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Sales Leadership

What are the three most important sales training best practices for building an effective Training program in today’s market? What are the key areas that managers of hospital sales forces should focus on to improve overall sales performance? How are the sales forces at benchmark companies aligned to meet the needs of each market segment - by brand, disease state or portfolio? How do you best strike a balance between specialist sales vs. franchise sales approaches? Which people & leadership skills are most important for successful DMs? What are the critical franchise management pitfalls when leveraging resources to serve an integrated product franchise?




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David Guinn
David Guinn
Best Practice Senior Director, Client Relations and Business Development
Phone: 919-767-9179

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The Best Practice Database is a valuable tool for corporate development. I use the Database to prepare for presentations. I go into the Database for a few hours every few months and pull down everything related to my topic and then spend time reading through the best practices and metrics. We often find the data reassuring in that it confirms that our approach is in line with what many of the industry leaders are doing. In fact, the main benefit is using the survey data to understand industry trends and use it to create our own company's guiding principles.

-- Sales Force Effectiveness, Abbott
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