of the larger version for the sake of minimal size preferences.

Take a look at the 12.9″ display spec: 

  • Retina display
  • 12.9-inch (diagonal) LED-backlit Multi-Touch display
  • 2732×2048 resolution at 264 pixels per inch (ppi)
  • Fingerprint-resistant oleophobic coating
  • Fully laminated display
  • Anti-reflective coating

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I mean, not that it matter but even the Ipad Pro camera is rather impressive, take a look at this!

(Although the smaller version offers better camera features including improved noise reduction and live photos)

  • 8-megapixel iSight camera
  • Autofocus
  • Panorama (up to 43 megapixels)
  • HDR for photos
  • Exposure control
  • Burst mode
  • Tap to focus
  • Timer mode
  • ƒ/2.4 aperture
  • Five-element lens
  • Hybrid IR filter
  • Backside illumination
  • Auto image stabilisation
  • Face detection
  • Photo geotagging

 

The operating system – IOS 9

IOS 9 includes:

  • AirDrop
  • AirPlay
  • AirPrint
  • Control Centre
  • Notification Centre
  • Siri
  • Spotlight Search
  • Apple Music
  • Family Sharing
  • iCloud Drive
  • Multitasking
  • QuickType Keyboard
  • Night Shift

So are you tempted? 

With 4 speaker audio, great battery life, incredible retina display, loads of free build in helpful apps and much more to shout about, this really is the most grown up iPad yet.

3 perfect accessories for Pharma sales reps

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As a pharmaceutical sales representative, you need to optimise your chance of success by making the most of the little time you’re given with a potential client or lead. There are many ways you can maximise your chances of success as a sales rep and you can find out more here; However in this blog I’ll be introducing you to a few nifty Ipad accessories to not only make your life a little easier but also to further impress your sales leads and increase your chances of closing a deal.

The roll out of the iPad pro was welcomed into the business world with open arms. As Apple say ‘”Ipad pro is more capable, versatile and portable than anything that’s come before.” – a statement we couldn’t agree with more. The 9.7-inch iPad Pro display uses the same colour space as the digital cinema industry so presenting sales presentation and iDetails on this bad boy will take you to the next level. This perfectly brings me on to our accessory number 1.

1. Apple Pencil for iPad pro

What is it? – Well, it’s fairly simple, you’ll receive the pencil, lighting adaptor and an extra tip included in the price.apple pencil The apple pencil is sensitive to pressure and tilt so you can easily vary line weight and it’s perfect for using the adobe creative suit or simply for navigation and note taking.

It’s safe to say the Apple pencil has incredible drawing power with zero latency.

You’re also able to lay your hand on the screen like resting on paper without it flicking out or jumping, which I think we can all agree is pretty awesome.

Charging it through your iPad is such a sleek technique and then having an adaptor to charge through lightning is pretty cool! Then their’s split screen capabilities as one review on the Apple site puts it “Using the split screen and being able to record ideas on notes whilst browsing is like having 2 iPad mini’s side by side and using them both.”

The coolest feature however for ‘techies’ is the pencil having a weight on one side. Opposite the weight is the apple logo with the pencil So, when you place the pencil down it rolls over with the heavy side down to ensure the branding is facing up. Now that’s impressive.

If you can afford to purchase an iPad pro or you’ve been supplied with one for work then I highly recommend spending just £79 to take your iPad game to the next level.

 

2. Plantronics Voyager Edge Bluetooth Headset

headsetSo simple, effortless and elegant without sticking out of the side of your head making you look a little strange. This compact Bluetooth headset will eliminate your constant need to check your phone and miss calls meaning your phone can stay in your back pocket and you can come across as more social,more intuitive and you’ll seem like you actually want to be there. Boasting signature Plantronics audio technology, the headset eliminates background noise, keeping calls clear in any environment.

Intuitive features keep you moving

The headset ensures you won’t miss a beat, automatically answering calls as you place it on your ear or announcing who is calling so you don’t have to look at your phone before saying, “answer” or “ignore”.

Designed for busy people, voice commands keep you in control, audio alerts keep you informed and Plantronics mobile apps help you get the most out of your headset. This £99 headset will revolutionise your working day.

3. Belkin Portable Tablet Stage Stand for iPad STand2

As you know well presenting on the iPad is key to Pharmaceutical sale and it’s actually a very difficult skill even for the most experienced of sales reps. It’s not often someone can engage on a human to human level whilst trying to get them engaged with the presentation they are showing on a screen they are holding.

The Belkin portable tablet allows you to present in front of individuals or groups of people whilst being able to multitask at the same time.

Designed for easy travel, the Belkin Portable Tablet Stage stand works with the free Stage interactive whiteboard and document camera app to get even more out of your iPad. It’s great for presenting, reading, recording video, or surfing the web. And the lightweight, durable structure folds flat so you can take it anywhere.

Podium mode is perfect for presentations and collaborating. And again for only £79.95 this is the perfect investment to take with you in the field.

 Well, there you go…

You can thank me later, however, if you had the time to read this post then you have the time to hop along and order these key accessories to revolutionise yourself as a pharmaceutical sales rep.

 

 

How and why to pre- download content assets before a meeting

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Imagine it’s the night before your big meeting; now you already have everything you need ready and updated on Congrego (As long as you remember to charge your iPad) but their’s a few key things to remember before you leave.

Why to pre-download content assets

Every asset on Congrego is available for interactive use and viewing anywhere, anytime even without Internet access as long as you have pre-downloaded the assets you are going to require that day. For example, you may have been given access to a website on your Congrego dashboard but you won’t be able to open it unless you download it. I’d just like to say that downloading assets on Congrego will take a matter of seconds even with bad connectivity so you have nothing to worry about as long as you remember to do it.

How to pre-download content assets

It’s very simple to download an asset, as I’ll now explain in a few simple steps:

  1. Log in and choose the product you wish to access assets from
  2. Click on the asset you wish to download and the image below will appear
  3. Select the green download button
  4. The Icon on the left (An iDetail icon in this example) will fill up with colour in a matter of seconds and the second image will appear looking almost identical but with a few key differences.
  5. You can now launch the item (wherever, whenever, as many times as you like until you remove the download)

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TOP TIP – USE THE ‘FAVOURITES’ FEATURE!

You can now use our newest feature ‘Favourites’ to group assets into a folder that can be easily accessed on the dashboard in front of a client. Ever heard the saying ‘fail to prepare, prepare to fail’? – Well,  now you can always be prepared and save yourself valuable seconds searching through your dashboard looking for particular content assets because you’ll have them all in a folder, ordered, downloaded and ready for a particular client or meeting.

To find out more about the favourites feature and see how it’s done click here. 

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The ‘Favourites’ folders can be found at the top right of the dashboard in the toolbar as you can see from the image above.

 DON’T FORGET!  

It’s very important to remember to remove your downloads after each day when you are finished using them in order to maximise speed and storage capabilities whilst you’re on the go. The less downloads you have the quicker the assets will load, download and run, although I must say you’d have to have an awful lot of downloaded assets to cause an issue.

6 Key characteristics of an effective pharma sales rep


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Why do I want to be a Pharma sales representative?

The pharmaceutical sales field is often described as “recession-proof” as it has first-rate salary potential and offers flexibility, growth opportunities, and excellent benefits. Increasing life expectancies and improved quality of life count among the factors driving the expansion of the pharmaceutical sector. Although getting yourself into the sector as a graduate shouldn’t be too difficult; climbing the ladder of Pharma sales success is a very tricky challenge.  

Here at Congrego we work with pharmaceutical companies and their reps across the world implementing our product to revolutionise their sales forces from improved mobile training to the creation of modern interactive sales details. Over the last five years we’ve developed a strong understanding of what pharmaceutical companies look for in their reps and what the reps need in order to do their job better. We have also learnt what customers want when they are approached by a sales representative.

Pharma sales is definitely not easy!

The qualities pharmaceutical companies tend to look for in a sales rep candidate are sometimes obvious but should never be forgotten, a successful candidate can sometimes let the success of their four year university degree and consequent job offer blind them causing them to forget how competitive Pharma sales really is. As much as there are great benefits to being a pharmaceutical sales rep, you really to have to continuously evaluate whether or not you are continuing to demonstrate the key factors that make a great sales rep throughout your career.

 

THE BIG SIX

I have decided to condense my thoughts on what makes the perfect sales rep into six very simple, key characteristics that I think every rep should follow as their ‘daily check list’.  

 

  1. BE POSITIVE AND SELF MOTIVATED

Pharmaceutical companies favour people who are very positive. The job isn’t for those who are ‘weak and fragile’’. The sales rep hiring process can be grueling with multiple interviews and many rejections. In a way, it gives aspiring pharmaceutical sales personnel a taste of what the actual sales representative job would be like. For experienced sales reps maintaining the same level of positivity that you started your career with can sometimes be a challenge because there will be some really shoddy periods but it’s important to wake up each day with a smile on your face and an attitude that says ‘I am good, i can keep getting better’. No sales representative should ever settle for their current figures no matter how good they are. Keep getting up every day and believing in your ability to stand out from the crowd.

 

  1. IMMERSE YOURSELF IN THE DIGITAL WORLD

The world has gone digital, and while in some respects pharmaceutical companies haven’t all been as agile as the tech startup community, the more you are able to immerse yourself in what technology makes possible, the more of an edge you’ll have.

A lot of the time sales reps aren’t given the time of day so don’t waste your precious time with paper brochures and documents on your laptops – or you’ll spend more time sorting through your information than engaging with the person stood right in front of you.

 

  1. KNOW YOUR STUFF

Not only do you need to be prepared to ask and answer questions regarding the firm’s products when you first get an interview, but you’ll really need to know your products when you’re out in the field. With training days coming far and few you need to make sure you’re spending your downtime between meetings brushing up on your stuff. You’re most likely using modern sales aids and videos in your pitches that can sometimes make a sale for you but i’d like to remind you ‘people buy from people’. It’s all well and good having all the information on your tablet to wave at someone but if you have to stare and read directly from an iPad you’re really going to struggle to get a sale.

 

  1. HAVE A PROFESSIONAL ATTITUDE

While professionalism is integral in many sales fields and speaks for itself in many ways, pharma reps need an especially strong professional attitude. Pharmaceuticals is a huge industry with many billion-dollar companies making a huge impact on the medical profession and consumer health decisions all over the world. Projecting a professional image is important to maintain and build a good reputation. Additionally, pharmaceutical sales reps spend significant time meeting with doctors and other medical professionals who won’t give a rep the time of day if he/she doesn’t present themselves professionally through the way they dress to acting with proper business etiquette.

 

  1. BE GOAL ORIENTATED

Pharma sales is a highly competitive, cutthroat environment. Companies can’t afford reps who don’t meet targets or keep up with reps from competing companies. Being goal oriented and ambitious drives reps toward success and helps you overcome obstacles.

A goal-oriented sales representative will operate efficiently, manage their time and assert themselves across the board. Additionally, competitive reps don’t stop at the first “no.” They continue to overcome objections and think of creative ways to achieve their goals without gaining a reputation for being ‘annoying’ within the industry.

 

  1. HAVE PATIENCE

The final ingredient. Have patience; don’t let challenges hold you back, keep trying, push through the tough times and you’ll see how rewarding it can be to work as a pharmaceutical sales rep.

 

Make sure you have all the ingredients!

Although we can’t tell you how to be the perfect sales rep; If you can develop all the ingredients that i’ve touched on then i’m sure you’ll see success but it’s down to you. Just be careful of the domino effect… If one of these is missing, the rest could fall.