Tips for Successful Tips for Successful Field Rides with Field Rides with ManagementManagement

Ed Thomas & Deborah MartinEd Thomas & Deborah Martin

October 8, 2008October 8, 2008

ResearchResearch

►Ed Thomas – 19 years Sales Ed Thomas – 19 years Sales Management, Sales Trainer, and Management, Sales Trainer, and Territory SalesTerritory Sales

►Deborah Martin – 12 years Sales, Team Deborah Martin – 12 years Sales, Team Mentor & Sales TrainerMentor & Sales Trainer

►Published on-line articlesPublished on-line articles► Interviewed tenured pharmaceutical Interviewed tenured pharmaceutical

representativesrepresentatives►Solicited input from District & Regional Solicited input from District & Regional

ManagersManagers

Ways to Reduce Pre-Ride Ways to Reduce Pre-Ride AnxietyAnxiety

►Managers are mentors & coachesManagers are mentors & coaches► Rep’s success is a manager’s successRep’s success is a manager’s success► Buying more time with physiciansBuying more time with physicians► Communicate success stories via voice mailCommunicate success stories via voice mail

Ways to Reduce Pre-Ride Ways to Reduce Pre-Ride Anxiety Anxiety

► Review last Field Coaching Guide & implement Review last Field Coaching Guide & implement selling skills prior to rideselling skills prior to ride

► Submit all administrative work on timeSubmit all administrative work on time► List of territory projects & questionsList of territory projects & questions► Get a good nights sleepGet a good nights sleep

Set the Tempo with a PlanSet the Tempo with a Plan

►DM sends out DM sends out district calendar – district calendar – Confirm 2 days in Confirm 2 days in advanceadvance

►DM is last minute – DM is last minute – be proactive to be proactive to invite DMinvite DM

► Be 10 minutes early Be 10 minutes early (or at least on time)(or at least on time)

► Set pace of the daySet pace of the day

Be a Good Car HostBe a Good Car Host

► Prep car the night beforePrep car the night before► Clean car inside & outClean car inside & out► Top off gas, No warning lights on dashTop off gas, No warning lights on dash

Be a Good Car Host Be a Good Car Host

►Guest water/soda (take initiative)Guest water/soda (take initiative)► Limit cell phone useLimit cell phone use► Trunk stocked & organized Trunk stocked & organized

Routing, Reports & TargetingRouting, Reports & Targeting

►Print out a list of today’s routingPrint out a list of today’s routing►Print out previous quarter sales reportPrint out previous quarter sales report►Print out last field coaching guidePrint out last field coaching guide►List of current projects & programsList of current projects & programs►Ask Manager what other reports are Ask Manager what other reports are

importantimportant

Pre-Call PlansPre-Call Plans

Pre-Call Plan►RoutingRouting►Why is this physician a target?Why is this physician a target?►Notes from last callNotes from last call►Office protocolOffice protocol►What motivates this physician?What motivates this physician?►POA / Core message / ThemePOA / Core message / Theme

Post Call PlansPost Call Plans

Post Call PlanPost Call Plan►Was the goal accomplished?Was the goal accomplished?►Remind DM of success/Progress in Remind DM of success/Progress in

officeoffice??►Resource tools for office?Resource tools for office?►Strategy for next call?Strategy for next call?►Enter notes after callEnter notes after call

Ideal Day (1x month/quarter)Ideal Day (1x month/quarter)

► 2 Favorite Offices2 Favorite Offices► 4 Difficult Offices4 Difficult Offices► 2 Thought Leaders/ 2 Thought Leaders/

KOL/ P&TKOL/ P&T► 2 Offices with NP or PA2 Offices with NP or PA► Set aside time to go Set aside time to go

over territory plansover territory plans► In-service breakfast or In-service breakfast or

lunchlunch► DisplayDisplay► Dinner ProgramDinner Program

Frequent Riders (2x a month)Frequent Riders (2x a month)

► Stay in routeStay in route► Real World DayReal World Day► Pace the DayPace the Day► Take time to enter Take time to enter

call notescall notes►Have a plan for Have a plan for

breakfast/ lunchbreakfast/ lunch► Filler CallsFiller Calls

Reviewing the Field RideReviewing the Field Ride

►Ask Manager his scheduleAsk Manager his schedule►Ask Manager about re-cap of dayAsk Manager about re-cap of day►Remind Mgr of successes during the Remind Mgr of successes during the

dayday►Remind about current & future Remind about current & future

projectsprojects►Be pro-active in scheduling next field Be pro-active in scheduling next field

rideride