Archive for the ‘Article’ Category
Posted By: Ralph on July 7th, 2010 | No Comments
Have you been actively pursuing everything possible to start a
new career in medical sales and feeling frustrated because it seems you aren’t getting anywhere quick? Are you close to giving up your dream?
The biggest problem that I have seen over my 30 plus years
in recruiting is that most people don’t really know how to
be objective and honest with themselves.
LETS BE HONEST!
Human Nature forces us to only see what we want to see and most of the time we just close an eye to what’s right in front of us. I believe that everybody needs a professional opinion, and more importantly guidance from either a career coach or veteran recruiting professional who has the insight and experience to give you the real facts.
Most of the greatest golfer in the world have a swing coach or a knowledgeable caddie by their side for advice and support.
There are excellent experts out there who can support your
career efforts if you are committed to making it happens.
Feel free leave a mesage here on our blog and we’ll offer recommendations.
tweet us at www.twitter.com/ralphsteeber
     
Posted By: Ralph on June 15th, 2010 | No Comments
Biotech stocks made up a big chunk at the annual “reconstituting” of the Russell 3000 Index. Each year around this time, the Russell 3000 is reconfigured and stocks are added to or removed from the widely held index.
The list of preliminary additions to the index includes 262 companies, of which 46 are healthcare companies. (You can find a list of all the preliminary additions and deletions here.)
Ziopharm Oncology (NASDAQ: ZIOP) Inc., one of the darlings at the recent American Society of Clinical Oncology meeting, was among the biotechs set to join the list. At ASCO, Ziopharm presented data for its treatment for patients with soft-tissue sarcoma, which showed that when used together with chemotherapy drug Doxorubicin, the progression free survival rate is doubled. The company said its clinical trial was stopped early because of the positive response rate. Ziopharm shares were up 2.7 percent to $4.78 in afternoon trading Monday.
Keryx Biopharmaceuticals Inc. (NASDAQ: KERX) is another biotech to make the list. Perifosine, the company’s potentially first-in-class treatment of advanced colorectal cancer, was fast-tracked by the Food and Drug Administration in April. In May, analysts at Rodman & Renshaw reiterated their “market outperform” rating on Keryx. Its shares were up 6.5 percent to $4.34.
Another stock to watch is Pharmacyclics Inc. (NASDAQ: PCYC), which has had its struggles with the failed clinical trial of its former lead product, Xcytrin. (A failed trial, or failure to secure FDA approval, is typically a death knell for tiny biotechs.) Since then, the company’s brought on new management and acquired some preclinical, early-stage treatments from Celera (NASDAQ: CRA). Preliminary data on two treatments for hard-to-treat lymphoma have been greeted positively by researchers, and the company’s now being called a “comeback kid” by some on Wall Street. Pharmacyclics shares were up 1.1 percent to $6.48.
Among other biotechs on the preliminary addition list that have been recently in the news are Alexza Pharmaceuticals Inc. (NASDAQ: ALXA); AVEO Pharmaceuticals Inc. (NASDAQ: AVEO); BioSante Pharmaceuticals Inc. (NASDAQ: BPAX); Jazz Pharmaceuticals (NASDAQ: JAZZ); and Peregrine Pharmaceuticals Inc. (NASDAQ: PPHM);
Membership on Russell U.S. equity indexes is determined by objective means, such as a company’s market capitalization. Still, inclusion in the index tends to pump up stock prices due to forced institutional buying. That said, inclusion in the Russell indexes is no guarantee of long-term — or even short-term — performance. Indeed, the “Russell Effect” is often muted because shareholders tend to sell into the rally to benefit from the short-term spike in price.
The real value to biotechs is the exposure inclusion into such a widely held index will bring. Michael West, chief executive officer of BioTime Inc. (NASDAQ: BTIM), said in a statement, “The expected addition of BioTime to the Russell 3000 Index and Russell Global Index could benefit our shareholders by increasing awareness of BTIM among institutional investors, and the investment community in general, as we continue with our strategy to become a leader in the field of regenerative medicine.”
BioTime’s shares were up 7.5% to $6.88 in afternoon trading Monday.
Changes to the additions could still be made, and updates to the preliminary list are scheduled to be posted June 18 and June 25. The final membership lists for the Russell 3000, the Russell 2000 and the Russell 1000 will be posted June 28. With the changes, the combined market capitalization of stocks in the Russell 3000 — which reflects about 98% of investable U.S. equities – will grow to $13.4 trillion from about $10.6 trillion a year ago. The median market cap of companies included in the index will also increase to $802 million from $578 million.
Posted By: Ralph on May 28th, 2010 | No Comments
Some people have it. Others don’t. A handful of charismatic reps simply know how to charm the apathetic, convert the resistant and quickly develop the relationships needed to succeed in the pharmaceutical industry. In other words, these reps have an ability to establish “rapport.”
Sometimes rapport comes easily, like when you see a photo of a doctor’s sailboat and you happen to be an avid sailor. Sometimes rapport is more difficult. For example, you can probably think of several physicians who have never warmed up to your presence—even though you’ve given it your best shot.
This article provides five proven strategies for taking your rapport-building skills to the President’s Club level. As you will see, the ability to develop rapport is not only an innate talent, but also a skill that can be learned, practiced and perfected.
Strategy #1: Quickly Establish Similarities
Some of the most charismatic reps are masters at quickly finding similarities between themselves and others. Are you meeting a physician for the first time? Are you having challenges connecting with an office member? Reps who have the ability to quickly bond with others have a natural tendency to find commonalities.
“The essence of trust building is to emphasize similarities between you and the customer.”
Thomas J. Watson
Founder, IBM
Almost any similarity has the potential to ignite a spark. One rep had a hard time connecting with a physician. The rep said, “No matter what I did, the physician seemed to have a general disinterest in what I had to say.” After asking the staff for background on the physician, she discovered a similarity—both were married to men from Germany. During her next lunch, the rep brought up the similarity. It sparked a great conversation and the beginning of a strong relationship. “Now,“ said the rep, “I look forward to seeing her and she looks forward to seeing me. It’s amazing how one little thing has helped us bond.”
When you uncover things you genuinely have in common with physicians and office staff—hobbies, background, beliefs—you will find yourself drawn to them. In turn, they will be drawn to you. Similarities create relationships.
Strategy #2: The Popularity Factor
Have you ever been at a party when a stranger walks into the room and a friend says, “Oh, there’s Pete… he’s such a great guy”? What’s your new impression of Pete? You probably feel that Pete is a great guy—even though you’ve never met him!
The same process happens in offices. What happens when the receptionist says, “Oh, there’s Michelle, she’s our favorite rep”? Now everyone is on your side. People follow the lead of others. If the receptionists like you, the nurses will like you. If the nurses like you, the doctor will like you. Popularity is contagious.
Becoming appreciated by the total office pays off in countless ways. You’re treated with respect; you’re given priority for lunches and appointments; you’re provided superior access. In the meantime, you create enduring relationships.
Here are a few ways to put the power of popularity on your side:
Send a signal. When a doctor sees that you are popular with the lab tech, popular with the receptionist, and popular with the nurses—there’s only one conclusion the doctor can make: you must be a pleasure to deal with! Now the physician is more open to a relationship with you.
Jot it down. Remembering names and personal details of office staff members is one of the most powerful things you can do. When you know someone’s first name, they know you care. One rep said, “I jot down the names of office staff and one thing I discover about each person I encounter. It’s amazing what a difference it makes.”
Everyone counts. Treating everyone in the office with respect is not only the right thing to do, it’s also a smart business decision. I asked one area manager why her top-performing rep won President’s Club several times. The manager said, “She is nice to everyone. She treats the receptionists with as much respect as the physicians. You should see it. They want to help her.”
Strategy #3: Mirror Nonverbal Behavior
Can you build relationships by “matching and mirroring” the body language of physicians? Proponents of the matching and mirroring theory say that if you match the body language of your physicians, they will feel a bond with you. For example, if the doctor takes a relaxed posture, you should take a relaxed posture; if the doctor speaks slowly, you should speak slowly.
Does it work? Could something so simple really be effective? In one study, reported in The Journal of Experimental Social Psychology, researchers helped waiters match and mirror the behavior of their customers. Tips were increased by 60%. In a separate study, subjects who were “mirrored” consistently reported their interactions to be smoother and more pleasant.
This strategy of matching and mirroring is particularly helpful when you feel your personal style of self-expression is at odds with the physician. Trent Sanders, a specialty rep in Columbus, Ohio, reported how he resolved personality differences with his physicians. He said the following:
“I have a very expressive personality. I gesture. I talk quickly. I can be pretty dramatic. I’ve noticed, especially when I’m with a shy physician, that if I match the physician’s nonverbal behavior, the interaction is more successful.”
When you’re really good—when the physician is totally in sync with you—you will notice that the physician mirrors your body language. When you fold your arms, he will fold his arms. When you sit at a certain angle, he sits at the same angle. That’s when you know you have rapport.
Strategy #4: Feel Free to Compliment
Think about the last time someone gave you a really nice compliment. Now, think about the person who complimented you. How do you feel about that person? You probably recall positive thoughts and feelings.
Compliments are wonderful things. Not only do they help people feel good about themselves, but they also help speed the rate at which relationships develop. So the question is—are you integrating compliments into your day?
“There are two types of people—those who come into a room and say, ‘Well, here I am,‘ and those who come in and say, ‘Ah, there you are.’”
Frederick Collins
While shopping in Mexico one day, a one vendor called out to me, “Hey Hollywood movie star, come look at my stuff.” Although I look nothing like a Hollywood movie star, the compliment made me like the vendor. I purchased some of his products. One study published in the Journal of Experimental Social Psychology showed that compliments increase liking, even when the compliment is perceived to be inaccurate!
The point, of course, is not to provide insincere compliments, but to realize that sincere compliments are incredibly powerful tools for building relationships. Is the receptionist wearing an attractive bracelet? Let her know. Do you like the nurse’s new hairstyle? Tell her. Do you find that the physician is more articulate than most? Make it a compliment. When you get into the habit of complimenting people, you will be surprised at how they gravitate toward you. In the process, you develop stronger relationships.
Strategy #5 : Make Some Mistakes
University of California psychologist, Dr. Eliot Aaronson, has shown that we are attracted to competent people, but we are likely to form relationships with people who also show a vulnerable side.
When I first started my career in pharmaceutical sales, I became friends with a very popular rep named Glen. Glen wasn’t the typical rep. In fact, some people jokingly called him “scatter brained.” Nevertheless, Glen was a top performer. People loved him for his personality. Although he was extremely bright, he was always making fun of himself. He had an amazing ability to smile and laugh at his own behavior. As I think about him now, it makes me grin.
Have you ever noticed how people warm up to you after you share a funny story about yourself, especially when you share a story about one of your more comical mistakes? It helps them relate to you. It let’s them know that you’re human. If you want to form bonds more quickly, make sure that your offices see your human side. Use self-deprecating humor. Share one of your occasional blunders. And of course, never be afraid to admit that you made a mistake, or don’t know an answer.
Conclusion
Rapport is one of the essential ingredients that separates good reps from great reps. The good news is that everyone can learn the skills they need to build rapport with their doctors – even the challenging ones! As you apply the principles in this article, you will begin to notice yourself meeting more people, creating more connections and developing the type of relationships that make pharmaceutical sales enjoyable.
TEXT BOX:
“Rapport: relation marked by harmony, conformity, accord, or affinity”
- Merriam-Webster Dictionary
Please note that this article was written by two authors,
Scott Edwards and Sarah Taylor.
Scott Edwards is the author of the new book, Pharmaceutical Sales Solutions, a guide packed with insider secrets for gaining access and selling to busy physicians. For two FREE chapters from his book—go to www.GreatPharmaReps.com
Posted By: Ralph on September 29th, 2009 | No Comments
Many jobseekers are not aware that Medical Sales Marketplace offers numerous product levels that can impact their career path. Because of the vast multifacets of the industry, knowing where you are is important so you don’t get trapped or become stagnate.
The Five Basic Product Sales Levels are: (1) Pharmaceuticals (2) Disposables (3) Medical Devices (4) Small Equipment (50K-500K) (5) Large Equipment (500K-5 million)
Most people who begin their career without having past medical sales experience start in levels 1 or 2 depending on experience and many times “who they have worked for”. Once accomplished, after 3-4 years you need to evaluate yourself and determine if you like what you do and can be challenged, plus earn the type of money to keep you happy.
Choosing the right first job isn’t always possible because generally you’re just excited to “Get a Job in Medical Sales” and when given the first offer the answer is “YES”.
If that’s the case, you need to periodically evaluate your career, determine whether you can stay the course, be happy for a long time or start checking out your options in higher levels. Unfortunately, in my 30 years of recruiting, I have seen too many people get content, wait too long, then when the light finally goes off it’s often too late.
Once you get over 3 years in any level, both money and options to be a “Choice A Candidate” to that hiring employer, becomes less and less with each passing year.
When making career changes, to sell yourself you have to offer either product or market knowledge to command attention from hiring managers and companies. Of course demonstrating sales accomplishments over the past 2-3 years is also very important. Anything more than that is irrelevant and nobody usually cares what you did 7-8 years ago.
So my advice is to periodically evaluate your career path and future with your current employer and keep an open ear to other options when they present themselves. If you would like a professional evaluation of your employment path and advice on possibilities for future options send your resume to admin@medicalreps.com
Posted By: Ralph on August 27th, 2009 | No Comments
A Recruiter’s job is to find the “best person” for a position. Recruiters in general or specialty agencies are better known as Headhunters and specialize in matching a candidate’s skills, experience and personality to a particular job. Companies who want pre-qualified matches for their critical openings hire Recruiters to assist them in finding the best people.
Please Share your Good or Bad Experiences with Recruiters. Your recommendation could be very helpful to a fellow jobseeker
 There are two basic types of Recruiters. A Retained Recruiter is a Recruiter who has a contract with a client to find qualified candidates and gets paid whether or not their candidates get hired. Usually Retained Recruiters have specific industry expertise and a proven track record in their profession before a company is willing to hire and pay them a quaranteed fee. The more common choice by agency users is to operate on contingency arrangement. The Contingency Recruiter only receives payment if one of their referred candidates is actually hired by the company. This model is often preferred by most employers because they can utilize multiple Recruiters, creating competition and speeds up the process, but they only have to pay the successful Recruiter who produces the person they want to hire.
In 2008 approx. 35% of all medical companies used paid recruuiters with contingency leading the way at 85%.
Posted By: Ralph on July 14th, 2009 | No Comments
great article for us on the cell phone all day!
By MADISON PARK, CNN.COM
If your pinkie and ring fingers tingle or feel numb, you might not want to pick up that cell phone to call the doctor.
“I thought: ‘I’m turning old and falling apart,’ ” Malloy said.
Constant cell phone use could “stress out the ulnar nerves,” said Dr. Leon Benson, an orthopedic surgeon and spokesman for the American Academy of Orthopaedic Surgeons. The ulnar nerve, which travels through the forearm and branches into the hand, can become weakened and scarred after being stretched repeatedly.
“The more you bend it, the more it stretches,” Evans said. “It diminishes the blood supply, and the blood is not flowing through the nerves.”
While the nerves are designed for stretching, “it’s not normal to be in a position to be stretched for an hour,” Benson said.
People with severe cases of cubital tunnel syndrome, like Malloy, require surgery. But most cases require simple behavioral changes. The condition is not as common as carpal tunnel syndrome, which affects nerves in the wrist.
This doesn’t mean that cell phone use is dangerous, doctors said.
“It’s like anything else, any sporting activity,” Benson said. “You can hit balls at the driving range — just don’t hit 300 of them, because you’ll be sore. So common sense would dictate not to talk on the phone for hours if your small and ring fingers go numb.”
After surgery, Malloy said her hands are “fine now. It doesn’t bother me.” She still talks on her cell phone, but she uses a Bluetooth headset.
Cubital tunnel syndrome doesn’t affect only cell phone addicts.
Elderly people who rest their elbows on the arm of a chair can develop the syndrome, as can truckers and people who use wheelchairs who lean on their elbow, Evans said. Some people who sleep curled in a fetal position with their elbows overly bent can develop the syndrome. Another factor could be occupational. People who type in front of a computer, with their elbows bent tighter than 90 degrees, could damage their nerves.
Bending the elbow tighter than 90 degrees for an extended period of time will stretch the ulnar nerve by 8 to 15 percent, Evans said. The remedies are simple.
– Avoid activities that require the elbow to be bent tighter than 90 degrees.
Too much cell phone use can lead to overextending nerves, causing what doctors call “cell phone elbow.”
Orthopedic specialists are reporting cases of “cell phone elbow,” in which patients damage an essential nerve in their arm by bending their elbows too tightly for too long.
When cell phone users hold the phone to their ears, they stretch a nerve that extends underneath the funny bone and controls the smallest fingers. When talkers chat for a long time in that position, it “chokes the blood supply to the nerves. It makes the nerves short-circuit. The next thing you know, there’s tingling in the ring and small finger,” said Dr. Peter J. Evans, the director of the Hand and Upper Extremity Center at the Cleveland Clinic in Cleveland, Ohio.
When that happens, the advice is simple: Switch hands — before it gets worse.
Posted By: Ralph on June 11th, 2009 | No Comments
Most of us when considering a sales career in Medical we have a tendency to think Pharmaceuticals, Devices, Equipment, DME, Homecare, ie BUT the future is opening new possiblities in the Computer and Information Technology fields. It may not be calling on doctors, nurses and clinicians but it’s still very much healthcare.
The hospitals across the USA will spend over $4.5 billion on information technology this year and grow upwards of $7.5 billion by 2015, according to the experts.
This healthy growth will be fueled by such things as incentive payments for electronic health records under the federal economic stimulus. In addition to increases in spending on clinical automation by varies healthcare facilities, other factors contributing to I.T. spending growth will be the new ICD-10-CM codes for claims as well as the new 5010 standards for electronic claims formats, according to many leading authorities in the marketplace.
So you might want to think out of the box when searching for either that new job in medical sales OR broadening your options for veteran of the marketplace.
Posted By: Ralph on June 2nd, 2009 | No Comments
By Peter Stankovich and Sarah Taylor
Dr. Richards was one of the busiest internists in the area and he was writing prescriptions with both hands. But his office was impenetrable. Every pharmaceutical rep in the territory tried to get in and secure just five percent of his business. If one could succeed at this endeavor, he would be king and make his numbers for the year!
The first challenge was to build rapport with the staff and the second challenge was to get invited into Dr. Richard’s office. Only one representative from our company had ever made it that far, but his sales call proved unproductive.
To this day I don’t know if it was the alignment of the universe, the planets or just good clean living, but not only did I make it into Dr. Richard’s office, I also had a real heart-to-heart talk with him. In fact, I was invited to go boating with him later that afternoon!
My colleagues often asked what I did when I finally got face to face with Dr. Richards that got me an invitation to go boating – and later to secure a very large percentage of his business. The answer is this: I used a technique I call “Hot Buttons” to quickly and effortlessly build instant rapport. Using this incredible technique, I sold so much of my product to Dr. Richards and other physicians in my territory, that I became the #1 sales rep in the country for eleven months that year.
What, exactly, are hot buttons? Most people think of hot buttons as topics that quickly incense a person, and get their blood boiling with anger. Those are negative hot buttons, and we all know to avoid people’s negative hot buttons. However, there are also positive hot buttons. Positive hot buttons are topics that really fire a person up with excitement. These topics could be their children, their travels, their career, their hobbies, or other topics. Everyone has topics that they simply love to talk about – even the most introverted doctors – it’s just a matter of uncovering those topics.
Those of us who can quickly uncover other people’s positive hot buttons will promptly build rapport, trust, likeability and credibility with them. Access becomes easier in key offices, and sales numbers will climb. Salespeople who don’t know the art of uncovering and expanding on people’s positive hot buttons will struggle in their sales careers, and have a very difficult time building rapport with their customers.
So now that you know what positive hot buttons are, how do you go about uncovering them and using them to your advantage? Here are the five keys to hot buttons…
Key #1
Let Others Talk
Many people go into sales because they enjoy being around people, and love to talk. Interestingly, most six-figure salespeople are either introverts, or they have seriously learned to listen and let others do the talking. They have found that the more they let the other person talk, the more they themselves learn, and then the more they sell.
When you let other people do most of the talking, they will thoroughly (and unconsciously) enjoy being with you because you are showing an interest in them. So, the more you let the other person talk in a conversation, the more you will be liked! This will build your rapport with that person, and help you gain access into the office on future visits.
Furthermore, when you listen, you will learn incredible amounts of information about that person; you can uncover facts about his or her life, beliefs, and of course, prescribing habits. You can then use this information when you sell. Your goal should be to let others speak at least seventy percent of the time.
Key #2
Fish for Positive Hot Buttons
Everyone has a hot button that is itching to be pressed. It could be a core button, or a superficial hot button. Core hot buttons are topics that the person always loves to talk about, like cars, golf or cutting-edge medicine. Superficial hot buttons are more temporary, and are usually whatever is on the top of the person’s mind that day, such as a breaking news article, a new product indication, or hospital politics.
One way to find hot buttons is to look for clues in the office – a photo of a boat or a golfing trophy are signs of positive hot buttons. Asking more personal questions if time permits can also lead you to hot buttons. For example, by asking the physician if she has any plans for the holiday weekend, you might uncover her penchant for adventure travel or her love of volunteering.
You can also find out valuable information about the physician’s views on medical topics by fishing for hot buttons. Asking questions like, “What do you think about the hospital’s new policy on drug samples?” can give you important information about what that doctor thinks about the hospital, policies, the hospital’s decision makers, drug samples and even drug reps! But be careful: If you hit a negative hot button, mentally store the information and move on quickly. Staying with a negative hot button too long could hurt your rapport.
Key #3
Look for the Light
You can detect when you hit people’s positive hot buttons by watching them during your conversation. Pay attention to the conversation and pay attention to how they react to what is being said. They might talk faster, use more gestures, talk louder, or simply laugh or smile more often.
While you are talking to people, look into their eyes. If you hit a hot button, you will see a change in energy, as if a light were switched on in their head. If it is a positive hot button, their eyes will widen and their pupils will dilate. When you see this happen, stay with the topic and expand upon it, for they are genuinely interested and excited about the topic. Pupil dilation is an involuntary response and cannot be faked.
Key #4
Watch Their Body Language
While you are talking with the other person, watch their body language and notice the distance between you and the other person. Striking a positive hot button may draw the person closer to you, while a negative hot button may “repel” the person, and they will back off.
This approach to watching body language can be an excellent way to uncover a physician’s positive and negative hot buttons about your product during a detail: you can often notice the physician move slightly toward you and away from you as you talk about the various features and benefits of your product. The physician may not be verbally saying he doesn’t like your product’s safety profile, but his body language may tell you everything you need to hear. This information lets you know exactly where to focus your details to make the biggest impact.
Key #5
Fan the Fire
When you find a positive hot button, fan it with follow-up questions to keep it hot. Simple questions and comments like, “Wow, you’re adventurous! Tell me where else you’ve been!” or “How did you become interested in researching autism?” can keep the person talking.
Try to ask at least three follow-up questions for each hot button. Ask open-ended questions to get the physician to expand on what she is talking about. Ask close-ended questions to guide a discussion.
For example, if a physician seems to be concerned about your product’s safety profile, you might want to try open-ended questions like, “Can you tell me about a few patients that have had that reaction?” or “What have your patients been telling you about how they feel on product X?”
Close-ended questions that let you guide the conversation might include, “You have been talking about your concern for Product X’s safety (hot button) … would product X’s new, once daily dosing help to reduce your concerns about systemic side effects?” or “Would you be willing to try a lower dose in a handful of patients this month and see if you can get adequate results with less drug?
Make sure that, over time, you continually uncover new hot buttons, so your conversations don’t get stale and repetitive from discussing the same topics over and over. After a couple of calls using the same hot buttons, uncover some new hot buttons, and talk about those too. If you see an interesting article in the newspaper or a magazine about someone’s hot button, you may want to clip it out and bring it to them – it will show them that you listen, and that you think about them outside of your office visits.
Finally, make sure that you take great notes after each call so that you remember each person’s positive hot buttons in the office. Even those of us with the best memories will forget key points from last month’s calls.
Conclusion
The most effective salespeople are simply the best at zeroing in on what the customer wants, and what interests him or her. The better you are at finding these “positive hot buttons,” the easier your details will be, the more interesting you will become and the hotter your sales will be!
Posted By: Ralph on May 13th, 2009 | No Comments
GREAT ARTICLE by the folks at creativegroup for your enjoyment
Monogrammed stationery,a Rolodex filled with business cards, the Sunday want ads.
These job search tools have all gone the way of the dodo. But are you still using tactics that are similarly slated for extinction?
Like all trends, those that define the job search change over time — sometimes often, and sometimes dramatically. To give yourself the best possible chance of landing a new position, you need to use the most up-to-date approaches. And if you haven’t launched a job hunt in several years, you could be behind the times.
Here are some job search tactics that are “in” and “out”:
Out: Blanketing local employers with a résumé and cover letter addressed “To whom it may concern.”
In: Researching prospective employers and applying to companies where your skills and interests match their needs. In a competitive job market, a generic résumé won’t grab a hiring manager’s attention. The best applications are highly targeted to the opportunity. That means not only researching the appropriate contact so you can address the hiring manager by name but also detailing how your skills and experience can meet the potential employer’s exact needs.
Out: Stilted language in application materials (e.g., “Please find my résumé attached in response to the job posting …”).
In: More natural prose that provides a sense of your personality. Soft skills are more important than ever, and employers want to get a sense of your personality to ensure you will mesh well with existing staff members. So use your résumé and cover letter as a way to show the hiring manager who you are. But keep in mind that these documents should still remain professional — you can get your personality across without resorting to shorthand, slang or “text speak.”
Out: Using unusual résumé formats to hide employment gaps.
In: Filling potential gaps through volunteer or temporary work. Some job seekers have used functional résumés to downplay gaps in their work history. But this format — in which the person’s skills are listed at the top of the document, and the work history is truncated or omitted entirely — could raise red flags by making it seem like you have something to hide. Today’s hiring managers realize that many talented people are out of work right now through no fault of their own, so don’t feel like you need to hide a recent period of unemployment. Instead, demonstrate that you’ve remained professionally engaged while searching for a new position by taking on volunteer or temporary work.
Out: Overly detailed résumés.
In: Streamlined résumés that list relevant accomplishments. Hiring managers don’t have much time to devote to your résumé, so you need to make a positive impression right away. The best way to do so is to cut out unnecessary information from your document — for example, accomplishments from a job you held two decades ago, the clubs you belonged to in college (unless you’re a recent graduate) or that your references are available upon request. Focus on the skills you have that match the employer’s requirements and, in particular, bottom-line contributions you’ve made in previous roles.
Out: A narrow focus in your job search.
In: A broad view of how your skills might be useful in various roles. In today’s job market, you may need to be creative to land a new position. Think about the skills you possess and how they could be applied in new ways or in an entirely new position or field. For example, your experience spearheading a product launch could position you for a role as a project manager.
Out: Networking occasionally.
In: Networking constantly using tools such as LinkedIn, Facebook and Twitter, as well as in person. The best way to find a job remains through word of mouth. And, in the recession, a lead or referral from a contact can give you the edge you need to land a new position. Online networking websites make it easy for you to keep in touch with members of your network, but keep in mind that face-to-face interaction is still important. Offer to treat people to coffee on occasion to catch up and talk about your search.
Out: A set reference list.
In: A customized reference list for each opportunity. Like your résumé and cover letter, your reference list should be fluid and targeted to the opportunity. When providing this information to a prospective employer, think of who can speak best about your most relevant skills for that position, not who has the most impressive job title. For example, if you are interviewing for a management position, have the hiring manager reach out to individuals you’ve supervised in the past.
Out: Ending the interview by asking when they’ll be contacting you.
In: Ending the interview by asking for the job on a trial basis. It never hurts to be proactive. If you feel the employment interview has gone well, don’t be afraid to ask if you can prove yourself on a temporary basis. You’ll demonstrate your enthusiasm for the job and desire to hit the ground running.
The fundamentals of the job search — reaching out to employers and making a positive impression — haven’t changed. But the tools for doing so are different today than even just a few years ago. Make sure you understand the current trends to maximize your success on the job hunt.
The Creative Group is a specialized staffing service placing creative, advertising, marketing and web professionals with a variety of firms on a project basis. For more information, visit http://www.creativegroup
Posted By: Ralph on April 28th, 2009 | No Comments
Are you a new jobseeker wanting to break into medical sales but finding it hard? Well, maybe you’re not looking in the right places.
If you can’t secure interviews with major pharmaceutical and hospital device companies maybe you ought to explore the “Specialty Markets”
Over the past few years a number of specialty market areas have developed. They allow jobseekers the opportunity to begin a career in healthcare by entering thru the side or back door without “the perfect education and sales experience”.
Two of the fastest growing of these specialties are the nursing home and home care industries. Today there are 80 Million people in the “baby boomer” generation who  are between 55-62 years old. In the next 3-10 years, these people will be reaching retirement age.
Services directed to this group are IV infusion, nutritional care, skilled nursing services, rehabilitation therapy, dialysis treatment, and peritoneal services to name just a few. New services and products are constantly being developed to take advantage of this trillion dollar market.
Another growing segment is the durable medical equipment marketplace. This market is generally retail operation with both inside and outside representatives.
Products such as specialty beds, wheelchairs, walkers, ventilators, surgical and medical supplies.
New area keep developing because as technology advances. Insurance and goverment are constantly changing guidelines; they want products and services that save money.
So OPEN YOUR EYES to the specialty markets, IT JUST MIGHT SURPRISE YOU!
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