SFE, What every pharma sales professional should know ?
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Transcript of SFE, What every pharma sales professional should know ?
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SFE, What every pharma sales professional should know ?
Satya Mahesh
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My honest confession…
I ‘m also waiting for Lunch
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Satya Mahesh
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1 . 2 Billion + population of India across 29 states
9,40,000 + qualified doctors plus AYUSH
8,00,000 + pharmacy retail stores 2,00,000 + pharma field force
71,000 + Brands in Packs 65,000 + distributors
39,000 + Brands
DD 5 Yr. CAGR23,000 Orgs.86% OPE
OPE: Out of Pocket expenditure
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That’s Big...
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Accelerated…
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And so, higher Targets
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High competition
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Lesser resources...
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In a shorter time frame…
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Little differentiation
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UCPMP ?
Uniform Code of Pharmaceuticals Marketing Practices (UCPMP)
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Do more ...with less
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That’s why you need SFE !!
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Your biggest and costliest resource is your sales team..
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The way SFE is perceived
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What SFE really is ...
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Needs… abundant use of ...
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More RxsMore RxbersMore Dose More Dosing More Duration
of course evidence based
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No brainer … and doing the obvious...
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Before knocking the door
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Which Customer ?
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How often ?
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Once you enter...
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Which Message ?
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Profitable & Progressive Revenue
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Knowledge & Intelligencea.k.a “ Yukti ”
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Effortsa.k.a “ Shakti ”
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Outcomesa.k.a “ Bhukti ”
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EffectivenessAchieved
Desired=
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The most famous2 X 2 wala
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Calls
Rep
Sales
Call
Efficiency Effectiveness
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Calls
Rep
Sales
Call
Efficiency Effectiveness
Productivity
XSales
Rep--
X
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Field force are like
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will always deliver what you asked for…
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For 48 Days follow the rules...• Get up early at 4 AM..• Cold water bath..• Bland diet..• No Anger , Greed , Lust..• No lies..• No shoes..• Sleep on the floor..• Pray God at all times..• and many more….
Punishment ?
Siksha ?
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For 48 Days follow the rules...
Dedication ?
Diksha ?
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Field Force : CTC
CoverageTarget(Customers)
Call quality
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Front line manager : BSC
Basics (CTC of FF)
Span (Performance &Efforts)
Coaching
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Mix (Brands)
Span (Performance & Efforts)
Consistency
Second line manager : MSC
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People Health Direction
Second line manager : PHD
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In essence,
Simplify SFE Continuous , Consistent Communication Measure, Challenge, Support
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Credits
Unknown artists and Photographers on Google
My wife Syamala for her non-interference
and my kids for their intensive interference
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