I Have a New Pharmaceutical Sales Territory: Now What?
I received this question/comment to a recent blog article.
If given a territory and a list of physicians to call on, how would you go about it? Posted by Netta
As a new pharmaceutical sales rep this is precisely the situation you will be faced with on your first day in your new sales territory. That is of course, after you complete about 3 weeks of home study and an additional 3 weeks of sales training with most Big Pharma companies . Having a new sales territory can be scary and exciting all at once. This a great opportunity to have. Your sales training, District Manager and counterparts (if you have any) are there to assist you with the tools and knowledge to achieve success in your new sales territory.
This is precisely the situation I was faced with on September 1st 2004 on my first day as a Diovan sales rep.
COLLABORATE WITH YOU DISTRICT MANAGER
One of your manager's responsibilities is to know the territory she manages inside and out. She will know who the top customers are and who you should be focusing on. Ask your manager, "Who are our top 20 customers for each product?". You will "live with" your top 20 customers. Chances are these top 20 customers will produce 80% of the business in your territory. The old 80/20 rule in action.(also known as the Pareto Principle)
SEGMENT YOUR TARGET LIST
Once you get your target list ask you manager to help you segment your target list. Break your target list down by product volume, market volume, and top competitor. Segmenting your target list is important because this will allow you to focus your effort, once again, on your top customers .
NOW GO MAKE SOME SALES CALLS!!!
The talking and analysis is done. Now go do what you are getting paid to do, SELL SOME PILLS!
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