Can Pharma Sales Provide You With Career Independence?

Pharma Industry has provided many 
with 'job-related' independence.

What's that mean?

It means if someone is in a Pharma Sales job, many of them enjoy flexible working hours, higher salary, and higher-income through incentives and other perks. 

To a certain extent, it's enviable. 

But all these come with 'price tags.' 

And it's on the high side too...

I have a close friend whom I enjoy working with during my Pfizer's time. He's in the Government or Specialty sectors. Since we knew each other from ages ago, and the way we think and work are somewhat 'align,' it's easy for us to predict each other. 

I can always tell what he'll be doing under certain circumstances. 

And he, likewise.

But since April this year, he had changed company twice. 

I knew he had reasons for that. 

To me, this time, his situation is 'unpredictable.' 

His behavior maybe, but not his working condition. 

I'm sure he can't predict it either.

That's why he changed... twice, in less than 2 months.

I also heard that Xenical from Roche, the once MOST famous weight-loss pills ('blue' capsule) is being outsourced to GSK consumer health division. 

Some sources said it's already happened in the States. 

It's not happening in our local market, not just yet.

Maybe news like this doesn't send a shiver down your spine. 

But I knew people who might be shivering right after reading such a story (you knew I knew you ;-). They're people who all this while ONLY had Xenical to promote to customers.

Single product portfolio.

Initially, it was profitable. Lately, it's liable.

But that's not the point I'm making. 

The point really is this: 

Dependency on a SINGLE branch of Pharmaceutical Sales, e.g., drugs only, equipment only; and reliance on a single product, in the long run, has the tendency to backfire.

And that's a condition no reps want to be in. Primarily if he or she aims for a long term career.

How then, one announces independence from such 'misery'?

Let me illustrate by sharing what I've gone through when changing from Specialty to GP sectors...

The first thing I did when I land my feet on the field, was to get as much info as I can from Sales Rep who already there. 

How I did it? 

I paid for many breakfasts and lunches. 

I found out that they're more willing to talk over a friendlier and 'gastronomical' environment.

I asked a lot of questions. 

A question like, "Who buys Norvasc? How much? How many patients on Norvasc does that doctor have, roughly?" and other qualifying items. 

Remember I told you about the most critical step in Sales Presentation? Qualifying step.

If I genuinely want to present the 'solution' to the customers, I need to know their NEAD first.

N.E.A.D is:

N - now. What's their situation now? What are the doctors using now?
E - enjoy. What do they 'like' or 'enjoy' about their current treatment of choice?
A- alter. What do they like to change? What are they willing to adjust?
D- desire. What do they want instead?

Actually, there is one missing ingredient in those steps - S; solutions. But of course, this is the last and the last time successful reps focus on.

So, first off, get 'street-smart' info. Qualify upfront.

Next, map out the 'flexible' plan.

Unlike a particular marketing plan, which was carved in stone, a transitional program needs to be flexible. 

Why? 

Because they're going to be lots of adaptation, according to customer's NEADS. 

I never imagine making calls after 10 pm but one particular customer of mine, a GP, can only be seen after 10 pm. 

So, I adjust my schedule accordingly.

It's worth it because he's a loyal customer. 

Even if we face fierce generic competition, he still prefers our brand of products.

To recap, to adapt to change, take these two easy steps:

• Get as much as, and as fast as, all 'street-smart' info as you can
• Map a flexible action plan out

And when can you announce 'independence'?

After taking those two steps, I became more confident. 

I can see where I'm heading clearly. 

I have substantial resources at my disposal. 

And I have a strong support system in place.

If I have to change to a different product now, if I have to work in various sectors now, if I have to promote equipment today, my resources and my support are ready for my calling. 

I can have a head start beyond and over my closest competitors at any time.

Bravery is often defined as 'the absence of fear.' 

If you're fearless when faced with change; gradual or sudden, that my friend, IS independence.

And the announcement of it is almost 'automatic':

No longer depending on a single product to put food on your table
No longer depending on one company, the company, to provide you with income every month
No longer depending on just Pharmaceutical only or Equipment only to define your selling ability.

To both of my friends (you know who you are), if you're reading this, get ready to announce your independence.

Malaysia will announce Hers this coming August 31st.

When will you announce yours?