1. Listen to their reps. concerns and issues and look for appropriate solutions.
2. Have a thorough understanding of the reps. clients, managed care plans, pharmacy issues, and other territorial advantages and disadvantages.
3. The manager should understand performance analytics and be able to manipulate data. Don't look at 4 week data as a whole for a territory look at a minimum of 13 weeks. (4 week data is skewed by many outside agencies for example: pharmacy capture rate, prescribers on vacation, holidays, wholesale issues, etc....)
4. The manager should know their "whales" in their district for every product.
5. The manager should have a 2 month route given to their representatives in accordance to ride alongs.
6. Managers should analyze numbers by four factors of market share, market share change, market share growth, and quarter to quarter change growth. Same time last year is assanine for it does not take in effect managed care wins and losses (I.e. Calcitrene on NY Medicaid) and volume if possible is more assanine than same time last year. ( Not every territory will have a population of Texas and New York) if you only want volume just have reps in Texas and New York and pull the rest, or send my state 500,000 more people and 200 more dermatologists. Whoever came up with a volume metric as a good thing is a mathematical flunky in business!
7. If you want the rep to think like a buyer, have the manager think like a rep. On ride alongs.
8. Managers should be expeditious in their duties of expense reports, mailings (rebates), and call backs.
9. Managers cannot and should not expect reps. to halt their sales functions because they are derelict in their duties. (Don't call me in the middle of my work day to tell me you need some info. ASAP because you either didn't read your email or forgot to do something in a timely manner.
10. If numbers are falling or are low figure the solution out with the rep. Calling sales reps. Up to point out information they already know, and then brow beating them is a waste of time for both parties. Be constructive with your time!
11. RESPECT---you only truly get it when you give it.
2. Have a thorough understanding of the reps. clients, managed care plans, pharmacy issues, and other territorial advantages and disadvantages.
3. The manager should understand performance analytics and be able to manipulate data. Don't look at 4 week data as a whole for a territory look at a minimum of 13 weeks. (4 week data is skewed by many outside agencies for example: pharmacy capture rate, prescribers on vacation, holidays, wholesale issues, etc....)
4. The manager should know their "whales" in their district for every product.
5. The manager should have a 2 month route given to their representatives in accordance to ride alongs.
6. Managers should analyze numbers by four factors of market share, market share change, market share growth, and quarter to quarter change growth. Same time last year is assanine for it does not take in effect managed care wins and losses (I.e. Calcitrene on NY Medicaid) and volume if possible is more assanine than same time last year. ( Not every territory will have a population of Texas and New York) if you only want volume just have reps in Texas and New York and pull the rest, or send my state 500,000 more people and 200 more dermatologists. Whoever came up with a volume metric as a good thing is a mathematical flunky in business!
7. If you want the rep to think like a buyer, have the manager think like a rep. On ride alongs.
8. Managers should be expeditious in their duties of expense reports, mailings (rebates), and call backs.
9. Managers cannot and should not expect reps. to halt their sales functions because they are derelict in their duties. (Don't call me in the middle of my work day to tell me you need some info. ASAP because you either didn't read your email or forgot to do something in a timely manner.
10. If numbers are falling or are low figure the solution out with the rep. Calling sales reps. Up to point out information they already know, and then brow beating them is a waste of time for both parties. Be constructive with your time!
11. RESPECT---you only truly get it when you give it.