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Tips for Recruiting and Training Pharmaceutical Representatives

Is Biopharma Missing the Mark on Recruiting and Training Sales Representatives?

In 2011 81% of physicians surveyed said they wanted Higher Quality Sales Representatives. Higher Quality means sales representatives who were better educated and trained, more experienced and consultative and competent when discussing clinical studies. This issue will focus on two things you can do to improve the perception doctors have of pharmaceutical and medical sales representatives, Recruiting and Training.

Over the past decade biopharma has been focused on recruitment of new sales representatives with the objective of winning the “share of voice” or “arms” race. Many people believe we have sacrificed quality for quantity. Years ago we used to hire nurses, pharmacists and nutritionists as sales representatives who had extensive clinical backgrounds.

Now that the “Arms” race is over, it is time to begin to hire representatives with more clinical expertise. There are a lot of reps with prior pharma experience to choose from now so make sure you determine during the interview if the candidate possesses a knowledge of understanding and presenting clinical data and discussing evidence based medicine.

A good way to do this is to ask the candidate to speak extensively on their previous product and look for depth of disease state knowledge. Determine if they understand treatments other than their own and if they can discuss clinical data.

While the biopharma industry is known for rigorous training, our current methods are lacking. Physicians are willing and eager to see representatives who provide value by expanding their focus beyond product to include disease state knowledge and clinical research.

It can be as simple as understanding clinical problems your products can solve and discovering which problems the doctor is experiencing. The percent of doctors wanting more discussion of clinical studies has risen from 80% in 2005 to 89% in 2011.

This leads us to believe that the industry has not improved on this measurement, rather we are getting worse. I suggest a return to the basics of presenting clinical studies the way they are set up in the study abstract. Each study abstract is organized according to the SOAP communication format.

Biopharma may be missing the mark on recruiting and training sales representatives who are competent at discussing clinical studies and evidenced based medicine, but this can be reversed by improving the way we recruit and train new sales professionals we hire into this industry. It is up to us to give doctors what they want and need in industry representatives.

Computer Forensics Education and Training

Computer forensics professionals are increasingly in demand. Computer crimes have increased dramatically over the past decade and have become one of the most targeted ways to commit crime. Tens of millions of dollars are lost each year from information stolen from a computer. This has lead to growth in the field of the forensic study of computers

To get a career in the field of forensic study of computers, you typically need a Bachelor’s degree in computer forensics or related degree such as computer engineering or information systems security with additional training. Master’s degrees, Ph.D.s, and certificate programs are also available for this field.

Forensic computer investigators need a broad range of technical skills and knowledge including computer software, network security, protocols, routing, computer file formats, cryptology, reverse software engineering, diagnostic techniques, and password cracking. In addition to technical skills, experts in the forensic study of computers must have good oral and written communication skills, work under tight deadlines, be detail oriented, and understand and comply with investigation procedures. Professionals in this field have to write detailed reports and may provide testimony in court in criminal cases.

Aspiring computer forensics professionals may specialize in a particular area. For example, if a person specializes in financial crimes, additional coursework in finance and accounting may be required. Some employers are willing to accept industry related experience and equivalent knowledge in place of a forensic study degree.

Aspiring computer forensics professionals can obtain a lot of good information about available jobs on a career website such as By having the stated skills and qualifications employers are looking for, you can be much better prepared to start a career in this field.

Dental Assistant Careers – Duties of and Training Required

Dental assistant careers are jam-packed with responsibilities and rewards. And, dental assistant schools make it easy to train for this exciting, well-paid career.

The overall responsibility of a dental assistant is to maximize the efficiency of a dentist’s office. They handle everything from hands-on patient care to back-end office paperwork.

Dental Assistant Careers: An Overview of Education, Duties and Training

Training for this profession requires study of the hard sciences like microbiology, physiology and anatomy. Further coursework is necessary in general dentistry and dental hygiene. In addition, this profession also requires that students develop superb communication skills. This is because they interact with patients on a multitude of levels, eg, scheduling appointments, receiving payments, and doing patient intake.

Dental assistants also order dental and other supplies for the office in which they work, and keep treatment records.

Dental Assistant Careers: Where to Get Your Training

Technical schools normally offer the quickest route to obtaining training as a dental assistant. Usually you can complete a program at a technical college in one year or less. Completion of a program at a technical college allows you to apply for entry-level positions in many cities.

The best technical schools offer externships, which allow you to practice your skills in a real-world setting. This is the best kind of training and is highly desired by potential employers. In many cases, students are hired by employers that they intern with, making a job search unnecessary upon program completion.

Dental Assistant Careers: What’s a Typical Day Like

A typical day in the life of a dental assistant varies. It depends on the setting/practice one works in. For example, some work very closely with their dentist, assisting them with everything from patient intake to laying out instruments. Others may spend a vast majority of their time in a laboratory; while others may take a more administrative role, eg, doing billing, scheduling appointments and updating patient files.

The bottom line is, this is an in-demand healthcare profession. There are always part-time and full-time positions available, making it an ideal choice for those who like career flexibility.

To learn more about Dental Assistant Careers in Colorado Springs and what it takes to enter this exciting field, contact IntellicTec Medical Institute.