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SFE,
Whateverypharmasalesprofessionalshouldknow?
SatyaMahesh
Myhonestconfession…
I‘malsowaitingforLunch
SatyaMahesh
1.2 Billion + populationofIndiaacross29states
9,40,000+ qualifieddoctors plusAYUSH
8,00,000+pharmacyretailstores
2,00,000+...
That’sBig...
Accelerated…
Andso,higherTargets
Highcompetition
Lesserresources...
Inashortertimeframe…
Littledifferentiation
UCPMP?
Uniform Code of Pharmaceuticals Marketing Practices (UCPMP)
Do more...with less
That’swhyyouneedSFE!!
Yourbiggestandcostliestresource
isyoursalesteam..
ThewaySFEisperceived
WhatSFEreallyis...
Needs…abundantuseof...
MoreRxs
MoreRxbers
MoreDose ⃰⃰
MoreDosing ⃰
MoreDuration ⃰
⃰ ofcourseevidencebased
Nobrainer…anddoingtheobvious...
Before
knockingthedoor
Which
Customer?
Howoften?
Onceyouenter...
Which
Message?
Profitable&ProgressiveRevenue
Knowledge& Intelligence
a.k.a “Yukti”
Efforts
a.k.a “Shakti”
Outcomes
a.k.a “Bhukti”
Effectiveness
Achieved
Desired
=
Themostfamous
2X2wala
Calls
Rep
Sales
Call
Efficiency Effectiveness
Calls
Rep
Sales
Call
Efficiency Effectiveness
Productivity
X
Sales
Rep--
X
Fieldforcearelike
willalwaysdeliver
whatyouaskedfor…
For48Daysfollowtherules...
• Getupearlyat4AM..
• Coldwaterbath..
• Blanddiet..
• NoAnger,Greed,Lust..
• Nolies..
• Noshoes...
For48Daysfollowtherules...
Dedication?
Diksha?
FieldForce:CTC
Coverage
Target(Customers)
Callquality
Frontlinemanager:BSC
Basics(CTCofFF)
Span(Performance&Efforts)
Coaching
Mix(Brands)
Span(Performance& Efforts)
Consistency
Secondlinemanager:MSC
People
Health
Direction
Secondlinemanager:PHD
Inessence,
 SimplifySFE
 Continuous,ConsistentCommunication
 Measure,Challenge,Support
Credits
Unknownartists andPhotographersonGoogle
MywifeSyamalaforhernon-interference
andmy kidsfortheirintensiveinterference
ThanQ
www.LCDing.com
ksatyamahesh@gmail.com
9167405561
SFE, What every pharma sales professional should know ?
SFE, What every pharma sales professional should know ?
SFE, What every pharma sales professional should know ?
SFE, What every pharma sales professional should know ?
SFE, What every pharma sales professional should know ?
SFE, What every pharma sales professional should know ?
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SFE, What every pharma sales professional should know ?

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

Published in: Business

SFE, What every pharma sales professional should know ?

  1. 1. SFE, Whateverypharmasalesprofessionalshouldknow? SatyaMahesh
  2. 2. Myhonestconfession… I‘malsowaitingforLunch
  3. 3. SatyaMahesh
  4. 4. 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
  5. 5. That’sBig...
  6. 6. Accelerated…
  7. 7. Andso,higherTargets
  8. 8. Highcompetition
  9. 9. Lesserresources...
  10. 10. Inashortertimeframe…
  11. 11. Littledifferentiation
  12. 12. UCPMP? Uniform Code of Pharmaceuticals Marketing Practices (UCPMP)
  13. 13. Do more...with less
  14. 14. That’swhyyouneedSFE!!
  15. 15. Yourbiggestandcostliestresource isyoursalesteam..
  16. 16. ThewaySFEisperceived
  17. 17. WhatSFEreallyis...
  18. 18. Needs…abundantuseof...
  19. 19. MoreRxs MoreRxbers MoreDose ⃰⃰ MoreDosing ⃰ MoreDuration ⃰ ⃰ ofcourseevidencebased
  20. 20. Nobrainer…anddoingtheobvious...
  21. 21. Before knockingthedoor
  22. 22. Which Customer?
  23. 23. Howoften?
  24. 24. Onceyouenter...
  25. 25. Which Message?
  26. 26. Profitable&ProgressiveRevenue
  27. 27. Knowledge& Intelligence a.k.a “Yukti”
  28. 28. Efforts a.k.a “Shakti”
  29. 29. Outcomes a.k.a “Bhukti”
  30. 30. Effectiveness Achieved Desired =
  31. 31. Themostfamous 2X2wala
  32. 32. Calls Rep Sales Call Efficiency Effectiveness
  33. 33. Calls Rep Sales Call Efficiency Effectiveness Productivity X Sales Rep-- X
  34. 34. Fieldforcearelike
  35. 35. willalwaysdeliver whatyouaskedfor…
  36. 36. For48Daysfollowtherules... • Getupearlyat4AM.. • Coldwaterbath.. • Blanddiet.. • NoAnger,Greed,Lust.. • Nolies.. • Noshoes.. • Sleeponthefloor.. • PrayGodatalltimes.. • andmanymore…. Punishment? Siksha?
  37. 37. For48Daysfollowtherules... Dedication? Diksha?
  38. 38. FieldForce:CTC Coverage Target(Customers) Callquality
  39. 39. Frontlinemanager:BSC Basics(CTCofFF) Span(Performance&Efforts) Coaching
  40. 40. Mix(Brands) Span(Performance& Efforts) Consistency Secondlinemanager:MSC
  41. 41. People Health Direction Secondlinemanager:PHD
  42. 42. Inessence,  SimplifySFE  Continuous,ConsistentCommunication  Measure,Challenge,Support
  43. 43. Credits Unknownartists andPhotographersonGoogle MywifeSyamalaforhernon-interference andmy kidsfortheirintensiveinterference
  44. 44. ThanQ www.LCDing.com ksatyamahesh@gmail.com 9167405561

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