pharma field force excellence for field managers
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Pharma Field Force Excellence
1. As an effectiveField Manager and as a coach, you have to be available when the team member has a problem or a need.
2. To be effective as anField Manager, you must have developed something through experience that you can demonstrate and that will be respected by your sales people.
3. As an effectiveField Manager (sales coach), you need to ‘walk the talk’ by modeling those behaviors that you tell your sales people to exhibit.
4. TELLING is not COACHING. Your ability to INFLUENCE with proper INTERPERSONAL skills become very vital as part of your coaching efforts.
5. In coaching activities, as an Field Manager and asa coach you are
(c) The communication skills,(d) Knowledge of the market, including customers.
6. As a coach(Field Manager), you must be committed and involved in making each of your team members...Successful.
7. Sales coaching is a two-way, one-on-one process that enables improvement of sales person’s performance.
8. As an effective coach, you need to develop the skill of listening, observing and objectively putting across the truth.
9. As a coach you should promote openness and trust.10. You need to have a clear understanding of sales productivity and more importantly, the skills in developing your sales people to successfully handle thecompetitive environment.
10 Coaching Tips for Field Managers
looking for those behaviors that influence your sales person’s selling capabilities. They are(a) Knowledge of the products and services offered(b) Clear understanding of sales strategies
Author : K. Hariram is the former MD (retd.) at Galderma India.Rewrite: Masum Chowdhury, Manager, SBM, Asiatic Laboratories Ltd. E-mail: [email protected]