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This is the only pharmaceutical sales management book in the United States developed for newly promoted district or frontline sales managers. It focuses very heavily on the manager being a coach, field trainer and mentor with his/her people. The parameters for this book were based on a landmark study of 10,000 sales managers from all industries. The majority of the managers identified five critica... More

This is the only pharmaceutical sales management book in the United States developed for newly promoted district or frontline sales managers. It focuses very heavily on the manager being a coach, field trainer and mentor with his/her people. The parameters for this book were based on a landmark study of 10,000 sales managers from all industries. The majority of the managers identified five critical skill areas for all first line sales managers: planning and time management, training and field coaching, planning and conducting district meetings, recruiting and selecting sales reps and control and performance appraisal. Other important areas covered are leadership, motivation, communications and setting up a home office. There are numerous best practices cited and many forms and tools that the manager can use. Even experienced pharmaceutical district managers will find this book valuable. Since the district manager is the critical link between the sales force and the company, continuing development of the manager is essential to the success of the field sales organization. We believe that their role is so important that we have coined the phrase, your sales reps are only as good as their managers.

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