2. Sales Force is the most Expensive Promotional
Resource for all Pharmaceutical Companies.
3. IMS stated that:
“The majority of Chief Executives recognizes
the need to change their Business
Policy, many are struggling with how to do
so".
4. The key to start developing new Business
Policy is, understanding what myths may
be holding you back from propelling you
company's growth curve.
5. • Myth: Tri Ads are better than Bi Ads. Bi
Ads are better than single Medical
Representative Coverage.
6. Fact: Once you add more than one Medical
Representative/Product/Physician, you
lose Accountability and Ownership.
7. • Myth: We have a strong Sales Force
based on Experience and Knowledge.
8. Fact: Experience and Knowledge is
only a small factor in sales success.
Can they sell? Will they sell?
9. • Myth: We promote our best and brightest
Medical Representative to sales
management roles.
10. Fact: Unless you are developing your new
Field Managers to be Strong
Coaches, Leaders and Business Managers
you just made 2 mistakes.
You lost a top Medical Representative and
now have a Poor Sales Manager.
11. • Myth: We have a very Experienced Sales
Management Team.
12. Fact: If you don’t invest for developing
Coaching, Leadership and Intelligence of
Field Managers, you will get same
Performance like before you have had for
years.
13. • Myth: We invest significant amount of money
and resources on Medical Representative
training.
14. Fact: Unless training is supported by in-
field coaching and reinforcement, 90% is
forgotten in 30 days.
15. • Myth: All we need to do right size of our
sales force.
16. Fact: You need to look at other factors like we
are targeting better, do Medical Representative
have a sense of ownership, and our Sales
Managers is a great coaches. Otherwise, your
new sales team is going to give you the same
results.
17. • Myth: Slow gradual change is the way to
go. If we change a little every year, we
can eventually get it right.
18. • Fact: Radical change has been required
for years, yet no one has the courage to
challenge the norm.
19. • Myth: All we need to do is bring in
IMS, and they can tell us, what the best
model is.
20. Fact: They were the ones who got you
into this problem. Who says they can lead
you out of it? If your new model fails you
can always say we consulted the best and
brightest.
