Field Visit Management

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For front line managers involved in Pharmaceutical profession

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Field Visit Management

  1. 1. Value of Field Visit Management<br />Lecture by: Hasan Raihanhasan.raihan@hotmail.com<br />
  2. 2. What you see as being the value of Field visit from the point of view of <br /><ul><li>District Manager/Area Manager
  3. 3. The Company
  4. 4. The Representative</li></li></ul><li>Field Visit Management is a continuous process<br />Providing Motivational Support<br />Managing and developing Representative<br />
  5. 5. Field Visit ManagementManager’s Point of view<br /><ul><li>Diagnose individual needs for development
  6. 6. Observe Performance development progress
  7. 7. Support developmental progress by coaching
  8. 8. Build knowledge of territory dynamics
  9. 9. Measure effectiveness of promotional strategies</li></li></ul><li>Field Visit ManagementCompany’s Point of view<br /><ul><li> support performance of its major asset-people
  10. 10. Obtain feedback for resource allocation
  11. 11. Get feedback on market dynamics, opportunity
  12. 12. Measure effectiveness of programs
  13. 13. Make decision based on broad range of information, not dominated by a single area</li></li></ul><li>Field Visit ManagementRepresentative Point of view<br /><ul><li> Get support, recognition for performance progress
  14. 14. Get assistance with observing doctors’ behavior and assessing response
  15. 15. Enjoy having a knowledgeable colleague along for conversation regarding company activities
  16. 16. Lean about others success and challenges
  17. 17. An opportunity to share ideas or test solution</li></li></ul><li>Summary of Objectives<br />District Manager’s role and Responsibility<br />A Universal Job Description<br />Value to District Manager<br />Value to Company<br />Value to the Representative<br />Value to District Manager<br />Value to Company<br />Value to the Representative<br />Priorities your lists to give the most important 5<br />
  18. 18. Joint Field Visit Management<br />PREPARATION<br />CARRYING OUT <br />FOLLOWING UP<br />
  19. 19. Joint Field Visit Management“PREPARATION”<br />
  20. 20. PREPARATION<br />Determining the source of Field visit objectives<br />Managing Field Visit distribution<br />Preparing objectives for Field visits<br />What affects Field visit plans?<br />PLAN FIELD VISIT<br />Preparing the Representative<br />What the Representative has to do to prepare for the visit<br />
  21. 21. Determining Objectives for field visit<br /><ul><li>RELEVANT
  22. 22. SPECIFIC
  23. 23. MANAGEABLE AND CHALLENGING
  24. 24. PRIORITY ORDER</li></li></ul><li>Determining Objectives for field visit<br /><ul><li>To Review your progress on each topic discussed during the quarterly review
  25. 25. To observe your application of core messages to check that it fits identified patient needs
  26. 26. To discuss your new planning system and your progress in applying it.
  27. 27. Our objective for this trip are to check on status of Ferotron at your Gov. hospitals, review your second quarter performance related to your annual statement of objectives and to observe your skills in using open questions to get doctors involved.</li></li></ul><li>Field Visit Distribution Management<br /><ul><li> Am I just seeing only the good performers?
  28. 28. Do I spend too much of my time with my problem Reps?
  29. 29. Have I a tendency to spend too much of my time with representatives who work in the same city?
  30. 30. Could any Representative claim you are never around
  31. 31. Am I seeing each Representative in a variety of situations?
  32. 32. Do I have a personal bias that leads my Field visit program to be out of balance?
  33. 33. Am I spending enough time with new hires?</li></ul>A<br />S<br />K<br />?<br />
  34. 34. What affects Field Visit Plan?<br /><ul><li> Work with new Representatives on documents, route sheets, routine paperwork, etc.
  35. 35. Spend time with Representatives who really need you
  36. 36. Never disregard the more experience Representatives
  37. 37. Work with every Rep.
  38. 38. Based schedule on Rep’s level of dev need.
  39. 39. Alter/Change schedule according to current situation
  40. 40. Adjust for perceived change in Reps Behavior +/-</li></li></ul><li>Preparing Representatives for Field Visit<br /><ul><li>Check –up on him?
  41. 41. See him as he really is?
  42. 42. Help him out?
  43. 43. Review most recent sales and call data
  44. 44. Remind them on phone. Give assignment and get them to call within a specified period of time
  45. 45. Plan the day, allowing time for coaching
  46. 46. Review objectives for Managers development support
  47. 47. Plan for any special activities
  48. 48. Review last Field visit Report</li></li></ul><li>Joint Field Visit Management“CARYING OUT”<br />
  49. 49. CARRYING OUT FIELD VISIT<br />Reviewing the day’s plans<br />Observing behavior<br />Giving feedback<br />Desirable characteristics of the Manager<br />Coaching & Counseling<br />Reinforcing behavior<br />Summarizing the day<br />

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