Massachusetts State Senator Mark Montigny recently presented a proposal to the Massachusetts Senate that calls for the licensing of pharmaceutical sales representatives. Citing a need to protect consumers from the undue influence pharmaceutical sales representatives have on which drugs doctors prescribe, Senator Montigny´s proposal would place restrictions on the entertainment, gifts, and payments they - pharmaceutical sales representatives - could provide to customers. Sales representatives would also be required to participate in training and continuing education classes as part of the licensing process.

Good intentioned proposal?  Is a person ethical because it is their nature? Or have they been nurtured to follow the "right" path? Pharmaceutical sales representatives and the medical professionals they sell to are not unlike the sellers and buyers in any other profession. Ethical people - no matter their industry - make ethical decisions. Legislative proposals -  like the one from State Senator Montigny -  that place restrictions on an industry germinate from an industry´s failure to listen... and more importantly... failure to act.

The return on investment associated with continuous training and development of employees is well documented. What is your industry doing to train new hires and existing employees? Are you waiting for your local, state, or federal government to step in and mandate the type and frequency of training?

Act now ...train now...or be licensed whether you like it or not.