March 2013
Beginner
288 pages
5h 20m
English
Content preview from What Your CEO Needs to Know About Sales CompensationBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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CHAPTER 7
Managing Sales Management: Understanding Roles and Rewards
LAUREN ENTERED THE DOCTOR’S OFFICE with a sense of familiarity and confidence. She walked up to the receptionist and politely announced herself, but it was clear the receptionist knew her. I was shadowing one of the top reps of a leading pharmaceutical company, and we were on our third visit that morning to a medical group practice in West Los Angeles.
“These practices are getting more restrictive with reps,” Lauren told me. “The doctors used to be glad to spend time with us, but now it’s tougher than ever to get a few minutes to go over updates. With more workload and administration, less time with patients, and nurses covering the overflow, just getting a little mindshare ...
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