Hitting target gets you noticed. It does not get you promoted on its own.
Many reps hit target every year. Only a few are chosen when a first-line manager role opens. When I look at who gets that role, the difference usually shows long before the interview.
Three things I look for:
- The rep others ask.
- "Can you show me how you handled that doctor?"
- Managers promote people who are already teaching.
- The clean record.
- Calls, expenses and reports are accurate, on time and never need chasing.
- Trust is the first qualification for managing others.
- The business view.
- "Sell-out at my pharmacies dipped this month. Here is why, and my plan."
- He thinks beyond his own call list.
None of these appear in a sales ranking. All of them are visible to the people who decide.
If you want the next role, stop waiting to be noticed for your numbers alone. Start doing the parts of the next job that are already open to you.
“You are promoted for the job you are already doing beyond your job.”
Lesson 3 of 11 in Step 9: Growing your career, with the full guide and a checklist for this week.