sfe, what every pharma sales professional should know ?
TRANSCRIPT
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
