The Role of District Manager

1. THE DISTRICT MANAGER Francis B. Abat

10. Identifying Performance Problem Questions to be clarified by DM Type of Problem Indicated Action Does the MR know what supposed to do? COMMUNICATION Planning Session Communication Does the MR have the knowledge & skills to implement the desired behavior? TRAINING Appraisal Session Training Session Coaching Session Is there a physical or policy-oriented barrier that prevents the MR from carrying out the desired behavior? ORGANIZATIONAL Accommodation Reassignment Reorganization Could the MR carry out the desired behavior if his/her life depended on it? MOTIVATIONAL Counseling Session Improved Communication

13. Steps in Coaching Techniques Get his/her agreement that a problem exists Mutually discuss alternative solutions Mutually agree on action to be taken to solve a problem. Follow up to measure results Recognize any achievement when it occurs

14. Territorial Management Demand Creation APPROACH PULL PUSH END RESULT RX SALES SYSTEMS DoCCs Trend Analysis Macro National Regional District Trade Management ATTRIBUTES HIGH QUALITY Calls Accurate/ Timely/ Periodic Reports

17. Factors to Consider in Classifying MDs Class A (4x) Patients Class B (2x) Rx Output High Volume = above 25/day Average Volume = 16 to 24/day Low Volume = 5 to 15/day High volume = 10 Rx/week Average Volume = 5 to 9 Rx/week Low Volume = < 4 Rx/week