The question
What to say depends on where the rep is standing, who the HCP is, and how long they have. That is ninety distinct conversations. Your best reps know them by instinct, and they are the ones most likely to leave.
Your commercial model
The judgement that makes a rep effective takes four or five years to build. Plenty of them are gone before that.
A rep can learn the six stages in a week. Knowing which of them a corridor actually allows is what takes years. Training transfers judgement to a person who then leaves; this puts it somewhere it stays. Field-observed
THE REST OF THIS PILLAR
The working version is not public. If you are evaluating this, tell me what you are looking at it for and I will open it.
Request access Already have a link? It unlocks on its own.Your channel mix sets a ceiling on gross margin. Most teams have never calculated what it is, or how far below it they sit.
Open →Training is an event. Adoption is a journey most programmes never measure.
Open →Awareness that ends at a view is spend. The version that ends at a patient who presents is demand.
Open →Five questions place your real leverage with a partner who holds your registration.
Open →Each pillar works a little on its own. Interconnected, they show the whole picture. See all six pillars →