This document provides a sales plan with regional sales data, product-wise sales strategies and tactics, sales representative performance evaluations, and action plans. It includes: 1) Monthly sales figures by region from January to December showing total annual sales. 2) A breakdown of sales by product including achievement, growth, market share, competition level, and strategic and tactical plans. 3) Evaluations of 5 sales representatives' performance and potential on a matrix identifying their status as a super star, star, backbone, or high maintenance. 4) Individualized action plans for each sales representative based on their performance and potential evaluations with management, development, and field work recommendations.

1. Sales Plan
Market overview & Planning for Field Force
Mr. Ajesh Shah
Submitted by
Managers
Submitted for

2. Sales-Region Wise
Sales-Product Wise-Strategic Plan & Tactical Plan
Sales-Representative Wise
Performance Potential Matrix- Remedial Action
Action Plan

3. REGION JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC
Head Office $23,000 $25,000 $19,000 $13,000 $18,000 $22,000 $26,000
Ex Station1 $14,000 $18,000 $14,000 $12,000 $14,000 $18,000 $12,000
Ex Station2 $15,000 $12,000 $13,000 $10,000 $11,000 $15,000 $17,000
Outstation 1 $10,000 $5,000 $10,000 $6,000 $8,000 $10,000 $4,000
Outstation 2 $8,000 $8,000 $10,000 $6,000 $10,000 $4,000 $10,000
TOTAL $70,000 $68,000 $66,000 $47,000 $61,000 $69,000 $69,000 $0 $0 $0 $0 $0
REGIONAL SALES
Head Office
Ex Station1
Ex Station2
Outstation 1
Outstation 2
$0
$5,000
$10,000
$15,000
$20,000
$25,000
$30,000
JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC
Region Wise Sales Breakup

4. Product Name Achievement
Growth
yoy
Market
Share
Dr
Coverage vs
Conversion
Rate
(High-Medium-
Low)
Competitor
Products &
Activities
(High-Medium-Low)
Product
Detailing
(Good-Ok-Bad)
Brand
Awareness
(High-Medium-
Low)
Strategic Plan
(Directed by HO)
Tactical Plan
(Increase Coverage/
Increase activities/
Increase visibility)
Product 1 130% 30% 50
Product 2 120% 20% 40
Product 3 110% 15% 30
Product 4 100% 5% 40
Product 5 90% 15% 20
Product 6 90% -5% 10
Product 7 70% -10% 20
Product 8 60% -20% 30
Product 9 40% 5% 40
Product 10 40% -15% 20
Strategic Plan: Given by HO
Tactical Plan:Coverage
-Increase No.of Customers to be met –To cover new territory –To increase no. of visits
Activties:
Scientific Conferences –CME’s –Privilege Club Inputs
Visibility:
Sampling –Literatures –Posters –Branded Inputs
Product Wise Breakup- Strategic Plan & Tactical Plan

5. Medical Representative Achievement Growth yoy
Representative 1 100% 30%
Representative 2 100% 20%
Representative 3 60% 15%
Representative 4 60% -5%
Representative 5 20% -15%
Sales-Medical Representatives wise
Medical Representative Evaluation on Performance Potential Matrix
Medical Representative
Performance
(1-Low 5-High)
Potential
(1-Low 5-
High)
Comment
Representative 1 4.5 4.5 Super Star
Representative 2 4 3.5 Star
Representative 3 4.3 1.2 Backbone
Representative 4 1 4.2
High
Maintanence
Representative 5 1 1 Iceberg
0
1
2
3
4
5
6
0 1 2 3 4 5 6
PERFORMANCE
POTENTIAL
Performance Potential Matrix

6. Action Plan-Medical Representatives wise
Medical Representative 1
Super Star: High Performance 4.5 High Potential 4.5
Management: Agree Challenging Work to Stretch them. 110% to be achieved for the next quarter. Incentive plan devised for him/her.
Development: Country Manager & Country Head agree projects & career development.
To motivate & monitor team.
Fieldwork to discuss more on the targets & company goals.
Medical Representative 2
Star: High Performance 4 Potential 3.5
Management: Agree Challenging Work to Stretch them. 110% to be achieved for the next quarter. Incentive plan devised for him/her.
Development: Country Manager & Country Head agree projects & career development.
Fieldwork to discuss more on the target achievements.
Medical Representative 3
Backbone: High Performance 4 Low Potential 1.2
Management: Recognition based on results.
Development: Can be used to brain & coach other. To bring out more productivity. Requires training on Skill developments, Call opening, Objection handling, Sales Close etc
Fieldwork to discuss on Call plan. Pharmacy RCPA, Call opening, Objection Handling, Sales Close.

7. Medical Representative 4
High Maintenance: Low Performance 1 High Potential 4.2
Management: Counsel investigate boredom or low challenge.
Development: Inspire, motivate, encourage to improve performance & reach potential
Field Work: To devote good number of days with him to improve performance.
Medical Representative 5
High Maintenance: Low Performance 1 Low Potential 1
Management: Counsel to taken by Med Rep 1, 2 or 3.
Counselling require to agree target to be achieved.
Change in attitudes behavior to be observed though coaching & mentoring.
Communication to be increased to see change in performance.
Development: Train on skill gaps take action if performance remains low. Prepare for exit
Field Work to improve attitude & behaiour.
To align & encourage him/her to become a professional.
.Performance Potential Matrix:
-Ask your field force to bring 4-6 Months performance report. You will be able to grade them on the performance matrix
-During your field work evaluate them on the scale based on Attitude/ Skill/ Talent/ Communication maqtrix on the potential matrix.
-Like this you will be able to grade them on the matrix
-Different strokes for different folks.
-Firing is the best available strategy but it will not fix your problem unless you grade your people on the matrix.

8. Thank You