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Negotiation

  • Let’s face it, most of us work to live. Bills have to be paid and kids have to be clothed and fed. Until such time as you finally start that business you’ve always been yammering on about, it is off to work you go. More than likely, it is a job that you do not like. In fact, a Gallup poll revealed that 70% of Americans hate their current jobs. From conversations that I have with most clients, the most common reason involves co-workers. The law of averages simply states that the more co-workers you have the more likely one the more of them will prove to be a challenge when it comes to working together. But this does not have to be an impossible situation. Yes, it is true that some people just cannot be reasoned with. Some folks will just insist on passing along their own personal dissatisfaction with life onto anyone and everyone they encounter. But before you go flying off the handle try a few things out.

    Career Management Tip #1: Introspection (“Is It Me?”)

    Whenever the working relationship goes sour, it is always a good idea to first look inward to see if you could possibly be because the issue. In fact, when it comes to any relational issues, this is a good idea. Yes, that co-worker may be annoying and was perhaps ready to sport attitude from the start. But what if your own attitude and communication style served at the trigger? When you have goals that you are attempting to accomplish, the onus falls on you to communicate in ways that achieve said goals. The strongest leaders have the most flexible communication styles. They understand what makes people respond, and they press the buttons accordingly. Of course, if after introspection you realize that you have done all you can on your end to make the working relationship work, it is time to initiate further action.

    Career Management Tip #2: Address the Issue with the Employee First

    All too often, working relationships get screwed up due to small misunderstandings that later mushroom into situations that don’t warrant it. Before taking any additional action, consider sitting your fellow employee down over lunch or a cup of coffee to see if the relationship issues can be resolved. You will be surprised at how often directly addressing the issue will be all that is needed. This keeps management out of it and allows you both to continue the career path with no baggage that could end up in your personnel files. But let’s say that the direct call for peace does not work. What is next?

    Career Management Tip #3: Document, Document, Document

    Okay, so you have attempted to resolve this with the co-worker and it didn’t seem to work. Now you must begin building your case. Document any and every instance where your interactions cross the line. Be certain that your descriptions of each scenario are fact-based and free of exaggeration and subjectivity. But I don’t recommend documenting this information on your employer’s server. Start a document on your phone that you can update regularly. Perhaps a Google document that automatically backs itself up and can be edited from multiple devices.

    Career Management Tip #4: Refer to Employee Handbook to Chart Proper Course

    When it is all said and done, you want to be sure that you are going “by the book”. If your situation in some way escalates out of control, you want to be able to point to the fact that you followed the guidelines as set forth by the company to resolve any personal issues. If your employer has an employee manual that addresses relationship issues with other employees and how to handle it, check with it first. It will likely address the proper personnel and way in which to bring this situation to leadership. If, for some reason, your employer does not provide any written instructions on how to prevent this issue, then follow your standard chain of command. Bring the situation to the attention of your own immediate supervisor. But be certain that you document faxed and keep emotional hyperbole and opinion out of it.

    Career Management Tip #5: Don’t Gossip About the Situation with Other Employees

    Nothing complicates and muddles a situation worse than telling several people who have nothing to do with the situation about what is going on. Before long, what you end up having is a gossip tree that turns the story several different ways before it finally reaches back to that person’s ear. And you’ve now got more trouble to deal with! Not everyone that you tell this story to will have your best interest at heart, or truly wish to see the situation resolved. It actually serves as entertainment for some, and they will get things into a frenzy simply to make their day pass faster. Not to mention that by the time you decide to tell your supervisor, you will then have to wade through the innuendo with them to separate the fact from fiction. This ends up being a very bad look on you, even if you did not initiate the problem. This is because you will not come across as an office gossip and regardless of how that situation resolved itself, management we’ll look at you differently from that point on. This situation between the parties involved and your supervisor only.

    For many, resolving co-worker issues becomes the key to a more enjoyable working environment. No, everyone is not a match from a personality standpoint. But professionalism between all involved is the least we should all expect. When you have an issue and you go by the book and resolve it, this shows management your ability to follow proper protocol and handle difficult situations. And this is what future managers do. Get it?

  • pharmaceutical sales resumeMake Your Pharmaceutical Sales Resume Instantly Powerful

    With the baby boomers entering old age, healthcare related fields are becoming more and more attractive to those looking to select career paths. The field of pharmaceutical sales falls right in line with this trend. In fact, revenue generated worldwide from pharmaceutical sales reached almost $1 trillion, with the continent of North America producing the largest share (40%). Even in a market that is performed well, you stand a better chance at securing employment through the preparation of a well-targeted pharmaceutical sales resume. Below are the top 4 concepts to include in your resume to give you the best chance of landing an interview.

    Territory Management Skills

    If you are in the business of marketing pharmaceuticals, you likely are responsible for the management and growth of a specific territory. If your pharmaceutical sales resume doesn’t show the ability to grow your territory, you will have a hard time getting a pharmaceutical industry hiring manager to give you a chance to market their products. A good territory manager will have a realistic view of their customers and their associated profiles. They will also demonstrate the ability to expand the customer base within that territory. A good pharmaceutical sales resume will communicate tangible and documented territory expansion metrics (either via percentages or dollar amounts). Let’s face it, hiring managers want sales professionals who know how to dig up new business and grow the bottom line. Be sure your resume says this at a glance.

    Therapeutics Experience

    If you are new to the pharmaceutical sales game, then you may not have much to communicate here. However, if you are a veteran of the industry, you can communicate additional marketability if you bring experience in the marketing of different therapeutics. (Note: therapeutics refers to the use of drugs and methods of administration in the treatment of disease) If you have experience in marketing treatments in the areas of cardiology, pulmonology, neurology or endocrinology, be sure to say so. Don’t trust your reader to get this by osmosis. A good pharmaceutical sales resume will put this out front so that it is not missed.

    Medical Terminology Knowledge

    It just makes more sense that you will have a better time selling tools to a mechanic if you can talk timing belts and transmissions with a mechanic. So it only makes sense that if you have to call on physicians, you will have a much easier time establishing trust if you have are able to speak their language. If you bring a mastery medical terminology to the table, that pharmaceutical sales resume has a much better chance of making it to the final decision maker. But try not only to mention your knowledge of it, sprinkle some of it organically throughout the resume (However, don’t force it, or any other concept). Like any other regular sales related relationship, much of it will be based upon trust. And it is easier to build trust when you speak the same language, right? This actually correlates with our next quality to communicate.

    Relationship Development Skills

    Anyone who has been in sales for any significant length of time can tell you that the long game is not about one sale. It is about building a solid and trust-laden relationship that results in a continuous pipeline of sales over time, along with colleague referrals. A good pharmaceutical sales resume will demonstrate your ability to forge meaningful and profitable relationships that create consistent revenue and open up opportunities to market products and services to new potential customers.

    Negotiation and Sales Closing Skills

    No sales professional (in any industry) is worth bringing aboard if they do not know how to “close the deal”. Powerful negotiation skills and closing strategy knowledge are a must in bringing your targeted medical professionals to the “yes” that you are seeking from them. In your resume, be sure you communicate any instances where you won over customers to launch a new relationship or make a big sale. Perhaps your efforts helped to land a high-profile client that would be an eye-opener to your resume’s reader. Anyone can make a sales pitch, but only the best know how to navigate the no’s to get to the “yes”. If this is a strength, be sure your reader picks this up with no effort on their part.

    A good resume will quickly demonstrate targeted value in under 10 seconds. It will be easy to navigate and communicate relevance with minimal effort expended by the reader. Follow these guidelines and your pharmaceutical sales resume will have the phone ringing in no time.

  • DollarEverything is worth what its purchaser will pay for it.
    – Publilius Syrus

    Okay, so your shiny new resume and cover letter got you the first interview and it went very well. You are now asked in for a second interview and it looks like you will eventually be made an offer. Excellent news!

    But alas, your job isn’t done yet.

    Applicants are all too often ready to jump on the first offer made by an employer, as they are happy just to be working. But remember, if you have presented your skill set well and impressed in the interview the way you should have (given the practice runs and research you did, right?), then you are just as valuable to them as they are to you. With that, be sure you take the time to know your true worth so that you know if the offer is a good one. Actually, it is recommended that you never accept a job offer on the spot. Let the employer know that it is a great position and you are considering accepting, but would like a day or so to think things over.

    Instead of comparing your value based upon a job title alone, be sure you are matching it to a job description. Titles and associated responsibilities are not always consistent across companies or industries. Also, remember that the larger companies usually pay their employees more than smaller companies because they usually have higher revenue per employee. Lastly, if you plan show your findings to the hiring manager, you want to use employer-reported data, which will be considered more credible due to the fact that it accounts for all company factors that influence compensation.

    The World Wide Web has numerous tools out there for you to use to get an idea of what your new position should pay. Using criteria such as region, experience level, education, and industry, these calculators can provide you with a solid range and median for your position.

    Some of the more popular calculators include:

    Salary.com
    PayScale.com
    AreaVibes
    Careerbuilders
    Monster.com

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