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Edition 4 July 2004

10/07/2004

Welcome to the fourth edition of Pharmaceutical Sales Management.

Our theme this edition is Improving Performance. At the July meeting of the Pharmaceutical Sales Managers Group (PSMG), we enjoyed a fascinating workshop that focused on improving our own performance through self-development. If you were unable to attend the meeting, the report on page 8 should give you a flavour of what you missed.

Also in this edition we look at improving the performance of representatives through field visiting. A core part of every regional managers role, this is something that many readers may feel that they, and/or their managers, can do with their eyes closed! Perhaps now is a good time to open those eyes and review the bad habits that have been picked up and the good intentions that have fallen by the wayside!

If you want to improve performance, creating a sustainable change in behaviour is often the key. The article on Behavioural Change Management on page 4 gives some valuable insight into how to achieve this sort of change. Those of you who feel that performance is beyond improvement should read the articles on the Mock Employment Tribunal and Employment law update before you take any radical action!

PSM has also been looking at ways to improve its own performance by gaining feedback from its Advisory Board. A summary of the recent review meeting can be found on page 7. If you have any feedback to add, or would like to contribute, we would love to hear from you at editor@pharmamanager.co.uk. In the meantime, we hope that this edition will help us all to make at least a small improvement in performance!

	Creating Sustainable Change - A Review of Change Management
	Change Management- a buzzword of our time. But what does it mean and does it deliver long term change? There are a number of definitions of Change Management that can be found through a quick search on the web. One that particularly seems to sum up the popular opinion of change management sees it as: (the) methods and processes that assis ...

Ensuring PSM is Immediately Relevant To You and Your Role!
Summary of the Editorial Advisory Board Meeting

	PSMG Summer Meeting
	The 12th and 13th July saw the PSMG meet for the second time this year. Entitled Self Development, the meeting attracted the largest ever number of delegates with over fifty senior sales managers attending. The groups Chairman, David Garmon-Jones welcomed around a dozen new members before providing a summary of the mornings committee meeting.

Your Company in the Dock? - Mock Employment Tribunal HR & Sales Forum Event
Pat Harris, having been dismissed from his pharmaceutical sales representative job, made a claim of unfair dismissal against his employer. On Friday 23rd April 2004 he appeared at the ensuing Empl ...

	NHS News - CDM an idea whose time has come. At last!
	The Department of Health is now besotted with the idea of Chronic Disease Management and its involvement with the concept will build now that the CDM Public Service Agreement has emerged. Coupled with a putative target to avoid hospital admission and therefore move more care into the primary sector the resulting frenzy of new activity will pr ...

How to run successful field visits
Up since six, crawling through the traffic, ready for a field visit, I parked up and spotted her car waiting for me. I strode over, opened the door and said, Hi. She took one look at meand burst i ...

	Employment Law Update - The End of the Off the Record' Discussion?
	A large majority of you will no doubt have had 'off the record', or 'without prejudice' discussions with employees that you want to dismiss, regarding a settlement package. Without prejudice negotiations are thought to be an effective way of avoiding an otherwise protracted performance management or disciplinary process.