A Primer for Laboratory Sales Managers

Course overview

Hiring top-level lab salespeople and coaching them in the field is a demanding assignment - and far different than managing laboratory technical staff. This presentation reviews a number of important components a sales manager should consider when interviewing and managing their sales representatives to be prepared, professional, and productive. Learning Objectives: Identify the three P's that drive a sales representative's success; Recognize the value of using caution when hiring sales representative; Describe how to build unity and community between sales representatives and your laboratory staff; Discuss where to find free learning resources; Recognize the difference between managing and coaching; Identify what a manger should look for during a sales call