*ZS Associates Access Monitor Report 2015
To them, reps are like bottles of water. Same content, different label. Change = Risk in the decision making centers of the brain. Would you change with no compelling reason to do so?
Isn’t it time to evolve the way we teach, train and equip our teams to be more effective communicators in every conversation? It’s not rocket science, but it is neuroscience.
Executive Vice President & Managing Partner
I grew up in a two bedroom apartment in a borough of New York City called the Bronx. My dad was the hardest working man I knew. He drove a bus on 5th Avenue for thirty five years. He woke up at 4:45 every day and I can remember him heading out the apartment door at 5:30 am with his paper sack lunch he made himself. He used to tell me that hard work is what makes the world go round and that everybody had a job to do to keep the world moving. My Dad never really liked driving a bus. It was a steady, reliable job that gave us a very comfortable life and my mom and dad a pension for retirement. Most of the guys he worked with didn’t treat people very well. He learned at a very young age how important it was to treat people in the workplace but more importantly how to treat customers.
He had a few simple goals every day. He had to keep the bus on schedule and keep people safe as he drove them to their jobs and back to their family in time for dinner. He taught me that precision is critical. From being on time for your bus route to the details he put into every job around the house I’d help him with. He used to say, showing up to work and working hard is table stakes in this life son, but being a smart worker will allow you to get more done than the next guy. That’s where his mantra of the right tool for the job came in. We once laid several hundred feet of concrete without a cement mixer. Well, now that I think about it, I was the cement mixer! This is where dad introduced me to be electric shovel. He joked that the energy that powered the electric shovel came from the person holding it! Having worked at a hardware store at a very young age he mastered matching the right tool for the right job. I just wish he would have rented that mixer for us to mix all that concrete. I could have avoided tons of blisters and all the aches and pains. I can still remember my dad leaning down at the end of the job and writing our initials in the far corner. He’d say, son, be proud of every job you do and never be afraid to leave your mark on this world.
My Dad continues serving others to this very day. He’s 78 and holds a part time job as a short order cook at the VFW hall in North Carolina. He prepares lunch for many veterans who served our country and every year delivers turkeys to retired military families in need. We would always talk about how important it was to take care of each other, especially those less fortunate.
I’ve taken those beliefs my dad taught me to heart and had the blessing of a career in healthcare where I’ve had the privilege of leading teams of incredible people to bring life saving therapies to treat cancer to market. I’d like to think that my initials are carved into the lives of the families that were positively impacted by the way I’ve tried to carry the torch as the son of a simple NYC bus driver who believed enough in me that I could make a difference in this world.
Throughout his career, Chet has excelled at the following capabilities:
Q: “Why do companies expect their physicians to “change” when they haven’t given their sales reps any reason to change the way they communicate with them?”
Jeff Bloomfield, CEO, Braintrust