Reaching the veterans: Managing and developing tenured representatives

Herman, Rayna
September 2006
Pharmaceutical Representative;Sep2006, Vol. 36 Issue 9, p26
The article reports on the strategies that district sales managers can adopt to manage and develop seasoned sales representatives. The managers should challenge representatives to grow and develop by setting high performance expectations for the team. With the passage of time, managers should regularly take the veteran representatives into consultations. Moreover, these representatives should be kept informed about the broader objectives of the company.


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