Nail Biting Moment

There was a dynamic pharmaceutical sales professional working in a small town. He knows how to connect with the stake holders and he also ensures to get updated with respect to competition. He was a successful sales professional continuously achieving his sales targets.

His company introduced a new product to treat respiratory tract infection for the first time in India. This product was priced at INR 28 for each tablet. One complete course is 2 tablets per day for 5 days. The total cost of the therapy per patient works out to be INR 280.

Being a passionate sales professional he had mastered the science of the product before the launch. Once the product was launched through his in-clinic discussions he could convince the physicians about science of the product & benefits to patients.

Few Physicians could see good results in their patients with this new product and many physicians started to prescribe the product. The place where this individual was working didn’t have corporate hospitals, physicians with foreign degrees, but still this guy was giving a stiff competition to his counterparts working in metro’s and bigger town’s.

He was number one in terms of sales for this new product in his region. During their strategy meeting he was rewarded for being the “Top Performer”. When they asked him how could he achieve such an outstanding performance,

He said he follows three simple things always,

1. Having the right customers in his master list
2. All the customers must contribute for the product portfolio
3. Knowing about competition strategy EVERY DAY.