sfe, what every pharma sales professional should know ?

SFE, What every pharma sales professional should know ?

Satya Mahesh

My honest confession…

I ‘m also waiting for Lunch

Satya Mahesh

1 . 2 Billion + population of India across 29 states

9,40,000 + qualified doctors plus AYUSH

8,00,000 + pharmacy retail stores 2,00,000 + pharma field force

71,000 + Brands in Packs 65,000 + distributors

39,000 + Brands

DD 5 Yr. CAGR23,000 Orgs.86% OPE

OPE: Out of Pocket expenditure

That’s Big...

Accelerated…

And so, higher Targets

High competition

Lesser resources...

In a shorter time frame…

Little differentiation

UCPMP ?

Uniform Code of Pharmaceuticals Marketing Practices (UCPMP)

Do more ...with less

That’s why you need SFE !!

Your biggest and costliest resource is your sales team..

The way SFE is perceived

What SFE really is ...

Needs… abundant use of ...

More RxsMore RxbersMore Dose More Dosing More Duration

of course evidence based

No brainer … and doing the obvious...

Before knocking the door

Which Customer ?

How often ?

Once you enter...

Which Message ?

Profitable & Progressive Revenue

Knowledge & Intelligencea.k.a “ Yukti ”

Effortsa.k.a “ Shakti ”

Outcomesa.k.a “ Bhukti ”

EffectivenessAchieved

Desired=

The most famous2 X 2 wala

Calls

Rep

Sales

Call

Efficiency Effectiveness

Calls

Rep

Sales

Call

Efficiency Effectiveness

Productivity

XSales

Rep--

X

Field force are like

will always deliver what you asked for…

For 48 Days follow the rules...• Get up early at 4 AM..• Cold water bath..• Bland diet..• No Anger , Greed , Lust..• No lies..• No shoes..• Sleep on the floor..• Pray God at all times..• and many more….

Punishment ?

Siksha ?

For 48 Days follow the rules...

Dedication ?

Diksha ?

Field Force : CTC

CoverageTarget(Customers)

Call quality

Front line manager : BSC

Basics (CTC of FF)

Span (Performance &Efforts)

Coaching

Mix (Brands)

Span (Performance & Efforts)

Consistency

Second line manager : MSC

People Health Direction

Second line manager : PHD

In essence,

Simplify SFE Continuous , Consistent Communication Measure, Challenge, Support

Credits

Unknown artists and Photographers on Google

My wife Syamala for her non-interference

and my kids for their intensive interference

ThanQ

www.LCDing.comksatyamahesh@gmail.com9167 40 55 61