You may not like it, but pharmaceutical companies who employ people for medical sales to sell to Gp’s measure call rate. In some cases, they are a little obsessed with it as a measure for success. Regardless of whether or not we are in agreement with this, many of you will indeed have to strive for the highest number of calls you can.
If you are also measured on sales, and I hope you are, read on, because it’s a waste of time generating calls for calls sake, if they’re not quality calls. You could just double up on all the ‘easy to see doctors’ but follow these tips and you will see you sales and calls go up.
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Build a clear plan of calling opportunities for each area you visit. This should show where and when all the spec calls are, and also where the appointments are…here’s why. Many appointments are missed due to a either a no show, or perhaps more likely an ambitious rep iwho has squeezed in too many appointments. Look for space between your own specs and diary and turn up in a surgery at the appointment time. Turn up ‘just on the off chance the appointed rep doesn’t’ or perhaps to check for appointments and if you’re lucky, you’ll pinch the extra call on a good doctor. Do this twice a day consistently, you ‘will’ gain several extra ‘good’ calls a week, these will all add to your sales….and it works!
Surgeries can be hectic places during surgery times.. Rather than Sainsbuy’s for lunch, make a selection of extra surgery stops between 12.30pm and 2pm. Surgery staff are more relaxed after the morning rush has finished. Doctors are often wandering around reception opening post etc. I used to visit on the basis of booking appointments, but as soon as I spotted a doctor, produced a reason to see them. Once again, this won’t work every time, but executed performed as part of your routine will generate extra calls over a week, and most likely good quality calls.
When running meetings for Doctors, tempt them with call back item. I used to use the clinical papers relevant to that particular meeting. Create a registration form for your attendees, ask them to sign it, add a ‘best time to call back’ section. This will give you the ammunition you need to get passed the receptionist on your return visit
For ‘do not see’ surgery where the potential is good, arrange a meeting in a surgery and and invite their nearby colleagues, perhaps add in a speaker to further attract doctors to attend. At this point you should bring in number 4 to generate calls on your new doctor contacts.
Sponsor a post graduate meeting in the hospital in tandem with your strategy for call backs using a registration form above. This can generate many extra calls over a short period for a boost in your calls and sales.
Build these into your days routinely and your call rate will go go up to keep your boss happy, but so will your sales…promotion…pay rise…bonus…!
Good luck
This article is written by John Bult of pharmaceutical sales jobs
Tags: careers, jobs, jobs in sales, medical, medical sales, recruitment, sales jobs, sales recruitment
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