Part 1 – The Emotions of Healthcare Sales: It’s Not all Roses

Part 1 – The Emotions of Healthcare Sales: It’s Not all Roses

By: Kriss Barlow, MBA, RN For those who have never had a career in sales, I suspect the term, “the preparation and the knowledge that there will be more ‘no than yes'” seems a bit odd.  If sales is a part of your routine, you understand there are days when...
Hate the Task, Love the Potential

Hate the Task, Love the Potential

By: Allison McCarthy, MBA As I’ve been coaching a physician recruiter on cold-calling physicians, I love that she admits that she hates the task – but knows it has the potential to make a real difference in her results.  She pushes herself to dedicate time...
Learning from Others to Strengthen Onboarding

Learning from Others to Strengthen Onboarding

By: Allison McCarthy, MBA Project management is a widely accepted profession in industries such as IT, government, construction and engineering, etc….  You can even get a degree in project management from some highly reputable colleges and universities.  Like a lot of...

Watching the Physician Relations Masters

By: Kriss Barlow, RN, MBA From time to time I get the chance to shadow physician relations reps as they visit with their doctors.  Sometimes, they’re staged visits; the reps pick only their favorites who speak highly of them and there’s little opportunity to really...