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Planning

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Planning

  1. 1. 30/60/ 90 Plan<br />Objectives<br />Plan of Action<br />Relationship Building<br />Execution<br />
  2. 2. 30 Day Plan<br />Objective:<br />Build relationships quickly with doctors<br />Get familiar with hospital and surgeon protocols figure out how to get our product on the shelf<br />Lead to increased productivity and market share area<br />
  3. 3. First 30 Days<br />Preliminary: <br />Start working on rep credentialing- Vendor mate, RepTrax, Status Blue<br />
  4. 4. 30 Day Plan<br />Increase technical competency<br /><ul><li>Allot specific times to review study materials
  5. 5. Thoroughly review all home-study materials (technical literature, published journals, videos, presentations, etc.)
  6. 6. Routinely communicate with other team members, manager, sales training, etc. to continually evaluate progress
  7. 7. Prepare all questions intelligently for corporate training</li></li></ul><li>Preliminary<br />Target 3 Orthopedic sectors by a combination of geographic location and specialty: <br />General Orthopedists<br />Neurosurgeons<br />Foot & Ankle<br />
  8. 8. Territory Analysis<br />Analyze and Understand Territory<br /><ul><li>Create territory routing plan to promote initial high call volume
  9. 9. Establish AND RECORD customer expectations (frequency of call, support, etc.)
  10. 10. Lay foundation for long-standing relationships with all customer contacts
  11. 11. Identify and meet Top 10 Customers, key local opinion leaders, Top 10 Competitive Accounts</li></li></ul><li>Territory Analysis<br /><ul><li>Begin creating data base of Customers AND key inter-practice influences (MSN, PA, assistants, coordinators, etc.)
  12. 12. Identify any outstanding liabilities (including at-risk business, technical or administrative affairs); closely work with manager to effectively neutralize
  13. 13. Identify all outstanding opportunities; closely work with manager to effectively capitalize
  14. 14. Establish relationships with any ancillary team members (dealerships, distributorships, etc.)
  15. 15. Begin competition log (products, reps, etc.)
  16. 16. BE CONFIDENT, MAINTAIN HUMILITY!!</li></li></ul><li>P.O.A<br />Meet and greet surgeon at office: lunch or set appointment <br />(10 days/ 300 surgeons @ 30 per day)<br />Get familiar with the facilities and their protocols in my territory- hospitals and surgery centers <br />(10 days/ 40 locations @ 4 per day)<br />Repeat first 10 days with a 2nd time around follow up<br /> <br />
  17. 17. Relationship Building<br />Plan of Attack to stop by the offices<br />map out territory by geographic location and specialty to setup an efficient schedule<br />Goal: Stop by 30 offices a day for 10 days and get face to face time with 5 of the 30 doctors a day<br />
  18. 18. Execution<br />Meet the front office staff<br />4 ways that staff responds to a rep asking to see the doctor<br /> “Doc does not see reps”<br />Leave literature with handwritten note saying when you’ll be back<br /> “I can only let you see him/her if they request to see you”<br />“You must schedule a time to meet the surgeon either at lunch or a set appointment<br />“He/she will meet with you but it must be quick” <br />
  19. 19. Gaining Admission<br />Learn protocol of how the doctor sees reps<br />Ask for a quick 30 second meet and greet<br /> <br />Give the doc specific literature i.e.: spine brochure<br />Print out a journal article on a specific challenge with a specific spine surgeries highlight and ask to get his opinion<br />Introduce myself and my company<br />If they have time, then start talking or else schedule an appointment to come back and sit down to discuss material<br />
  20. 20. . HOSPITALS AND SURGERY CENTERS <br />Get familiar with the “lay of the land”<br />Scope out OR location, control desk, scrub room, doctor’s lounge, security, check-in desk <br />Learn who they use for rep credentialing<br />Introduce yourself to Materials Management/ Purchasing<br /><ul><li>Ask about protocol for access to key people i.e.: Director of OR, Spine coordinator, orthopedic coordinator</li></li></ul><li>Repeat<br />Revisit the first 2 steps as much as possible to generate opportunities that lead to increased productivity. Build on previous stop-bys and take detailed notes every step of the way.<br /> Organization and preparation is the key!<br />*60 and 90 Day plan are a working business plan based on the first month’s activities<br /> <br /> <br />
  21. 21. 60 Day Plan<br />OBJECTIVES<br />Fortify relationships with key customers; understand each practice as individual<br />Increase technical competencies<br />Fine tune sales plan for balance of the<br />
  22. 22. 60 Day plan<br />TACTICS<br />Fortify relationships with key customers<br /><ul><li>Promote trust through consistency, follow up, etc.
  23. 23. Promote confidence through technical knowledge and expertise
  24. 24. Utilize all resources to aid process!!
  25. 25. Continue customer data base; understand all inter-office politics/organization structure
  26. 26. Identify and establish all Allies in each practice (key influencer)
  27. 27. Refine customer expectations</li></ul>Increase technical competencies<br /><ul><li>Continue home-study
  28. 28. Identify “teacher” docs
  29. 29. Identify and begin to understand top competitors (both rep and technology)</li></li></ul><li>60 Day Plan<br />. Fine tune sales plan<br /><ul><li>Re-evaluate Territory Routing Plan; adjust as needed
  30. 30. Begin to establish individual action plans per each account to promote organic growth
  31. 31. Develop competitive account target list beyond Top 10
  32. 32. Begin to establish individual actions plans per each COMPETITIVE Top 10 account to promote in-organic growth!!!!!
  33. 33. Analyze customer data for outstanding trends, obstacles, etc.
  34. 34. Create sense of ubiquity (face to face, fax, email, phone calls, etc.)</li></li></ul><li>90 Day Plan<br />OBJECTIVES<br />Evaluate performance in light of 30/60 day objectives<br />TACTICS<br />Evaluate and refine progress <br /><ul><li>Review 30/60 day objectives; refine as needed
  35. 35. Review processes and procedures with manager
  36. 36. Finalize territory routing plan
  37. 37. Complete customer data base
  38. 38. Confirm all outstanding issues (liabilities and opportunities) are completed or in process
  39. 39. SUCCESSFULLY complete all training</li>

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