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- 1. ASSESSMENT PLATFORM Confidence and enthusiasm are the greatest sales producers in any kind of economy – O.B. Smith
- 2. What is an expert Pharmaceutical Sales Representative?
- 3. An Expert Rep Meets sales targets Is always welcome Knowledge Skills Approach Is competent Adds value & acts professionally
- 5. ExpertRep is An online tool to assess and validate medical and pharmaceutical representative competence through questionnaires which assess knowledge and how they apply knowledge in context of their daily deliverables clustered into 5 Pillars of Competence developed by subject matter experts
- 6. Employer driven Assesment approach 01 02 03 04 05 Performance Competence Assessment Training ContentPerformance Competence Assessment Training Content Traditional approach ExpertRep approach
- 7. Pillars of competence TECHNICAL EXCELLENCE GOVERNANCE EXCELLENCE PERSONAL EXCELLENCE CLINICAL EXCELLENCE ENGAGEMENT EXCELLENCE Manage own territory aligned to organisational mission and marketing strategy Professional and ethical conduct and decision-making in the healthcare industry Work efficiently through safe, effective and cost-effective conduct to the benefit of business, self and clients Interpret clinical information on diseases, disorders and treatment options Engage in an emotionally intelligent manner with healthcare practitioners in a sales environment SALES AND MARKETING PROFESSIONAL CONDUCT WORK EFFICIENTLY CLINICAL THERAPEUTIC AREA RELATIONSHIPS AND COMMUNICATION
- 8. Input Process Output How does it work? Representative role 70% TO 100% Less than 70% Four more tries
- 9. Progression
- 10. What does it mean for the representative? Recognition - efforts are recognised internally Validates and qualifies skills & competencies Builds confidence Competitive advantage Accountability for own development Supports performance improvement - effectiveness & efficiency Recognition externally - credibility - ExpertRep status
- 11. What does it mean for the organisation? Cost-effective • Focuses training resources on those who need it • Guides informed decision-making: KPIs, recruitment, training & development • Streamlines the assessment process Team-building • Increases confidence • Reduces inequalities within team Recognised competence contributes to • Improved service delivery to healthcare practitioners • Preferential access to healthcare practitioners • Increased sales • Improved patient outcomes
- 12. Investment Reward & recognition - supported Competence assessment – quality product Subject matter experts - people Extremely cost-effective
- 13. Key aspects Independent and objective assessment Cost-effective assessment Developed specifically for medical and pharmaceutical representatives by industry professionals Built-in incentive programme Developmental in nature – assess yourself and learn along the way Supported – tools to Sales Managers to motivate their teams Assessment and validation of medical and pharmaceutical sales representatives competence Assessment of knowledge and the practical application thereof
- 14. Engagement
- 15. WELMOED GEEKIE General Manager welmoed@expertrep.co.za 079 509 8388 THANK YOU www.expertrep.co.za Confidence and enthusiasm are the greatest sales producers in any kind of economy – O.B. SmithTHANK YOU
Editor's Notes
- What makes a great rep? What would make a rep excellent?
- Consistently meets and exceeds their sales targets Someone that customers want to see, While conducting themselves professionally and ethically. Someone with excellent knowledge and a full understanding of - They have the appropriate skills – people, sales, communication, relationship building. product, industry, clinical area, client profile. The right attitude – professional, confident, enthusiastic. They are Competent.
- Expert rep is an online tool that accesses and validates medical and pharmaceutical representative competencies. This is done through a series of questionnaires that assesses the representative's knowledge, how they apply that knowledge in context of their daily deliverables (skill) and their approach (attitude) Questionnaires are spilled into relevant pillars of competence, they are performance-based and developed by subject matter experts
- Product AND Service! Voorbeeld hiervan Dit gee 5 pillars credibility We’ve looked at PERFORMANCE (from interviews, job ads)
- And RSM in process out role.
- Novice Basic – understands concepts, principles, philosophy, needs guidance to practice, may not have experience Proficient – is an independent contributor, has applied/practices at moderate levels, no large scale experience Advanced – has reaching ability, is a proven coach/guide, has put into practice, has large scale experience Expert – process thought leadership, people look up to you, innovate
- Stress free environment
- Competence means confidence Reward & recognition means enthusiasm Align to your requirements Team of 10 reps: And what does it mean for the industry / clients? Example: Team of 25 For 10 or more competence areas assessed R24350 once-off up front, then R9740 per month over10 months all inclusive Example: Team of 10 For 10 or more competence areas assessed R9740 once-off up front, then R3896 per month over 10 months all inclusive Opportunities
- Cost effective Progressive – bronze, silver, gold and platinum status -preferential access to healthcare practitioners Assessment of knowledge and competence Relevant topics Self-paced and stress-free online assessment Motivation through performance badges Development through self-assessment (not through training) Builds confidence Improves sales force effectiveness Improves service to healthcare practitioners Enables cost-effective investment in targeted development areas Contributes to Preferential access the healthcare practitioners due to recognised level of competence Increased sales Positive patient outcomes
- Give your team the competitive advantage Building confidence