Leadership

Management Vs Leadership – An Assessment of Interdependence

Abstract:  Leadership and management have been the focus of study and attention since the dawn of time. Over time leadership and management have been seen as separate entities, but those times have past. It is this paper’s intent to prove that good management is incumbent upon the success and quality of the leadership that drives it, and by proxy, so too will poor leadership bring poor management that will lead to poor results, and decreased levels of success.

From the great minds in management theory: Fayol, Taylor, and Weber; homage being paid to Barnard and Mayo, as well as Maslow, Mintzberg, Drucker and Porter; to the great minds in leadership development: Jung, McClelland and Burnham, this paper intends to examine them all and bring them together as is required in this economy and these times.

Much time, effort, and money has been placed into the study of both management and leadership successes. Mintzberg and Drucker have done some of the best and most informative work at bringing management and leadership together; now, with the rising costs of overhead and decreasing profit margins, now is the time to connect the dots, once and for all.

Continue reading →

5 Questions, FAQ, Jobs & Careers, People, Training

Self improvement: How To Bring Out The Best In You?

Prof. Stewart Friedman of the Wharton School shares his views on work-life balance, and how taking leadership and the associated risks and challenges, helps in bringing out the best in you. Its takes more self-discipline than you are probably exercising today. And it needs you to accept your assets and limitations better. Self improvement is a process, and that’s a learning.

Sales Coaching

The Impact of Sales Coaching on Sales Results and ROI

Introduction

The purpose of this study is to evaluate the impact of sales coaching on sales results and ROI.

Methods

We evaluated one region of the BDL Company. (9 sales representatives) and tracked sales results before and after coaching interventions.

The coaching interventions consisted of one to two days of field coaching. This coaching focused on observing a sales representative’s performance to a selling skills process in a doctor’s office. This coaching was conducted by Jim Price of TAP Consulting Company. Jim has over twenty years experience in medical and pharmaceutical sales and has logged over 500 hours of sales coaching. Sales representatives were sent out a sample presentation in order to set expectations for the visit.

The measurement of success was the number of referral cards sent in before and after coaching interventions. The referral card is a card the doctor faxes into a surgery center to refer a patient for surgery. We measured number of cards sent in by the group three months prior to training vs the number sent in three months after training. The referral card is an objective measurement of a successful sales call because it is what the representative closes for on each call.

Results

Before the coaching interventions the test group sent in a total of 8 cards. That same group sent in 367 cards after coaching. The average number of cards sent in per representatives was 1 per representative before coaching and 41 per representative after coaching.

The 367 referral cards sent in after coaching yielded 18 surgeries at $4,000 per surgery for a total increase in revenues of $72,000. The cost of the coaching interventions was $12,000 which resulted in a profit of $60,000 and a Return on Investment of 500%.

Conclusion

Coaching interventions conducted by a well trained sales coach impacts sales results and yields a Return on Investment (ROI) of up to 500%. Sales coaching is one of the best investments you can make in your sales team.

“When properly implemented, high ROI values can be achieved with programs on Leadership, Team Building, Management Development, Supervisor Training and Sales Training.” “An ROI of 100% to 700% is not uncommon with this type of training.”

Jack J. Phillips, Ph.D (Training Measurement Key Opinion Leader)

Bio Jim Price

Jim Price has been in the healthcare industry for over eighteen years. His experience encompasses numerous pharmaceutical and surgical sales positions As a practice management consultant, Jim has worked with physicians to improve a variety of practice issues from workflow to marketing. He has also advised hospitals on vendor consolidation and procedure efficiencies.

Most recently, Jim served as Director of North American Training and Development for Novartis Ophthalmics. In this position, he was responsible for the training and development of Sales Representatives and Area Sales Managers for the North American markets.

Currently, Jim provides contract training and consultation services for clients in the pharmaceutical, biotech and medical device industry, including: Novartis Ophthalmics, Pfizer Consumer Health, Alimera Sciences, Alliant Pharmaceuticals, Eisai, NovaVision and Ciba Vision.

As a presenter at The Society of Pharmaceutical and Biotech Trainers, Jim has been able to share his extensive experience with other sales training professionals.

TAP Consulting was created to leverage Jim’s extensive experience in physician/representative interactions. The courses offered by TAP Consulting have been designed specifically for the pharmaceutical and medical industry. Drawing on over 500 physician/rep role plays and feedback gathered from physician focus groups, Jim has been able to translate this knowledge into courses which are real time, actionable and drive results.

TAP offers courses in understanding your physician customer, basic and advanced selling skills, selling with clinical reprints and leadership training. Contact Jim Price for more information on TAP services.

TAP Consulting

Pharmaceutical Sales Training And Performance Consulting

770-596-1498

price56@comcast.net

[http://www.tapconsultingcompany.com]

Article Source: http://EzineArticles.com/1962434

Advertising, Business Development, Innovation, MyOrbit Blogs, Sales & Marketing

Business Lesson from Recession-hit London Restaurants

Recession-hit restaurants in Britain have started offering free food and major discounts to entice customers, many of whom have stopped eating out frequently following job losses and salary cuts.

Offering free food was one of the ways of beating recession in the 1980s, and restaurant owners are hoping it will work this time too. Hundreds of restaurants have closed in the recent months.

Little Bay Restaurant, Farringdon Road, London

The offer of free food is premised on the belief that customers would be too embarrassed not to leave behind money after dinner. Restaurants owners believe that except students, most customers would not leave without leaving money behind.

For example, the menu card at The Little Bay in Farringdon, London (featured in the photo) does not mention prices for dishes. Customers pay only for the drinks. Restaurant owner Peter Ilic said, “You can leave 50 pounds or nothing; it doesn’t matter, I will treat you the same,” he said.

Btw, if you are in London, you can visit the Little Bay restaurant at:
171 Farringdon Road
Clerkenwell, London EC1R 3AL
Tel: 020 7278 1234

And now the Lesson for those of us in other businesses, including the online business.

Its called the 5% rule, ie. before you ask for anything, offer your customer at least 5% worth of sample or value or product or service or whatever that you sell. We have seen this working in both B2B and B2C businesses.

In fact, a money back guarantee or performance guarantee of some sort also achieves the same result as above.

They make it difficult for the customer to refuse the offer, by removing all possible barriers.

In our experience, too many companies don’t want to try any of the above because sometimes things will fail, and majority of managers are risk-averse. So if you say your company can’t do it, that’s fine too. We are sure someone else will do it and go on to win the sale. Nobody is forced to give us a sale, we have to win it. This recession will test the best. So give it a serious thought.

FAQ, Healthcare

Integrated Healthcare Systems

The world of healthcare is always changing. When you think back to healthcare and health services back when our parents and grandparents were children and then compare things to healthcare today things are drastically different.

One thing that has changed and developed and also continues to change and develop as we speak is what is called the integrated healthcare systems.

Sometimes also referred to as multi-care providers or multi-care treatment, these systems intend on focusing on convenience for the client or patient and ease of working through the system.

Typically these systems cover a wide area of travel and are operated through multiple levels. The systems also incorporate many different types of services including medical services and general health and wellness services as well. The goal is the get you healthy and to keep you that way with this type of integrated system.

Continue reading →