What makes a salesman a star?

Posting after a long hiatus. Last 100 days have kept me quite busy with a major task. I set up a new business, a capital intensive business from scratch and it took me a little more than three months. Dealing with government agencies and regulatory bodies for setting up this new business left me with no time or mindset to write in this blog.

In all this chaotic existence for the last 100 days, I was out in the field for a major Market research assignment. I came across plenty of Reps waiting to meet doctors. Whenever I interact with the field managers they often rant about not getting good talent anymore and what they said was obvious when I observed first hand.  We have a shortage of show stoppers. We have plenty of Sample droppers….but, will that make them a star sales man or good businessmen…

To be a show stopper in pharma sales, one needs to be fiercely independent especially so when you work for a large(or Small) pharma company which expects to deliver a canned detailing pitch, drop samples, request prescriptions and move on…..

Medical Rep job need not be like a factory worker job of handling routines or planning ten calls, planning samples, dropping samples, detail the canned speech and so on… It could be made very interesting and lively. I have been in sales for more than 16years and have successfully sold a range of healthcare products.

IMHO some ground rules that sets a star apart….

Relation ship building: This is the key first step in your sales journey. Key customers do not relate to you unless you are of some value to them….you or your product should solve a significant problem area of theirs.

Scientific knowledge: This is essential and doctors do not respect somebody who is not so well informed about the product the person tries to sell.

Sharing best practices: You have this wonderful opportunity to visit so many physician’s offices or clinics. No two clinics looks alike or feels alike. IF you are sharp you will be able to pick up some interesting stuff  and practices that sets some practices apart. Armed with this rare knowledge you can create value for your customers by sharing some valuable inputs on practice management.

KOL: Identifying and developing Key Opinion Leaders in your territory, in the neighbourhood  will give you significant advantages in your sales environment. The KOL whom you nurture anddevelop will be glad to address local doctor gatherings where he is well recognised by the local communify of doctors.

“Problem-solver” approach: This explains itself.

I welcome your thoughts on this post.

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