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You're a salesperson transitioning to a management role in medical sales. What do you need to know?

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You've been a successful salesperson in the medical field for years, and now you have the opportunity to take on a leadership role. Congratulations! But before you celebrate, you need to prepare yourself for the challenges and responsibilities that come with managing a team of medical sales reps. Here are some tips to help you make a smooth transition and become an effective leader.

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1 Know your team

As a manager, you need to know your team members' strengths, weaknesses, goals, motivations, and personalities. You also need to build trust and rapport with them, and communicate clearly and frequently. You can do this by having regular one-on-one meetings, giving feedback, coaching, and recognizing their achievements. You also need to set clear expectations and hold them accountable for their performance.

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Francisco Javier Jácome

Gerente Postventa Grupo RG Mexico
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Uno de los puntos mas importantes dentro de la organizacion, es saber en forma adecuada como esta el entorno y el ambiente laboral, para partir de ahi a una estrategia definida. Obviamente la entrevista con cada uno de lo miembros del equipo es la mejor de las opciones.

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Suneer Prakash

Chief Business Officer. Business thru People, Processes & Profitability. Startups | B2B | Franchise | RPO | Insurance | Telecom | FMCD FMCG.
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When you go to Management role, it means you will need to manage people. Knowledge about anything like product, market, processes, operations, service, cross-functional teams, competitiors, laws, etc can be gained in some time. 1-2 weeks and done. Important is to have required skills to hire right resource, train it and keep motivated to perform. As the Manager or Management, dealing with people i.e. team, cross-functional teams, customers, channels is very critical. Entire success lies in this. So, chalk out your plan how will you deal with different people, differently. Situational leadership will help in such a role. Maximum time investment will be with your team. Prepare for it thoroughly.

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2 Know your market

As a salesperson, you probably focused on your own territory and accounts, but as a manager, you need to have a broader view of the market and the industry. You need to keep up with the latest trends, innovations, regulations, and competitors that affect your products and services. You also need to analyze data and metrics to identify opportunities, challenges, and best practices for your team. You need to be able to translate your market knowledge into effective strategies and tactics for your team.

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Francisco Javier Jácome

Gerente Postventa Grupo RG Mexico
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Segun la experiencia adquirida, el mercado es un nicho excelente para revisar las oportunidades de crecimiento de la organizacion, a traves de encuestas, visitas, datos estadisticos , todo eso generara un banco de datos que nos permitiran tener una vision mucho mas amplia de lo que se debe hacer.

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3 Know your skills

As a manager, you need to develop new skills and competencies that go beyond selling. You need to be a leader, a coach, a mentor, a planner, a problem-solver, a negotiator, and a collaborator. You need to be able to delegate, empower, motivate, and inspire your team. You also need to be able to manage your time, stress, and emotions. You need to be willing to learn from others, seek feedback, and adapt to changing situations.

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Francisco Javier Jácome

Gerente Postventa Grupo RG Mexico
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La frase a aplicar de acuerdo a los detalles que se vean en la marcha sera: a cada problema que me aparezca , tendre una solucion o alternativa correspondiente. y eso mismo se lo transmitire a mi equipo de trabajo.

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4 Know your resources

As a manager, you need to leverage the resources and support that are available to you and your team. You need to network and collaborate with other managers, peers, and experts in your organization and industry. You need to use the tools and systems that can help you track, measure, and improve your team's performance. You also need to seek and provide training, development, and mentoring opportunities for yourself and your team.

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5 Know your vision

As a manager, you need to have a clear vision of what you want to achieve and how you want to get there. You need to align your vision with the goals and values of your organization and your team. You also need to communicate your vision effectively and persuasively to your team, your customers, and your stakeholders. You need to be able to inspire and influence others to follow your vision and support your initiatives.

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6 Know your challenges

As a manager, you will face many challenges and obstacles that can test your skills, patience, and resilience. You may encounter resistance, conflict, stress, uncertainty, and failure. You may also have to balance the demands of your team, your customers, your organization, and yourself. You need to be prepared to overcome these challenges and learn from them. You also need to seek help and advice when you need it, and celebrate your successes when you achieve them.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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You're a salesperson transitioning to a management role in medical sales. What do you need to know?

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1 Know your team

2 Know your market

3 Know your skills

4 Know your resources

5 Know your vision

6 Know your challenges

7 Here’s what else to consider

Medical Sales

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