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Tips for Successful Field Rides with Management Ed Thomas & Deborah Martin October 8, 2008
Research Ed Thomas  19 years Sales Management, Sales Trainer, and Territory Sales Deborah Martin  12 years Sales, Team Mentor & Sales Trainer Published on-line articles Interviewed tenured pharmaceutical representatives Solicited input from District & Regional Managers
Ways to Reduce Pre-Ride Anxiety Managers are mentors & coaches Reps success is a managers success Buying more time with physicians Communicate success stories via voice mail
Ways to Reduce Pre-Ride Anxiety  Review last Field Coaching Guide & implement selling skills prior to ride Submit all administrative work on time List of territory projects & questions Get a good nights sleep
Set the Tempo with a Plan DM sends out district calendar  Confirm 2 days in advance DM is last minute  be proactive to invite DM Be 10 minutes early (or at least on time) Set pace of the day
Be a Good Car Host Prep car the night before Clean car inside & out Top off gas, No warning lights on dash
Be a Good Car Host  Guest water/soda (take initiative) Limit cell phone use Trunk stocked & organized
Routing, Reports & Targeting Print out a list of todays routing Print out previous quarter sales report Print out last field coaching guide List of current projects & programs Ask Manager what other reports are important
Pre-Call Plans Pre-Call Plan Routing Why is this physician a target? Notes from last call Office protocol What motivates this physician? POA / Core message / Theme
Post Call Plans Post Call Plan Was the goal accomplished? Remind DM of success/Progress in  office ? Resource tools for office? Strategy for next call? Enter notes after call
Ideal Day (1x month/quarter) 2 Favorite Offices 4 Difficult Offices 2 Thought Leaders/ KOL/ P&T 2 Offices with NP or PA Set aside time to go over territory plans In-service breakfast or lunch Display Dinner Program
Frequent Riders (2x a month) Stay in route Real World Day Pace the Day Take time to enter call notes Have a plan for breakfast/ lunch Filler Calls
Reviewing the Field Ride Ask Manager his schedule Ask Manager about re-cap of day Remind Mgr of successes during the day Remind about current & future projects Be pro-active in scheduling next field ride
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Tips for a Successful Ride Along with Management

  • 1. Tips for Successful Field Rides with Management Ed Thomas & Deborah Martin October 8, 2008
  • 2. Research Ed Thomas 19 years Sales Management, Sales Trainer, and Territory Sales Deborah Martin 12 years Sales, Team Mentor & Sales Trainer Published on-line articles Interviewed tenured pharmaceutical representatives Solicited input from District & Regional Managers
  • 3. Ways to Reduce Pre-Ride Anxiety Managers are mentors & coaches Reps success is a managers success Buying more time with physicians Communicate success stories via voice mail
  • 4. Ways to Reduce Pre-Ride Anxiety Review last Field Coaching Guide & implement selling skills prior to ride Submit all administrative work on time List of territory projects & questions Get a good nights sleep
  • 5. Set the Tempo with a Plan DM sends out district calendar Confirm 2 days in advance DM is last minute be proactive to invite DM Be 10 minutes early (or at least on time) Set pace of the day
  • 6. Be a Good Car Host Prep car the night before Clean car inside & out Top off gas, No warning lights on dash
  • 7. Be a Good Car Host Guest water/soda (take initiative) Limit cell phone use Trunk stocked & organized
  • 8. Routing, Reports & Targeting Print out a list of todays routing Print out previous quarter sales report Print out last field coaching guide List of current projects & programs Ask Manager what other reports are important
  • 9. Pre-Call Plans Pre-Call Plan Routing Why is this physician a target? Notes from last call Office protocol What motivates this physician? POA / Core message / Theme
  • 10. Post Call Plans Post Call Plan Was the goal accomplished? Remind DM of success/Progress in office ? Resource tools for office? Strategy for next call? Enter notes after call
  • 11. Ideal Day (1x month/quarter) 2 Favorite Offices 4 Difficult Offices 2 Thought Leaders/ KOL/ P&T 2 Offices with NP or PA Set aside time to go over territory plans In-service breakfast or lunch Display Dinner Program
  • 12. Frequent Riders (2x a month) Stay in route Real World Day Pace the Day Take time to enter call notes Have a plan for breakfast/ lunch Filler Calls
  • 13. Reviewing the Field Ride Ask Manager his schedule Ask Manager about re-cap of day Remind Mgr of successes during the day Remind about current & future projects Be pro-active in scheduling next field ride