How Does A Pharma Rep Stays Motivated In Hard Times?

Is Pharmaceutical Sales Hard to Get Into? A Reality Check

 

Is it a cakewalk to get into pharmaceutical sales?

Short answer - NO.

It's not as easy as pie, but that's not to say it's impossible. The pharma industry is notorious for being competitive.

But hey, what worthwhile career isn't?

It's like that popular nightclub downtown, everyone wants in because they know that's where the action is.

 

The Necessity of Skill: More Than Just a Sales Pitch

 

"Can't I just put on a nice suit, flash a charming smile, and seal the deal?"

Well, it's not quite that simple.

In pharmaceutical sales, it's crucial to understand the science behind the products you're selling. You need to be able to explain complex medical jargon in a way that doctors and other healthcare professionals can relate to.

So, it's not just about your sales skills, but also your knowledge and understanding of the products.

 

Experience: The Double-edged Sword

 

Another question that often pops up is, "Do I need experience to break into pharmaceutical sales?"

This can be a bit of a catch-22 situation.

Companies often prefer hiring people with experience, but how do you get experience if no one will hire you, right?

However, if you have transferable skills from another sales or customer service role, it might just be your golden ticket.

 

Education: Is a Science Degree a Must?

 

Now, you might be wondering, "Do I need a science degree?"

Not necessarily.

While it can definitely give you an edge, many pharmaceutical companies value the sales skills and the drive to learn just as much as a scientific background.

So, if you're armed with a willingness to learn and an eagerness to succeed, you're still in the game.

 

Final Thoughts: Persistence is Key

 

So, is it hard to get into pharmaceutical sales?

It can be.

But it's also incredibly rewarding for those who make it.

If you're up for a challenge and ready to commit, it can be a thrilling career path with plenty of perks.

The journey might be tough, but as they say, "the best views come after the hardest climbs."

Now, are you ready to begin your ascent?

Staying Motivated in a Sales Job: Fueling Your Fire

 

Remembering Your Why

 

Sometimes, when you're in the thick of things, it's easy to lose sight of why you chose a sales job in the first place.

Was it the thrill of closing a deal? The interaction with a diverse set of clients?

Or perhaps, the satisfaction of helping someone find a solution?

Whatever your reason, remind yourself of it often. Your 'why' is your compass; it can help guide you when things get tough.

 

Setting Personal Goals: The Power of Small Wins

 

Setting personal goals can be a real game-changer.

Now, I'm not just talking about the sales targets your manager sets for you. I mean your own, personal benchmarks. Think of them as mini milestones. They give you something to work towards and celebrate when you achieve them.

Remember, it's the small wins that add up to big victories.

 

Keeping the Learning Curve Alive

 

Sales is an ever-evolving field, and there's always something new to learn. 

And here's the secret:

learning can be a powerful motivation booster.

It can be as simple as picking up a new sales strategy book, attending a webinar, or just chatting with a successful colleague. The goal is to keep growing, keep improving.

After all, progress equals happiness, right?

 

The Motivation of Healthy Competition

 

A little competition never hurt anybody.

In fact, it can be quite motivating. Don't be afraid to engage in a friendly contest with your colleagues.

Just remember, the goal is to inspire each other to do better, not to foster a toxic environment.

 

Celebrating Successes: Your Own and Others

 

Last but definitely not least, don't forget to celebrate your successes - both big and small.

Landed a new client? Celebrate.

Exceeded your sales target? Celebrate.

These moments of recognition can serve as fuel to keep you going.

And while you're at it, celebrate your colleagues' wins too. It creates a positive environment, and hey, who doesn't like a good celebration?

 

In conclusion, motivation in a sales job can come from many places - your personal goals, the joy of learning, healthy competition, and the celebration of success. 

So, the next time you feel your motivation waning, remember these strategies and reignite that spark.

After all, sales is not just a job, it's a journey.

And every journey has its ups and downs, it's how you navigate them that counts.

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Anyone who involves in sales, which includes pharmaceutical sales rep, needs to stay motivated most, if not, all of the time. The challenge is not only to get excited but to keep them at that level. 

It is not an easy task, especially in a bad economic situation.

In the previous post, we've looked at how sales target influence sales rep income. It is a genetic correlation, and most people who do sales get it.

In a hard time, like in a financial downturn, sales target doesn't seem to take the 'down' turn. 

For individual companies, they took this as the time to work extra hard, and the simplest way for them is to make the salespeople chase after a bigger target.

For salespeople, when numbers are not coming in, and they still need to meet the plan because, perhaps, a personal commitment they've made previously, it is easy to find them facing 'burnout.' 

As a salesperson myself, getting into sales burnout is not difficult, getting out of it is.

So, what can you do as a salesperson to stay motivated in this trying time?

A lot is going on in the Pharmaceutical industry as I'm writing this. 

Restructure, reshuffle, layoff, and generic replacement are just tips of the iceberg. 

Many things are brewing, and sort of under the radar ;)

So how a pharma rep can stay motivated despite all these?

Allow me to share my personal experience going through them all these years. 

If you like what you read, try it on for size and see if it fits.

Case #1: Bestselling Antibiotic Gone Generic (2000)

I refrain from naming the product and company, but you could probably guess from my list of past employers ;)

One thing for sure, the company was well prepared for it. 

Previously, it went through a bitter experience when its tranquilizer brand's patent expired.

Yes! 

A well-prepared company does make a difference. 

It makes the transition process easier and smoother for everyone.

But then again, in this case, there's so little role that a rep can play. 

It's more like moving along.

If there's a lesson to be learned from this event: 

it's the realization that patent expiration is real. 

Losing product patent expiration is going to happen sooner or later. 

When that happens, notice that it does not affect a single person. 

It affects everyone to a certain degree.

And it's good to be well prepared, individually or as a whole company.

It is also good to be able to share the burden, even if it just to voice it out to someone who's in the same shoes :)

So, patent expiry is real, accept the fact, talk about it if appropriate, and be prepared. Then move on...

Case #2: Global Product Suspension (2005)

Well, it's around that time...

The product was a painkiller and sold a lot worldwide. 

Due to an adverse event by another brand of the same class, from another company, the authority decided to temporarily suspend the sales of the drug.

The company responded by reducing factory output and axed some jobs, which include sales and marketing department.

That took place globally.

I remember a motivator was called in to uplift the spirit of sales reps at that time. 

He was from a neighboring country, and I saw that he had a very vague idea about what's going on at the moment.

It's a commendable effort anyway.

The take-home message?

Find your inner strength. The external force could not bring out what's not there, inside of you.

If you only have fear, skepticism, and negativity inside, when you're squeezed, that's all you're going to get.

It is also helpful if you stay motivated all the time, even a few minutes a day, and not wait for that 'squeezy' moment to pay you a visit.

Case #3: Blockbuster Cardio Drug Hit by Generic

Unlike the previous case of the antibiotic, in the year 200, this cardio product patent was not yet expired.

But those generic's scientists were genius, meaning: 

they're very good at what they do.

They spot a loophole in the compound and quickly capitalize on it. 

After all, it's worth going through the hassle. 

The product sales were well in the billion dollars range!

The company did respond to this. 

It launched a lawsuit campaign.

The campaign did not pan out. 

In certain areas, the generic was allowed to be marketed. 

Since the price is lower, and the efficacy appears to be the same, the generic came out the winner!

This time, the original company responded with the classic move: 

jobs cut to lower expenses.

And our local office sent out the voluntary separation scheme offers...

And I took it!

It was a mix of faith and rapid survival calculation that lead to my decision. 

It had the element of 'I had it with this person,' not the job, and 'what if there's a better world out there?'.

I plunged ahead and move on.

My message to you: 

don't wait for the perfect time. At times, trust your instinct, have faith, and keep moving.

You are alive as long as you keep moving. 

Right?

It won't hurt if you add a clear direction :)

As a parting thought, rainy days and sunshine take a turn in showing up in your life. 

We always know what to do during good times, and the motivation is high during such a period.

When it rains, it washes part of the motivation and could drench people wet in negativity, fear, and sorrow.

As long as we're alive, let's accept the fact that things happen, it helps if we prepared, always maintain a positive outlook and good faith in things to come. 

They make it easier for pharma sales reps (or others, for that matter) to stay motivated in hard times :)