Developing Successful People

Innovamization Program
ORGANIZATIONAL SUCCESS

ATTITUDE

KEY PERFORMANCE AREAS

KNOWLEDG
SKILLS
E
RESULTS DEVELOPMENT

RESULTS CATEGORIES INCLUDE:

 Selling skills
 Team Work
 Inter-personal skills Interpersonal Territory
 Territory Management Skills Management

And other skills

Selling Team
Skills Work
RESULTS DEVELOPMENT

SELLING SKILLS
 Territory Planning
 Customer Preparation
Interpersonal Territory
 Medical Office / Store Checks Skills Management
 Customer Engagement
 In-call Activity
 Finalize Call
 Administration & Evaluation Selling Team
Skills Work

What are the specific words or

actions (behaviors) we expect?
7 STEPS TO THE CALL
SALES OPERATING ROUTINE

Every Day, Every Call

ORGANIZATIONAL SUCCESS

Territory
Planning

Administratio
Customer
n&
Preparation
Evaluation

Anatomy
of
the call
Medical
Finalize Call Office / Store
Checks

In-call Customer
Activity Engagement
7 STEPS TO THE CALL
SALES OPERATING ROUTINE

Medical Sales Routine: Selling Skills Initial Module:

 Territory Planning  Pre-call Planning

 Customer Preparation  Approach
 Medical Office / Store Checks  Identifying Buying Motives
 Customer Engagement  Relating Benefits
 In-call Activity  Handling Responses
 Finalize the Call  Getting Commitment / Order
 Administration & Evaluation  Follow-up Actions

Every Day, Every Call

7 STEPS TO THE CALL
SALES OPERATING ROUTINE
Medical Sales Routine:
 Territory Planning
 Customer Preparation
 Medical Office Checks
 Customer Engagement
 In-call Activity
 Finalize the Call
 Administration & Evaluation
Every Day, Every Call
Pharmacy Sales Routine:
 Territory Planning
 Customer Preparation
 Store Checks
 Customer Engagement
 In-call Activity
 Finalize the Call " Order "
 Administration & Evaluation
MEDICAL SALES OPERATING
ROUTINE
1. TERRITORY PLANNING

Actions:
 Medical Targeting
 Identify medical target based on specialty, potential and professional profile in order to align with defined
brand/market strategies.
Territory Planning:
 Understand legal company policies and procedures regarding access to HCPs.
 Identify the days/time necessary to cover priority centers/ hospital/doctors private offices for each medical
specialty.
 Establish frequency target according to defined brand strategy, considering potentiality, professional profile and
geographical location.
MEDICAL SALES OPERATING
ROUTINE
1. TERRITORY PLANNING
Tools:
 Medical target file.
 segmentation of 100% of targeted doctors.
 Key contact database including:
Names, addresses, contact numbers, emails, specifics or
hospitals.
 Market information
 Appropriate route planning tools i.e. maps or similar.
MEDICAL SALES OPERATING
ROUTINE
2. CUSTOMER PREPARATION

Actions:
o Review SMART objectives from previous calls.
o Last call report or notes and any follow ups.
o Plan call approach.
o Names of key staff that need to be seen.
o Check for materials or tools required to complete call.
o Implementation of special events (congresses, scientific meetings, literate, training, etc.).
o Where appropriate gather information on prescribing habits from local pharmacies.
MEDICAL SALES OPERATING
ROUTINE
2. CUSTOMER PREPARATION
Tools:
Customer history database from paper based cards or previous feedback.

Checklist Of Basic Materials

 Diary.
 Technical medical information (research, abstracts, studies)
 training materials.
 Products information .
 Clinical trials.
 Customer record card.
 Notepad and pen.
MEDICAL SALES OPERATING
ROUTINE
3. MEDICAL OFFICE CHECKS

Actions:
 Internal ‘walk the medical office.
 Check materials and samples relative to our business and competitors
promotional activity.
 Check for desk/shelf materials or products.
MEDICAL SALES OPERATING
ROUTINE
3. MEDICAL OFFICE CHECKS

Tools:
 Status report of implemented actions/programs.
 Promotional activity guidelines.
MEDICAL SALES OPERATING
ROUTINE
4. CUSTOMER ENGAGEMENT
Actions:
 Identify key contact and introduction.
 Elaborate on purpose of call review what was identified on the medical office walk.
 Probe for promotional activity of competitors.
 Listen for identifying opportunities.
 Review key factors of previous visits and connect them with the current call.
MEDICAL SALES OPERATING
ROUTINE
4. CUSTOMER ENGAGEMENT
Actions:
 Open and close questioning.
 Use technical materials, presenter based on cycle priorities to detail and
communicate product information, new studies, relevant scientific information.
 Handel objections.
 Deliver proposal to achieve call objective.
 Agree specific prescription commitments.
MEDICAL SALES OPERATING
ROUTINE
4. CUSTOMER ENGAGEMENT

Tools:
 Business cards.
 Technical / scientific medical materials.
 Basic questioning skills to drive FAQs, and ability to handle objections.
MEDICAL SALES OPERATING
ROUTINE
5. IN-CALL ACTIVITY
Actions:
 Achieve agree in-call activity and recording of items according to
country rules and Innovative Pharma codes.
 Placement of special medical office materials
 Brand reminders.
 Samples.
MEDICAL SALES OPERATING
ROUTINE
5. IN-CALL ACTIVITY

Tools:
 Medical office materials placement guide.
 Brand reminders promotional plan.
 Samples promotional plan.
MEDICAL SALES OPERATING
ROUTINE
6. FINALIZE CALL

Actions:
 Make next appointment or schedule ‘best time’ to call.
 Book future special activities/medical events, congresses scientific meeting,
literature, training, etc
 Confirm any agreed follow-ups.
MEDICAL SALES OPERATING
ROUTINE
6. FINALIZE CALL

Tools:
 Diary
 Record cards.
MEDICAL SALES OPERATING
ROUTINE
7. ADMINISTRATION AND EVALUATION

Actions:
 Ensure call register.
 Evaluate achievement vs. objectives.
 Set SMART objectives for next Call .
 What went well/what can be improved.
 Note any learning
 Update objectives for next call.
 Complete any notes.
 Review prescribing habits at local pharmacies
 Feedback to FLM on competitor activity.
MEDICAL SALES OPERATING
ROUTINE
7. ADMINISTRATION AND EVALUATION

Tools:
 Diary
 Record cards .
PHARMACY SALES
OPERATING ROUTINE
3.STORE CHECKS

Actions:
 External and internal “walk the store”
 Check stock on shelf relative to competitors;

 Position, stock count.

 Check for shelf life of Innovative Pharma product.

 Check for foot traffic within store and note high points.

 Check for promotional activity of competitors

 Listen for recommendation habits of staff and identify any issues.

 Importantly identify 1 or 2 key opportunities for Innovative Pharma brands.

PHARMACY SALES
OPERATING ROUTINE
3. STORE CHECKS

Tools:
 Notepad to write down issues you find in store.
o Promotional activity guidelines including ROl.
PHARMACY SALES
OPERATING ROUTINE
7. ADMINISTRATION AND EVALUATION

Actions:
 Ensure call register.
 Evaluate achievement vs. objectives.
 What went well/what can be improved.
 Note any learning
 Update objectives for next call.
 Complete any notes.
 Feedback to FLM on competitor activity.
 Order Status and/or Collection.
PHARMACY SALES
OPERATING ROUTINE
7. ADMINISTRATION AND EVALUATION

Tools:
 Diary
 Record cards.
LET’S DO IT TOGETHER

 The Journey Starts Right Now…

Thank You