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Pharma Field Force Excellence for Field Managers
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Pharma Field Force Excellence for Field Managers

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  • 1. Pharma Field Force Excellence1. As an effectiveField Manager and as acoach, you have to beavailable when the teammember has a problem or aneed.2. To be effective as anField Manager, you musthave developed somethingthrough experience that youcan demonstrate and that willbe respected by your salespeople.3. As an effectiveField Manager (sales coach),you need to ‘walk the talk’ bymodeling those behaviors thatyou tell your sales people toexhibit.4. TELLING is notCOACHING. Your ability toINFLUENCE with properINTERPERSONAL skillsbecome very vital as part ofyour coaching efforts.5. In coaching activities, as anField Manager and asa coach you are(c) The communication skills,(d) Knowledge of the market,including customers.6. As a coach(Field Manager), you must becommitted and involved inmaking each of your teammembers...Successful.7. Sales coaching is a two-way, one-on-one process thatenables improvement of salesperson’s performance.8. As an effective coach, youneed to develop the skill oflistening, observing andobjectively putting across thetruth.9. As a coach you shouldpromote openness and trust.10. You need to have a clearunderstanding of salesproductivity andmore importantly, theskills in developing yoursales people to successfullyhandle thecompetitiveenvironment.10 Coaching Tips for Field Managerslooking for those behaviors that influence your sales person’s selling capabilities. They are(a) Knowledge of the products and services offered(b) Clear understanding of sales strategiesAuthor : K. Hariram is the former MD (retd.) at Galderma India.Rewrite: Masum Chowdhury, Manager, SBM, Asiatic Laboratories Ltd. E-mail: masum.pha@gmail.com