Sales Target During Covid Crisis

Achieving the Sales Growth over last year this financial year is overrated . Also in this pandemic if pharma companies are planning based on the  the historical data of previous  year and  sales trends  in a conventional way means , it is going to have great difficulty.

Why Conventional plan have difficulty ?

Conventional Target plan falls short includes previous years ideal situation data’s and annual plans . Also Cycle meetings & monthly sales review meetings .in this pandemic such things looks like a unrealistic scope . Hinders the ability to handle uncertainty with new issues.

Why to Revisit old plan ?

Patients flow yet to reach normal and Doctors preference are changing.

Previous Data is  not relevant to the current situation and new treatment options . Less Resources to invest Team is adapting to new work situations .

New Realistic Target plan

To plan on 3 key objectives
1. Building Team Morale     2.  Sales progress  Month to Month

3. Customers new value creation.

1. Planning to achieve 51% to 55% of the previous  Financial  year Base sales  in this period of July to December.
2. To Focus on  secondary sales improvement month to month gaining momentum.
3. Fortnightly check in  to provide solutions to new market issues .
4. Creating new sales  metrics based  on the progress and track variable sales activities.
5. Identifying New Value to Doctors for increasing patients free flow and engaging K.O.L .
6. Empowering the middle level managers to take decisions on the new issues to avoid delay in the process .
7. Robust communication in the multi channel for  the Team to build high  morale during the disruption.
8 . Developing New competency among the Managers to Lead in Crisis .
9. Actionable plan to improvise the non viable territories.
10. Converting  non movable high inventory products into cash through  trade tactics and managing supply chain.