Pharmaceutical Sales 30-60-90 Day Business Plan

Continues for 2 more pages »
Read full document

Pharmaceutical Sales 30-60-90 Day Business Plan

By | April 2013
Page 1 of 3
Ninety Day Business Plan
For
Auxilium MSC

30 Day:

* Begin home study.
* Attend Training.
* Continuously study and master product info and clinical trials. * Review current accounts and analyze sales data across the territory. * Identify Urologists, Endocrinologist, Internal Medicine & Family Practice Physicians within territory (Including Nurse Practitioners & Physician Assistants). Also target local pharmacies within various areas of the territory. * Meet each and every target physician and entire office staff within the first two weeks in the field. Leave contact information. Identify decision makers within clinics. * Ask office staff members (gatekeeper, nurses, etc) which days are best to meet with physicians. Schedule appointments. Develop Relationships!!!! * Find out who handles refills and patient complaints. Understand how they handle these complaints (do they automatically switch the medication). * Develop a list of profiles for each office and physician including: personalities, extracurricular activities, involvement in respective communities, undergraduate & residency allegiances. * Determine prescribing habits for current physicians, clinics and hospitals. Get product sales print outs from local pharmacies to determine volume. * Determine patient populations these physicians are treating. This will help to understand what drives their decision making, whether it is efficacy, cost, availability, outcomes, etc. * Meet with counterparts/management and develop a synergistic working relationship to maximize sales by targeting the right physicians with the right frequency. Also understand what has worked for other reps in different territories.

60 Day:

* Use weekly/monthly report and information gathered in the field to rate Clinics and Group Practices as A, B, or C accounts based on Testim volume and competitive volume. * Once accounts have been rated, plot them according to...

Rate this document

What do you think about the quality of this document?

Share this document

Let your classmates know about this document and more at Studymode.com