Resiliency: The Hidden Tool in Pharma Sales

Boost Pharma Sales by Being Resilient

Success in pharma sales depends on a host of factors. One of the hidden tools of success is being resilient through all situations.

A good salesperson knows their product, the disease state and understands the business of the practice. Putting these factors together enables them to tailor their sales message. Sometimes the physician won’t write even if they have convinced that the product makes sense to prescribe. Dealing with rejection in pharma sales is challenging because there are a limited number of practitioners and clinics that they can target with their products. How you deal with this if you’re in pharma sales can have a significant impact on your success in the future.

Resiliency is one of the most ignored sales tools for a salesperson in any industry. This vital skill enables you to bounce back and regroup quickly if you can’t close a sale. Understanding how resiliency benefits you may help you realize that it’s a skill worth working on.

Overcoming Rejection

Learning a doctor won’t write prescriptions for a product or being unable to even get into the doctor’s door for an appointment to discuss the product can be disheartening. Instead of letting it get to you, remember that a rejection is a chance to learn. Listen to the reasoning behind the denial and determine how you can use that to help you in the future.

Adapting to Constant Changes

Changes occur constantly in the pharmaceutical industry. New drugs, new treatment protocols, and updates to regulations require anyone who’s a pharma salesperson to learn how to adapt quickly. Resiliency enables you to be a bit more flexible with handling all the adjustments that must be made. Being mindful and setting a plan based on the changes can help you to feel more in control and confident.

Reducing Stress

Someone unable to let go of rejections and cope with constant changes may find that they’re in a constant state of stress. Even resilient people may still have some pressure in such a high-pressure sales job because they’re often worried about meeting quotas and other targets. Knowing they have resiliency on their side can help them focus on the goals that will propel them to where they need to be.

Enhance Professional Relationships

Holding your head up and moving forward with your job even if you face rejection shows your dedication to your career and product. Practitioners and others will notice this. You can use resilience to foster professional relationships that can help you get sales in the future. These strong relationships with providers allow you to build the trust that may make it easier to close deals when you have new medications or therapies to offer.

Developing vital skills to boost your success in pharma sales can be challenging. Core Management Training employs many methods to help increase the sales tools for pharma sales representatives, so contact us to learn more about our program today.

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