Sales Techniques, Strategies and Financial Incentives are not enough. The role of a pharmaceutical sales representative requires patience, consistency, teamwork and an approach of territory building fundamentals that addresses multiple players that make up a customer. This is a significant responsibility, and for a representative to be successful they must be and remain highly motivated. Motivation can look different for every representative. Which means the primary motivation for a sales rep is directly connected to a clear understanding of how their role fits into the bigger picture of their short term and long term personal and professional goals.