I had the most amazing sense of deja vue when I read What makes a good rep?. You guys have got incredibly short
memories.
Anyway - some content. For me, the most important thing is that the rep is a scientist. For me that means a PhD. All right, so that possibly means they weren’t very good (relatively speaking) at science because they couldn’t make a career of it, but at least it means they know what it’s like to do research, usually on a shoestring budget. (And of course I’m not being totally fair; good scientists might well go into sales for other reasons than not being good at science. That’s not the point, here).
So the good rep understands my situation. I don’t necessarily expect the good rep to understand my research project; after all, I’m not sure I do sometimes - but they have a good grounding in molecular/cellular biology (etc.) and won’t get lost when I start talking about transformation problems or whatever.
The second thing about the good rep is that s/he is likeable. OK, this is really shallow, but I don’t want some arrogant tosspot with personal hygiene issues trying to sell me stuff. It’s just not going to happen. But more seriously, the good rep listens before opening its mouth. Think of your good friends - chances are they’re the ones who listen to you best. So we’re talking about building a relationship here. We’re going to spend our hard-won (with blood, sweat and tears - again, a PhD should understand this) grant money with your company. Make us want to. Make me feel special. You can do this deal for me. Naturally, after mumblety years in the business I’m a professional cynic and I know that you, the rep from BigPortfolio Inc, are everybody’s best friend and you’re a fool if you think I’m fooled, but I at least want you to make the effort.
Third, and this is only 3rd, not top of the list: Know your stuff. I can deal with “Oh, I’ll have to check that for you” occasionally but not all the time.
There’s probably more, but that’s a good start. Three essentials if you like. Additionally of course, knowing how impecunious we are, the good rep treats us to lunch occasionally. And has nice legs.