1) India has a large population and healthcare system with many doctors, pharmacies, pharmaceutical companies, brands, and distributors. However, there is also high competition, fewer resources, and pressure to achieve higher targets more quickly. 2) Salesforce effectiveness (SFE) is important for pharmaceutical companies because the sales team is their largest cost. SFE needs to focus on increasing prescriptions, patients, doses, duration of treatment through evidence-based approaches before visiting customers. 3) Proper management of the salesforce is key and involves understanding which customers to target, how often to visit, and which messages to convey. Metrics like sales reps' efficiency, effectiveness, productivity and managers' performance on basics

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