By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Just this week I had a field manager ask me about best practices to keep the team motivated and inspired in their daily work. While leaders can make an impact because some motivation is extrinsic, a whole lot of...
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Physician liaison teams often consider what their organizations could do that would make life easier. That’s tough stuff because we never get to control what others choose to change. We can, however, often...
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Some field reps are easy to manage for results and others, not so much. We could have a full-on discussion about how they got to be that way – a chicken-and-egg conversation – but since I already took on managers...
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Right wrong or otherwise, we all make snap judgments when we meet new people. Last week I needed help from an airline gate agent and here’s what happened: I approached the counter ready to beg, cajole and flaunt...
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com “Companies that utilize a data-driven sales strategy boast better productivity and profitability.” – Dan Scalco Data can have a polarizing effect on the field staff. Some reps love using and working...
By: Susan Boydell | sboydell@barlowmccarthy.com “By reaching for what appears to be the impossible, we often actually do the impossible. And even when we do not quite make it, we inevitably wind up doing much better than we would have done.” -Jack Welch We live in a...
