SFE, What every pharma sales professional should know ?

Satya Mahesh KallakuruSFE , Business Analytics at Sanofi;Merck BioPharma ;Boehringer Ingelheim;Cipla and Emcure

•28 likes•12,508 views

Business

Presentation at #FFE2015 and Brand Storm Organized by Medicin Man ,Anup Soans on 14th March 2015 at Hotel Westin,Mumbai

SFE, What every pharma sales professional should know ?

•28 likes•12,508 views

Satya Mahesh KallakuruSFE , Business Analytics at Sanofi;Merck BioPharma ;Boehringer Ingelheim;Cipla and Emcure

Business

Presentation at #FFE2015 and Brand Storm Organized by Medicin Man ,Anup Soans on 14th March 2015 at Hotel Westin,Mumbai

SFE, What every pharma sales professional should know ?

1 of 50

SFE, What every pharma sales professional should know ?

Myhonestconfession…
I‘malsowaitingforLunch

1.2 Billion + populationofIndiaacross29states
9,40,000+ qualifieddoctors plusAYUSH
8,00,000+pharmacyretailstores
2,00,000+ pharma field force
71,000+ BrandsinPacks
65,000+ distributors
39,000+ Brands
DD5Yr.CAGR
23,000Orgs.
86% OPE
OPE: Out of Pocket expenditure

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SFE, What every pharma sales professional should know ?

1. SFE, Whateverypharmasalesprofessionalshouldknow? SatyaMahesh

3. Myhonestconfession… I‘malsowaitingforLunch

4. SatyaMahesh

5. 1.2 Billion + populationofIndiaacross29states 9,40,000+ qualifieddoctors plusAYUSH 8,00,000+pharmacyretailstores 2,00,000+ pharma field force 71,000+ BrandsinPacks 65,000+ distributors 39,000+ Brands DD5Yr.CAGR 23,000Orgs. 86% OPE OPE: Out of Pocket expenditure

6. That’sBig...

8. Accelerated…

10. Andso,higherTargets

11. Highcompetition

12. Lesserresources...

13. Inashortertimeframe…

14. Littledifferentiation

15. UCPMP? Uniform Code of Pharmaceuticals Marketing Practices (UCPMP)

16. Do more...with less

17. That’swhyyouneedSFE!!

18. Yourbiggestandcostliestresource isyoursalesteam..

19. ThewaySFEisperceived

20. WhatSFEreallyis...

21. Needs…abundantuseof...

22. MoreRxs MoreRxbers MoreDose ⃰⃰ MoreDosing ⃰ MoreDuration ⃰ ⃰ ofcourseevidencebased

23. Nobrainer…anddoingtheobvious...

24. Before knockingthedoor

25. Which Customer?

26. Howoften?

27. Onceyouenter...

28. Which Message?

30. Profitable&ProgressiveRevenue

32. Knowledge& Intelligence a.k.a “Yukti”

33. Efforts a.k.a “Shakti”

34. Outcomes a.k.a “Bhukti”

35. Effectiveness Achieved Desired =

36. Themostfamous 2X2wala

37. Calls Rep Sales Call Efficiency Effectiveness

38. Calls Rep Sales Call Efficiency Effectiveness Productivity X Sales Rep-- X

39. Fieldforcearelike

40. willalwaysdeliver whatyouaskedfor…

41. For48Daysfollowtherules... • Getupearlyat4AM.. • Coldwaterbath.. • Blanddiet.. • NoAnger,Greed,Lust.. • Nolies.. • Noshoes.. • Sleeponthefloor.. • PrayGodatalltimes.. • andmanymore…. Punishment? Siksha?

42. For48Daysfollowtherules... Dedication? Diksha?

43. FieldForce:CTC Coverage Target(Customers) Callquality

44. Frontlinemanager:BSC Basics(CTCofFF) Span(Performance&Efforts) Coaching

45. Mix(Brands) Span(Performance& Efforts) Consistency Secondlinemanager:MSC

46. People Health Direction Secondlinemanager:PHD

47. Inessence,  SimplifySFE  Continuous,ConsistentCommunication  Measure,Challenge,Support

48. Credits Unknownartists andPhotographersonGoogle MywifeSyamalaforhernon-interference andmy kidsfortheirintensiveinterference

49. ThanQ www.LCDing.com ksatyamahesh@gmail.com 9167405561