Sales Hiring and Employment Advice

Tag Archives: career

Do You Want to Live the Most Profitable Season of Your Life?
March 24, 2014
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by Dan Miller

Success is not an accident. It’s the result of careful introspection, planning and taking action.

“Dan, the merry-go-round of my professional life has left me no farther than a few steps from where I got on and now with a weak stomach.” Thus began the description of life from a very “successful” attorney.

Many times a career path starts because of circumstances, rather than priorities. Family expectations, chance occurrences, a friendly teacher, or seeking money can lead us down an unfulfilling career path. It’s tough to make good choices at 18 that will be meaningful at 45. Just recently, I saw a 44-yr-old client who opened with the comment, “I’m tired of living my life based on the decisions made by an 18-yr-old.”

merry-go-round

If your work life is not providing a sense of meaning, purpose and fulfillment, draw a line in the sand. Decide what the ideal day would look like; how you would spend your time, what skills you would use. Money is ultimately never enough compensation for investing one’s time and energy. There must be a sense of meaning and accomplishment.

And a surprising thing frequently happens while making a fulfilling and worthwhile contribution – rather than learning to live on “beans and rice” there is often the release of a financial flood. A former pastor, who is now a well-known artist, relates that his income is 8-10 times what it was previously. And this while finding authenticity in his God-given calling. The frustrated corporate executive who is now a web content and book writer tells me that she has reduced her work week hours by 2/3 but has increased her income 3 times over. Scott Adams escaped the cubicle and became a multi-millionaire with his “doodling.”

You’re a different person after 10, 20 or 30 years in the workplace. You should know more about yourself and you certainly are a candidate for things you were not at the beginning of your career. Maybe it’s time to take a fresh look, realign and move into the most productive and profitable season of your life.

Life is too short for “merry-go-round” sameness.

Believe that a life of purpose and meaning is your best source of financial success as well. I hope it’s no secret that’s it’s easier to make money doing something you love than doing something you hate. Success is not an accident. It’s the result of careful introspection, planning and taking action.

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Dan Miller, President of 48 Days LLC, specializes in creative thinking for increased personal and business success. He believes that meaningful work blends our natural skills and abilities, our unique personality traits and our dreams and passions. Dan is active in helping individuals redirect careers, evaluate new income sources, and achieve balanced living. He believes that a clear sense of direction can help us become all that God designed us to be.

Dan is the author of the New York Times best-selling 48 Days To The Work You LoveNo More Dreaded Mondays and Wisdom Meets Passion.

The Perfect Storm: Why you should consider a Career in Healthcare Sales
March 14, 2014
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by Gary Polsky

Looking for a Sales Career with High-Growth Potential? Consider Healthcare.

There’s a reason the most successful people in the world agree you need to “follow your passion” to find success and fulfillment in business and beyond. It’s true. But it takes more than dedication to a dream to carve your niche in life—it takes strategic planning (and usually a bit of luck). That’s where looking for emerging opportunities comes in.

If you have a heart for helping others, a knack for making meaningful connections, and the desire to work in a fast-paced, high-growth industry, it’s a great time to consider a career in healthcare sales.

The Perfect Storm

An aging population and healthcare reform are fueling the expansion of an industry projected to lead job growth into the next quarter-century. From assisted living to wheelchair sales, the healthcare industry is gearing up to accommodate the medical and nonmedical care needs of an increasingly graying populace. According to the U.S. Administration on Aging, the number of Americans older than 65 will skyrocket from about 40 million in 2010 to more than 72 million in 2020. To meet these seniors’ care demands, the Bureau of Labor Statistics predicts that almost six million new jobs will be created in the healthcare and social assistance industry through 2020.

JobGrowthGraphic

The healthcare and social assistance sector is expected to grow by more than 5.7 million jobs by 2020.

Source: U.S. Bureau of Labor Statistics. Graphic from Selling Healthcare: 5 Strategies to Create High-Return Relationship in Healthcare Sales (Que Publishing, 2013)

In addition to the aging boom, the Affordable Care Act (ACA) is already starting to open new healthcare markets and provide formidable fodder for sales professionals’ value propositions. In a nutshell, the ACA rewards efforts that expand access to care, improve patient outcomes, and reduce costs.

So, now more than ever, exciting growth opportunities await healthcare sales professionals who can craft strong value propositions around products and services that:

  • Improve quality of life for older consumers—including enhancing the continuum of care for Medicare beneficiaries
  • Improve outcomes and reduce costs for chronic illnesses such as diabetes and heart disease
  • Address the needs of the more than 30 million Americans, mostly younger than 45, who will have first-time access to affordable health insurance
  • Reduce the overall financial burden on the healthcare system

Opportunities in High-Potential Markets

The time is truly ripe to forge a fulfilling career in healthcare sales. I’d encourage you to explore opportunities in six key areas that are poised for tremendous growth: wellness (preventative) care, pharmaceutical, medical device, healthcare IT, home health, and hospice.

1. Wellness and Prevention
In the healthcare industry at large, emphasis is shifting from treating sickness on a fee-per-service basis to maintaining overall health and managing illness before it reaches acute proportions. In fact, the National Prevention Strategy (a product of the ACA) is a comprehensive plan designed to shift the health system’s focus from treating illness to preventing it. It’s backed by the Prevention and Public Health Fund, which allocates $10 billion over 10 years to improve overall health and restrain the rising healthcare costs attributed primarily to chronic disease. That’s a massive investment that will create amazing opportunity in this sector!

2. Pharmaceuticals
There’s also great opportunity for pharma reps who align with drugs designed to effectively and affordably treat cumbersome chronic conditions, and for reps who demonstrate success at marketing medicines aimed at prevention. The most successful reps will base their value props on “patient-centered outcomes”—a buzz phrase in healthcare today.

3. Medical Equipment and Supplies
The modern healthcare trifecta—a graying population, a rise in the number of patients suffering from chronic disease, and proclivity for prevention—also is driving demand for medical devices ranging from walkers to joint replacements to digital imaging gear. Again, salespeople who make compelling connections between their products and patient-centered, value-based outcomes will enjoy success in this sector.

4. Health Information Technology (IT)
The future also looks bright for sales professionals marketing technology that will enable healthcare providers to remain better connected with their patients and each other, improve quality of care, cut costs, and provide services to patients in remote locations. One study projects that the number of people who use teleheath services—such as remote monitoring after getting discharged from the hospital—will explode from about 308,000 in 2012 to 1.8 million in 2017.

5. Home Health
As a hospice provider, I know from experience that most people suffering from health issues want to stay in their own homes whenever possible. And there’s a great deal of satisfaction that goes along with providing that care at home. The potent combination of an aging population and an industry shift toward emphasizing the overall value of care in the patient’s own home will fuel an 80 percent increase in total home health employment by 2020, the BLS predicts.

6. Hospice
One of the many reasons I’m so passionate about the hospice care model is that it focuses on improving quality of life while embracing the progressive philosophies highlighted in healthcare reform. Hospice takes a collaborative, patient-centered, and cost-effective approach to making the end of life as pain-free and peaceful as possible. It’s an awesomely rewarding career path, and one that will continue to require compassionate consultants to market its unique services.

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Gary Polsky is a 30-year veteran of the healthcare industry and is experienced in managing home infusion sales to running hospitals to founding hospice companies in four states.  He is currently the President/CEO for Solari Hospice Care, founder of Apex Lifestyle Design and wrote Selling Healthcare: 5 Strategies to Create High-Return Relationships in Healthcare Sales was. Gary regularly writes about sales strategies, motivational leadership, relationship development, the healthcare industry and entrepreneurship.

Epidemic Behaviors in Today’s Workplace: Are You at Risk?
February 24, 2014
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by Bonnie Low-Kramen

Thirty-five percent of the American workforce has been bullied. Seven out of 10 employees leave their jobs because of a bully.

In the few short weeks since the beginning of January, here are just two of the headlines that have appeared in respected business publications: “Is Your Boss a Psychopath?” and “A Survivor’s Guide to Bullies, Backstabbers and Bastards.” Words like “toxic, destructive, revenge, screaming, crying, and storming” fill the paragraphs. Books on the subject include “Snakes in Suits” and “Sociopaths at Work.” And of course there are the films, “The Devil Wears Prada” and “The Wolf of Wall Street,” which depict these not-so-fictional antisocial behaviors that are epidemic in today’s workplace.

There is a plethora of information about what to do if you work for one of these tyrants, but how about if you are the workplace bully inflicting all this pain and suffering?

This blog post is for you.

Answer these five questions to determine if you are a bully.

  1. Have you yelled at someone today and on most days?
  2. Do you slam doors when you are angry?
  3. Have you publicly humiliated and demoralized co-workers by calling them morons, idiots, and other disparaging epithets?
  4. Do you throw things, stamp your feet, and pound your fist on the table to make your point?
  5. Do you make fun of co-workers with mean-spirited insults?
  6. Recent stats: Thirty-five percent of the American workforce has been bullied. Seven out 10 employees leave their jobs because of a bully.

If three out of five answers were “Yes,” here are five reasons to alter your behavior right now.

Because you lead by intimidation and fear, most everyone is afraid of speaking with you at all, never mind telling you important truths about your business. There is a lot that you are not being told about what is going on. No one seeks to be the dead messenger.

Co-workers who are respected and valued produce better work, are loyal, and go above and beyond when problems arise. The converse is true for colleagues who are disrespected, demeaned, and not acknowledged for the experience and talents that they were hired for in the first place. Your colleagues may be physically there, but not really there. The term is “presenteeism.”

Your co-workers may be at their desks but many of them are busy looking for the exit – and they are doing it on the company dime.

Perhaps you are bullying only one person? It is true that bullying takes the biggest toll on the victim but the witnesses of bullying also pay a high price, and they too will also look to quit. Have you heard of survivor’s guilt?

Costs for employee sick time, litigation, and replacing staff are skyrocketing. The word has gone around about how you treat people, so new staffers receive “combat pay” just to take the job. Plus, bottom line profits are directly impacted by the job satisfaction levels of employees. Bullying is very expensive.

Convinced to turn things around? Here are five things to do about it.

  1. Hire a counselor or coach who specializes in bullying behaviors.
  2. Have one on ones with your most valuable co-workers and give them permission to tell you the truth. Really. Take notes.
  3. Apologize to those you have hurt. Sincerity counts.
  4. Speak with your HR department to set realistic and actionable policies regarding bullying. Involve your co-workers in the creation of these policies and then work with HR to post them on your website.
  5. Encourage your co-workers to openly communicate with you as often as needed. Emphasize that they will not receive retribution.

The bad news is that you have been a bully. The good news is that you made it to the end of this blog post in the hopes of finding the reasons to make a change. If you are still in doubt about whether you are a bully, just ask your co-workers. Their eyes will say it all.

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Best-selling author of Be the Ultimate Assistant, A celebrity assistant’s secrets to working with any high-powered employer, Bonnie Low-Kramen worked for 25 years as the personal assistant to Oscar winner Olympia Dukakis. Her passion is about improving the American workplace through the training of assistants in workshops and presentations in major U.S. cities, Toronto, and London. Bonnie is a co-founder of New York Celebrity Assistants and is a contributing writer to Executive Secretary Magazine. Through the Glassdoor blog, Bonnie raises relevant and timely workplace issues written to inspire positive change in the relationships between assistants, employers, and co-workers.

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