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.

Extra Ordinary Attitude in Sales

Amazed to see a Child who was joyfully waving hands at a flight, flying above 5,000 feet above the Ground level. Am not sure that the child expected a wave back response from the passengers. She joyfully waved until the last visibility of the flight and simultaneously shouting towards her mother Ma.. Ma.. See there. But her mother did not give any attention since she knew that passengers’ response was not possible.
Many times I observe children who play near railway tracks wave their hands with a bundle of enthusiasm towards the travelling passengers whenever a train passes by the track without expecting response.
During my Sales Trainings for Sales Field Force, I asked them about their greatest challenge. Most of them expressed unanimously, “Sir our major challenge is a Doctor’s non response. Sometimes they don’t even look at us.”
Sales Force often experiences intense feelings of Dejections. If these feelings continue, it may escalate into helplessness and further affect the performance. The Sales calls that end in a feeling of dejection and the negative emotions are never addressed many times.
If you ask me what is the best way to handle the dejection, I’d say simply to see more calls. These Children who wave hands playfully towards non responding passengers teach us a wonderful lesson. Instead of replaying the feeling of dejection several times in the mind and getting drained, joyfully making the next sales call is an Extra Ordinary Attitude. That accelerates the thoughts and bring better Results.
An Ordinary Sales Person with an Extra Ordinary Attitude can bring better Results than Skilled Person with lots of Dejection.