- Written by Glenn Guilfoyle
- Category: In the media - Pharmacy
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Click on the image below to see part 2 of Glenn’s article in the AJP:
Author: Glenn Guilfoyle
Click on the image below to see part 2 of Glenn’s article in the AJP:
Hire for sales attitude and aptitude – not technical knowledge? Are we witnessing the commencement of the turnaround? When I started my career in sales in the good old days of the mid 80’s, the world for B2B sales organisations and professionals was so, so different to now. We would not have believed it possible […]
Please click below to read Glenn Guilfoyle’s latest article in the AJP Click here to read part 2 of the article
What is the current reality telling us about what the next reality will look like for corporate field-based sales teams? For many B2B sales organisations, the first quarter of the current century will be punctuated by two cataclysms. The GFC and …….. now………Corona/Covid19. One of the manifestations for many B2B sales organisations following the GFC, […]
Please click below to read Glenn’s latest opinion piece from Women’s Health Magazine, Autumn 2020 edition:
A long standing client of ours asked us about this recently. Three things were bothering him in terms of productivity and cost-to-mobilise of his own sales team … Are there ways to rebalance our traditional reliance on the face to face visit and the phone, in order to rise above all the noise and clutter […]
Its 5pm Friday afternoon. Betty is just about to knock off for the week. She walks into the staff tea room to look on the pin board to read next week’s roster. “Bummer… I am on the early shift Monday morning”. Because the trusty roster tells her nothing more than the times of the day, […]
Fairly benign question, huh? As players in the space occupied by Heads of Sales throughout corporate B2B Australia, we would have all been taught a similar principle. And this principle would usually go something like this… An opportunity should be sourced for possible entry into the pipeline, by: applying standard company profile criteria of attractiveness […]
A 2016 edition of Forefront featured the Pharmacy Guild of Australia’s Customer Experience Index (CEI). The index found: 98 per cent of customers said pharmacy staff respected their privacy 97 per cent agreed that pharmacy staff understood their health conditions 93 per cent of customers agreed that pharmacy staff ensured non-prescription medicine was safe for […]
“How can I do my end of month sales forecast for The Exec, when you guys don’t input or update your % probabilities of conversion into your pipeline tracker!”… laments the frustrated Head of Sales to his brow-beaten Sales Execs at the monthly sales meeting. Sadly… a common lament. Yet so many imploring Heads of […]