Lingo Bingo and the death of your Medical sales

You've learned about the ABPI (Association of British Pharmaceutical Industries), you've covered the 5 P's (Planning and Preparation Prevents Pretty Poor Performance), and now you're onto setting SMART objectives (that's Specific, Measurable, Achievable, Reviewable and with Timescale) after which you're going to SPIN selling and IDEALs (I'm not even going to bother).

Hang in there because the Lingo Bingo has only just started, it won't be long before your RBM (regional sales manager) calls you to 'touch base' (see how you're doing) and discuss the beginnings of your PDP (personal development plan) once you finish your ITC and get out into the field.

Are you getting the picture? I've seen it time and time again. It's like inserting a new micro chip in the back of there neck with a whole new load of programs and terminology. Be beware as you installed what is only industry specific, and in some cases company specific software. The problem is, you're hit with so much of it so quickly, you can quickly find yourself talking a language that even your best friend wouldn't understand and would switch off within seconds.

The reason for the article is to warn you of the potential negative effects of the pharmaceutical industry obsession with acronyms and 'business speak'. It can be quite over powering and I've seen new rep's in the field blurt out sentence after sentence of their new language to new customers only to be met with blank looks, only to wonder why.

The moral of the story here, by all means join in with the game, find an acronym for everything and speak the language within your company but keep it here where it belongs, otherwise you may find your sales, and your friends and family suffer!

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Good luck