America's largest healthcare recruiting firm.


For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales

Building Team Culture in a Workplace of Individuals
Many of the daily activities of an average medical sales pro take place in comparative solitude. Med and pharma sales reps spend their time on the phone with clients, on the road to a meeting, preparing for a conference or gathering data for a negotiation, but these tasks don’t always require the support and teamwork of colleagues and co-workers. At the same time, an atmosphere of friendship and congeniality can support personal success and foster company loyalty. And sales reps who appreciate and trust their teams tend to be happier and get more satisfaction out their jobs. So as a sales manager, what can you do to make this happen? 

Emphasize external, not internal competition. 

When your team outmaneuvers a competing company or lands a key contract, that’s a reason to celebrate. But if one team member outmaneuvers or upstages another, that’s not. Of course, some degree of internal competition is unavoidable if you’re working with ambitious type-A strivers, but you don’t have to fan the flames. Don’t encourage contests and don’t reward those who excel at their teammates’ expense. Be diplomatic and cultivate diplomacy in the workplace. 

Discourage toxic behavior. 

Don’t sit on the sidelines and ignore those who sow discord. Actively frown on employees who backstab or abandon each other in a time of need. If two members of your team aren’t getting along, intervene and try to help them resolve the conflict. Don’t pretend it isn’t happening. 

Encourage socialization outside of work. 

Whenever possible, sponsor Friday happy hours and ask your teams to attend. Periodically engage in team-building sessions and trust-building exercises, both in and outside of work hours. An occasional weekend retreat can create memories, and a softball team or mini-golf outing can provide a welcome break from stale routines. Sometimes the best way to pull your team together is to turn them loose on a non-work-related task, like a day of community service. Try building homes for the homeless or organizing a local stream clean-up. 

Encourage positive habits. 

Compliments and recognition should be a near-constant aspect of your workplace. High fives, applause, short, public notes of encouragement and announcements of even the smallest victories can go a long way toward fostering habits of cordiality. “Nice job!” and “great work!” should become part of the background hum of daily interaction in your office. 

For more on how to build and support bonds of friendship, connection, and teamwork, reach out to the medical and pharma sales staffing experts at Buckman Enochs Coss and Associates.