A Day in the Life of a
Casey R. Thompson
November 29, 2010
A Little About Me
• Began selling candy in the 80’s at the age of 9
– (or maybe sooner, let’s ask your professor!)
• Babysitter, Tennis Instructor, Waitress,
Bartender and student in the 90’s
• Clemson Graduate 1997
• Sales 1998 – present
– NCR Systemedia Group 1998-2000
– Pfizer, Inc. 2000 - Present
Why did I choose sales?
• Enjoy educating and helping people
• Welcome new challenges
• Love to learn new things
• Know your competitors!
• Why are you better than your competitor?
• How does your customer view your competitor?
• What does your competitor do better than you?
• If you do not have the passion to sell, you will
• Life is too short to do something you do not
• “Sales is either the hardest high paying job or
easiest low paying job you will ever have!”
• Be an expert in what you represent, no one
should know your product better than you!
• Research why your product provides value for
this particular customer.
• Know how to “educate” your customer.
• Public Opinion/Media
• Self motivating
• Stand behind your product
• Learn from your mistakes
• Never give up
• Commit to your company, colleagues, peers and
• Follow through
Learn New Things
• You can never know enough about your
product or the information that surrounds your
• Worked directly with purchasing/operations
• Provided analysis of products and ROI to the
customer along with proposals and followed
through the purchase order process.
• Sold paper rolls, ribbons, forms, etc.
• Managed and grew 1M$ in accounts.
• Finished the year over quota qualifying for the
• Sold 11 products in 10 years
• Have had 6 managers, and 5 territories
• Called on Rheumatologists, Internists, Primary
Care, Orthopaedics, Urgent Cares, Podiatrists,
Urologists, Neurologists, Cardiologists,
Pharmacies, Endocrinologists, OB/GYNs,
Hospitals, General Surgeons and Long Term
• Have won one trip and several contests.
• Insurance Companies
• Formulary Status
• Rules and Regulations
• Time management
• New Technologies
Day in Day out
• Schedule: 10 calls a day
• Get in the car and drive to first office
– Check voicemail
– Double check calendar
– Order any meals needed for next day
– Get to first office
– Pre-call Plan
– Enter office, wait to see doctor, speak to staff
– Put up samples, wait to see doctor
– Detail doctor, obtain signature if needed
– Drive to next office and repeat until lunch appt
– Arrive to lunch appt and spend up to 2 – 3 hours educating office and drs
– Repeat morning schedule
– Make pharmacy call
– Do paperwork
– Family activities, dinner, bath and back to the computer
Day In Day Out Part II
• Phone Calls from manager/counterparts
• Conference Calls
• Changes in Managed Care
• Changes in office staff
• Changes is rules of pharmaceutical visits
What is the upside?
• Manage your own time
• Rewarded for your efforts through peer and
upper management recognition
• Awards: Points, Trips, Debit Cards
• Patient Gratitude
• Benefits (Health Insurance, Company Car, etc.)
Where to go from here?
• Sell yourself
• Look into internships
• Have a mentor
• Create a strong resume
• Use your career center if available