Pharmaceutical sales for innovation and change
Release time:
2020-08-14
Pharmaceutical Sales Seeks Innovation and Change
Reporter learned from the peak pharmaceutical agency sales meeting held on August that the sales company took "change" as the theme of the meeting under the guidance of pharmaceutical leaders under the framework of "strict responsibility, release of rights, grasping violations and increasing incentives, respectively from the management system, sales model and sales of new thinking and other aspects of the practice of exploration.
In order to improve the management system, the pharmaceutical sales company introduced the "Points Assessment Management Measures", which was implemented on 9 May 1 . The management method uses points (bonus points and deduction points) to carry out a comprehensive quantitative assessment of employees' abilities and comprehensive performance, and then links material treatment, employee promotion and elimination mechanism with points. The scoring items are divided into "scoring items" and "non-scoring items" according to their nature. The scoring items use the method of rewards and punishments to quantitatively assess the ability and comprehensive performance of business personnel in an all-round way. Non-scoring items are assessed according to the implementation plan of specific projects. The pharmaceutical sales company has also set up a special assessment team to score the projects of the regional managers. The two regional managers with the lowest annual points summary will be included in the elimination list. The management method assesses and scores the sales decomposition of regional managers in the second half of the year, the implementation of provincial supplementary medical insurance, regional work reports, attendance check, shipment check, implementation of regional customer relations, product knowledge test, comprehensive work evaluation and other aspects, aiming at strengthening management, providing positive incentives for regional managers, stimulating subjective initiative, enthusiasm and enthusiasm for work, helping employees to improve their work ability and strengthening their confidence in completing various work objectives, lay the foundation for building a sales team with high overall quality.
At present, the national medical reform has entered the deep water area. With the implementation of the new medical reform policies such as hospital drug control ratio, allowing doctors to practice more frequently, zero difference rate, prescription outflow, etc., the pharmaceutical company has further clarified the transformation and innovative development of medical sales, established a sales control division, further extended the original sales channels into the terminal chain market, and added new sales modes. The establishment of the Control and Marketing Division is an attempt to seamlessly link the agent and terminal mode, to more effectively grasp the terminal dynamics of the pharmaceutical market, to sort out channels, to control prices and to enhance the brand image, and then in the current pharmaceutical market environment to improve the drug market share, change the marketing ideas of enterprises. Zhou Wenyi said that in the next step, the pharmaceutical sales company will selectively cooperate with some large chain pharmacies with integrity and strong execution, and apply the concept of equal emphasis on sales and academic research to the development of sales control work, so as to better expand and optimize the peak brand.
Jiang Xiaomeng, chairman of the group company and chairman of the pharmaceutical company, and Huang Jinlong, deputy general manager of the group company and general manager of the pharmaceutical company, attended the meeting and commented on the work of the agent sales team. Chairman Jiang Xiaomeng put forward requirements on the classification of agents, the handling of the relationship between sales control and agents, hospital medical association, secondary bargaining, and the introduction of the system. He hoped that the pharmaceutical sales company would do a good job in the classification of agents, product quantity, team building, etc.
Huang Jinlong put forward requirements to the management team of the pharmaceutical sales company and the regional managers respectively. He hoped that the management team would run more markets and know the first-line information in a timely manner. The introduction of policies should be based on stimulating the enthusiasm of regional managers and agents and increasing sales volume, and increase the optimization and integration of regional managers. Do a good job in logistics support to serve the market and customers. Regional managers should strictly implement the company's management system and standardize personal behavior; strengthen their own learning and improve their own quality; increase high-quality agents and optimize the structure of agents; pass the company's policies to agents to the letter, and help agents solve problems in a timely manner; enhance awareness of hardship. (Reporter Ni Yingzhen)
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