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Sales Execution Schizophrenia – Juggling a Diverse Product Mix Effectively © – Jim McLean

Sales Execution Schizophrenia – Juggling a Diverse Product Mix Effectively © – Jim McLean

by Jim McLean on August 17, 2005 in ! The McLean Column, All, Editorial, Training and Development

Healthcare sales and marketing executives and managers are increasingly finding themselves carrying a wider and deeper bag. Within the bag may be a mix of disposable, lower priced reusable, capital purchases, and service contracts. More and more of us are finding ourselves responsible for the success of a product line where the individual components of [...]

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The Profit Pocket © – Jim McLean

The Profit Pocket © – Jim McLean

by Jim McLean on July 15, 2005 in ! The McLean Column, All, Editorial, Training and Development

The next time you see an English barrister on a TV newscast or fictional program look carefully at the back of the robe. You may see a pocket. The purpose of this pocket in days gone by was to receive payment from clients. It was located on the back of the robe so that the [...]

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Improving the Success Rate of New Hires – Two Logical Assumptions and How to Challenge Them – Jim McLean

Improving the Success Rate of New Hires – Two Logical Assumptions and How to Challenge Them – Jim McLean

by Jim McLean on July 1, 2005 in ! The McLean Column, All, Editorial, Employment and People, Training and Development

All of those involved in the hiring and management of new sales representatives have seen unexpected failures among those expected to succeed. There are many causes, and this brief article does not intend to address all of them. It does address two issues that we at Resource Management International, Inc. have seen frequently in our [...]

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