A seven-year survey of medical representatives found that they expect their leaders in field and sales management to be honest, competent, and forward-looking. Specifically, the survey found that team members most valued leaders who are honest (87%), competent (74%), and able to look ahead to future opportunities and challenges (67%).

1. According to a seven year survey conducted by Best Practice Magazine, team members
(Medical Reps) expect their leaders (Field Manager/Area Manager/Regional Sales Manager) have
qualities as follows -
Talk to people (Customers) in their own language. If you do it well, they will say, 'God, he
said exactly what I was thinking. And when they begin to respect you, they will follow you to the
death.
Honest - 87%
Competent - 74%
Forward looking - 67%
Inspiring - 61%
Intelligent - 46%
Fair minded - 42%
Broad minded - 38%
Courageous - 35%
Straightforward - 33%
Imaginative - 32%
Pharma Field Force Excellence
Author : Anup Soans, Editor, MedicinMan, India.
Rewrite: Masum Chowdhury, Manager, SBM, Asiatic Laboratories Ltd. E-mail: masum.pha@gmail.com