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Power Point Presentation given at the October 2008 Medical Service Society Meeting to give attendees in the Health-Care, Pharmaceutical, Biotech & Medical Device Sales Industry tips on reducing pre-ride along anxiety with management.
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Tips for Successful Tips for Successful Field Rides with Field Rides with ManagementManagement
Ed Thomas & Deborah MartinEd Thomas & Deborah Martin
October 8, 2008October 8, 2008
ResearchResearch
►Ed Thomas – 19 years Sales Ed Thomas – 19 years Sales Management, Sales Trainer, and Management, Sales Trainer, and Territory SalesTerritory Sales
►Deborah Martin – 12 years Sales, Team Deborah Martin – 12 years Sales, Team Mentor & Sales TrainerMentor & Sales Trainer
►Published on-line articlesPublished on-line articles► Interviewed tenured pharmaceutical Interviewed tenured pharmaceutical
representativesrepresentatives►Solicited input from District & Regional Solicited input from District & Regional
ManagersManagers
Ways to Reduce Pre-Ride Ways to Reduce Pre-Ride AnxietyAnxiety
►Managers are mentors & coachesManagers are mentors & coaches► Rep’s success is a manager’s successRep’s success is a manager’s success► Buying more time with physiciansBuying more time with physicians► Communicate success stories via voice mailCommunicate success stories via voice mail
Ways to Reduce Pre-Ride Ways to Reduce Pre-Ride Anxiety Anxiety
► Review last Field Coaching Guide & implement Review last Field Coaching Guide & implement selling skills prior to rideselling skills prior to ride
► Submit all administrative work on timeSubmit all administrative work on time► List of territory projects & questionsList of territory projects & questions► Get a good nights sleepGet a good nights sleep
Set the Tempo with a PlanSet the Tempo with a Plan
►DM sends out DM sends out district calendar – district calendar – Confirm 2 days in Confirm 2 days in advanceadvance
►DM is last minute – DM is last minute – be proactive to be proactive to invite DMinvite DM
► Be 10 minutes early Be 10 minutes early (or at least on time)(or at least on time)
► Set pace of the daySet pace of the day
Be a Good Car HostBe a Good Car Host
► Prep car the night beforePrep car the night before► Clean car inside & outClean car inside & out► Top off gas, No warning lights on dashTop off gas, No warning lights on dash
Be a Good Car Host Be a Good Car Host
►Guest water/soda (take initiative)Guest water/soda (take initiative)► Limit cell phone useLimit cell phone use► Trunk stocked & organized Trunk stocked & organized
Routing, Reports & TargetingRouting, Reports & Targeting
►Print out a list of today’s routingPrint out a list of today’s routing►Print out previous quarter sales reportPrint out previous quarter sales report►Print out last field coaching guidePrint out last field coaching guide►List of current projects & programsList of current projects & programs►Ask Manager what other reports are Ask Manager what other reports are
importantimportant
Pre-Call PlansPre-Call Plans
Pre-Call Plan►RoutingRouting►Why is this physician a target?Why is this physician a target?►Notes from last callNotes from last call►Office protocolOffice protocol►What motivates this physician?What motivates this physician?►POA / Core message / ThemePOA / Core message / Theme
Post Call PlansPost Call Plans
Post Call PlanPost Call Plan►Was the goal accomplished?Was the goal accomplished?►Remind DM of success/Progress in Remind DM of success/Progress in
officeoffice??►Resource tools for office?Resource tools for office?►Strategy for next call?Strategy for next call?►Enter notes after callEnter notes after call
Ideal Day (1x month/quarter)Ideal Day (1x month/quarter)
► 2 Favorite Offices2 Favorite Offices► 4 Difficult Offices4 Difficult Offices► 2 Thought Leaders/ 2 Thought Leaders/
KOL/ P&TKOL/ P&T► 2 Offices with NP or PA2 Offices with NP or PA► Set aside time to go Set aside time to go
over territory plansover territory plans► In-service breakfast or In-service breakfast or
lunchlunch► DisplayDisplay► Dinner ProgramDinner Program
Frequent Riders (2x a month)Frequent Riders (2x a month)
► Stay in routeStay in route► Real World DayReal World Day► Pace the DayPace the Day► Take time to enter Take time to enter
call notescall notes►Have a plan for Have a plan for
breakfast/ lunchbreakfast/ lunch► Filler CallsFiller Calls
Reviewing the Field RideReviewing the Field Ride
►Ask Manager his scheduleAsk Manager his schedule►Ask Manager about re-cap of dayAsk Manager about re-cap of day►Remind Mgr of successes during the Remind Mgr of successes during the
dayday►Remind about current & future Remind about current & future
projectsprojects►Be pro-active in scheduling next field Be pro-active in scheduling next field
rideride