1st Time Manager Guide

Paradigm shift 1st time
Manager
O Steve Jobs said:
O -We don’t hire smart people so that we can tell
them what to do
We hire smart people so that they can tell us
what to do
O Manager Is the person responsible To
implement the firm’s sales & marketing plans
within the district, through managing & developing
the district’s human & financial resources
Management skills bouquet
We will now discuss a selected bouquet of skills

that fit our job as district managers
and thus help us to effectively lead our teams
to accomplish our business objectives
Management skills
Basic managerial skills can be grouped into:
O •Technical skills:
O –How to perform the basic processes of the job.
O •Conceptual skills:
O –Analyzing complex situations, planning,
decision making & problem solving.
O •Interpersonal skills:
O –Communicating & working well with people
(subordinates & managers).
District management skills
•Because the skill set is so wide,

managers are tempted to focus on the
areas closely related to their exact
roles & responsibilities.
What are the district sales manager

responsibilities?
District sales manager
responsibilities
•Directing & supporting med. rep. to achieve the district
business objectives.
•Efficient resource allocation.
•Developing med. rep. through training, coaching & motivation.
•HR management functions, as recruitment & evaluating
performance.
•Handling key customers or accounts
EI more important than IQ
Emotional intelligence (EI) refers to the ability to
perceive, control, and evaluate emotions.
Types Of people
Great
Medium People
People
Little
People
Studies show there are
4 reasons why talented
people leave their jobs
1- Negative work environments
2-High stress & pressure
3-lack of engagement & challenge
4- lack of recognition& benefits
According to study by Glassdoor 50% of people quit because
of burnout& stress
Motivational Hygiene
Reasons for staying at company
Tuckman model Team Behavior
Back to Basics
Two fundamental leader behaviors
are needed
Getting
things done →→Directive behavior
through people→→Supportive behavior

Identify directive vs. supportive
behaviors:
•Listening to subordinates’ problems (job related or

not).
•Assigning tasks and monitoring performance.
•Appreciating a subordinate for his good work.
•Putting a deadline to finish a task.
•Involving a follower in a decision making process.
•Setting an action plan for a follower to perform.
•Sharing a personal experience with an employee.
•Telling a subordinate what to do in a specific
situation
•Encouraging self reliant problem solving.
•Comparing sales to targets.
•Explaining rational behind decisions and actions.
Which behavior to use? When?
Hersy & Blanchard proposed that the right leadership style

is dependent on subordinates’ readiness
Knowledge + Skills + Attitude

Tuckman theory was the base of the
Hersey-Blanchard Situational
Leadership Theory
Developmental Level
D1 D2 D3 D4
telling selling participating delegating
Performance VS Results
• Need Dm • Must
double visit appreciated
& coaching
High effort
High effort
Low
H result
Results
Low effort
Low efforts
High
low results
results
• Red zone • analysis
Sales Process
Message Concept RX Sales Profit $$

Coaching guideline
O What is coaching ?
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Coaching guideline
O Coaching objectives ?
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Coaching guideline
O Coaching grid ?
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Coaching guideline
O Pre coaching session:
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Coaching guideline
O Feedback session:
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Pharmacy Visits
O A reliable source of information.....
O To identify the customers.
O To identify their potentiality.
O Helps in call planning.
O Needs established relation.
O Time of visit.
Remember
O Prospecting is to find, qualify & categorize your

customers.
O Prospecting is a continuous process.
O Your customer’s list should be updated every now
& then.
Pharmacy Visits
O From the point of view of the pharmacist:
Moving capital is the better than great profit
Remember
Setting Call Objective
O What we want the customer to do as a result

of the call
O Based on:
O Personality Style
O Ladder of Adoption
O Potentiality
Objectives
S O Specific
M O Measurable
A O Ambitious
R O Realistic
T O Time bound
Remember
Opening the Call
Getting Attention
Establish Direction
The Approach
O First face to face contact with a
customer
O It is so important for :
O First qualifying your customer
O Second getting his interest
O Third elaborating his need
O Finally, it will help you moving to the
next step which is the main idea

The 4 Steps of Opening
O Introductory approach.
O Name, company, ….
O Connection
O Based on personality Style
O Purpose Approach
O Patient group or benefit, Clinical trial, …etc
O Cure, compliance, ....
O Question approach.
O Experience, practice, ....
Methods of Opening
O Don’t use your product name.
O Connect based on the personality style.
O Use your business card.

Remember
O If the first impression is favorable, your customer
will be willing to listen
O Appearance counts a lot
O Smile paves the road
O Firm handshake
O Confidence
O Speak clearly
O Use the customer name ( correctly)
No 2nd Chance to Change the 1st Impression

Remember
Questioning Skills
Types of Probes
Highly Appreciated from Analytical & Amiable

Types of Probes
Type Purpose Characteristic
Closed- - Get precise, quick 一Can be answered by “yes”
ended response/decision or “no”, “I don’t know”
CEQ - Ask for information Examples f CEQ
- Give information Do you agree that ………..?
Examples of CHQ
Choice 一Do you prefer starting with
CHQ ….. OR ………………?
Personality Styles & Questioning
Bad questions will cause them
to:
O Driver: Respond well to closed
OK with open if LOGICAL
O Analytical: Respond well to Open
OK with closed
O Amiable: Respond well to Open
Dislike Closed
O Expressive: Respond to all kinds

Remember
The Persuasive Presentation
The Persuasive Presentation
O Feature
O Advantage
O Benefit
F., A., & B.
O Feature
O Characteristics/facts about the product
O Advantage
O Is what a product does as a results of a
feature
O Benefit
O How F. B. can improve a situation for the
physician or patient
O It should be tailored to meet the needs of the
individual customer
Understanding Different needs
DOMINANT
Quick Results
Results Recognition
Driver Express.
INTROVERT EXTROVERT
Analyt. Amiable
Accuracy Convenience
Security Security
SUBMISSIVE
Remember
Customer Responses
Objections
O Objection .... is a reason the customer gives
for not buying or prescribing your product
O Types of objections
1- true objection
2- false objection
Buying A shirt?
50
Price Objection
O Most Common
O Sometimes it is raised to hide the real objection
O The price is too high !!!
O Other competitors have more reasonable price !!!
Handling Objections
O It is a 5- step technique :
1.Listen.
2.Probe for clarification.
3.Cushion the answer.
4.Respond.
5.Check Acceptance.
Remember
Closing
Difficulties in Closing
O Poor presentation
O Wrong attitude (afraid of rejection)
O Poor habits & skills
55
Stages of Closing
Action Close
Asking for Rx
Acceptance Close
Gain agreement on some benefits
Acceptance Close
A Buying Signal
Could be verbal or non verbal
Confirm the acceptance with VALUE questions
Examples:
Is this of value to you?
Does this help your patient?
Does this make your work easier?
Will this improve your condition?
Do you need this effect?
4 types of Action Close
1. Summarize the benefits

O As you noted doctor, ……. ensures 1……,
2……. 3……… will you Rx it to your patient
with ……….?
2. Direct request ( most effective)

O Will you prescribe …………?
Types of Closing
3. The Trial close
O Would you use it with the first case of
…?
4. Alternative close.
O Are you going to prescribe in ….. Or
……?
Remember
Post Call Analysis
1. Analysis
O Was my objective SMART ?
O Was my objective achieved ?
O Why, why not ?
O What is my next call objective ?
O What is my next call plan ?
O What info should be changed?
Remember
Coaching sheet
Field Coaching Form
D.M Name: Area: coa Rep Name :

Date :
Criteria Last Visit Evaluation 1 2 3 4 5 Comments
Product Knowledge
Customer Knowledge
Knowledge Market Knowledge
Medical Knowledge
Compititors Knowledge
Pharmacy Feedback
Call Planning ( SMART Objectives )
Approach
Questioning Technique
Features & Benefits
Selling Skills
Handling Customer Response
Listining Skills
Use Of Promotional Material
Closing & getting commitments
Post Call Analysis
Team Spirit
Motivation
Personal Chriteria
Willingness for Selfdevelopement
Punctuality
Planning
Doctors Records ( Listining & Updating)
teritory management
Resourse Allocation
Reporting
Priority Skill Development Action Plan ( What, How,When,Who ) Follow UP ( Yes or No )

1
2
3
4
5
6
Next Coaching Date ;

OThank you

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Paradigm shift 1st time

We will now discuss a selected bouquet of skills

•Because the skill set is so wide,

What are the district sales manager

things done →→Directive behavior

through people→→Supportive behavior

•Listening to subordinates’ problems (job related or

Hersy & Blanchard proposed that the right leadership style

Knowledge + Skills + Attitude

Message Concept RX Sales Profit $$

O Prospecting is to find, qualify & categorize your

O What we want the customer to do as a result

O First qualifying your customer

O Second getting his interest

O Third elaborating his need

O Finally, it will help you moving to the

next step which is the main idea

O Cure, compliance, ....

O Don’t use your product name.

O Connect based on the personality style.

O Use your business card.

No 2nd Chance to Change the 1st Impression

Highly Appreciated from Analytical & Amiable

OK with open if LOGICAL

O Analytical: Respond well to Open

O Amiable: Respond well to Open

O Expressive: Respond to all kinds

2.Probe for clarification.

3.Cushion the answer.

1. Summarize the benefits

2. Direct request ( most effective)

D.M Name: Area: coa Rep Name :

Priority Skill Development Action Plan ( What, How,When,Who ) Follow UP ( Yes or No )

Next Coaching Date ;

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