The strategy focuses on recognizing and promoting top sales performance in a systematic manner. It aims to assess and reward the Sales Promotion Officer (SPO) based on their achievements. One key component is incentivizing secondary sales, distinguishing them from primary sales. By integrating tracking mechanisms, setting targets, and offering bonuses for secondary sales, the strategy drives end-user demand. For example, creating an app leader board for top performers can motivate the team.
Another aspect of the strategy is enhancing doctor relationship management. This involves hosting webinars, implementing feedback loops, and organizing symposiums, to nurture relationships with doctors and improve product promotions. Providing tailored support to key doctors and offering referral programs further enhances doctor engagement.
Lastly, optimizing daily sales operations ensures effective sales visits and time management. By refining metrics such as daily check-ins, using GPS for route efficiency, and conducting weekly progress reports, the team can maximize productivity. Regular feedback and peer reviews help maintain and improve sales performance.
The strategies
⛳️ Strategy 1: Incentivise secondary sales achievements
- Integrate a tracking mechanism within the app to log and monitor secondary sales
- Set specific targets for SPOs on secondary sales separately from primary sales
- Develop a reporting mechanism to capture secondary sales data from stockists
- Introduce a secondary sales bonus to motivate the sales team to drive end-user demand
- Hold monthly review meetings to assess and discuss secondary sales figures
- Train sales team on effective techniques to increase secondary sales with doctors and pharmacies
- Create a leaderboard within the app showing top performers in secondary sales
- Align quarterly bonuses with both primary and secondary sales achievements
- Set up real-time alerts for sales team when there is a significant increase in secondary sales
- Use feedback from the new product Excel sheet to adjust strategies and targets for secondary sales
⛳️ Strategy 2: Enhance doctor relationship management
- Use app data to analyse and increase frequency of interactions with high-potential doctors
- Organise monthly webinars to educate doctors about latest products and benefits
- Implement a feedback loop where doctors can provide input on product efficacy
- Provide the sales team with resource kits to effectively communicate product advantages to doctors
- Set up a referral programme where doctors can earn rewards for new stockist introductions
- Track prescription patterns to identify key doctors driving sales and offer them tailored support
- Recognise and reward doctors who prescribe new products consistently
- Facilitate regional doctor symposiums to increase engagement and education
- Offer expert consultancy services to doctors using in-depth product knowledge
- Develop monthly targets for SPOs based on doctor engagement metrics gathered through the app
⛳️ Strategy 3: Optimize and evaluate daily sales operations
- Assess app check-ins and ensure timely visits to doctors and stockists
- Implement stricter KPIs for daily call planning and execution
- Create weekly progress reports analysing time spent on sales visits versus results
- Refine chemist sheet entries to ensure accurate recording of pharmacy interactions
- Use GPS data to optimize field routes for efficiency
- Encourage peer reviews and virtual meet-ups to share best practices in sales strategies
- Streamline start work processes and set staggered start times to improve timeliness
- Provide regular performance feedback to sales team members based on data collected
- Monitor SPO attendance and discipline compliance using app records
- Establish clear parameters for evaluating daily effectiveness when considering monthly or quarterly top personnel recognitions
Bringing accountability to your strategy
It's one thing to have a plan, it's another to stick to it. We hope that the examples above will help you get started with your own strategy, but we also know that it's easy to get lost in the day-to-day effort.
That's why we built Tability: to help you track your progress, keep your team aligned, and make sure you're always moving in the right direction.
Give it a try and see how it can help you bring accountability to your strategy.
