greatest pharma myths and facts
TRANSCRIPT
![Page 1: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/1.jpg)
Greatest Pharmaceutical SalesMyths and Facts
Presented By
Masum ChowdhuryManager, SBMD
Asiatic Laboratories Ltd.
![Page 2: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/2.jpg)
Sales Force is the most Expensive Promotional
Resource for all Pharmaceutical Companies.
![Page 3: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/3.jpg)
IMS stated that:
“The majority of Chief Executives recognizes
the need to change their Business
Policy, many are struggling with how to do
so".
![Page 4: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/4.jpg)
The key to start developing new Business
Policy is, understanding what myths may
be holding you back from propelling you
company's growth curve.
![Page 5: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/5.jpg)
• Myth: Tri Ads are better than Bi Ads. Bi
Ads are better than single Medical
Representative Coverage.
![Page 6: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/6.jpg)
Fact: Once you add more than one Medical
Representative/Product/Physician, you
lose Accountability and Ownership.
![Page 7: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/7.jpg)
• Myth: We have a strong Sales Force
based on Experience and Knowledge.
![Page 8: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/8.jpg)
Fact: Experience and Knowledge is
only a small factor in sales success.
Can they sell? Will they sell?
![Page 9: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/9.jpg)
• Myth: We promote our best and brightest
Medical Representative to sales
management roles.
![Page 10: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/10.jpg)
Fact: Unless you are developing your new
Field Managers to be Strong
Coaches, Leaders and Business Managers
you just made 2 mistakes.
You lost a top Medical Representative and
now have a Poor Sales Manager.
![Page 11: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/11.jpg)
• Myth: We have a very Experienced Sales
Management Team.
![Page 12: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/12.jpg)
Fact: If you don’t invest for developing
Coaching, Leadership and Intelligence of
Field Managers, you will get same
Performance like before you have had for
years.
![Page 13: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/13.jpg)
• Myth: We invest significant amount of money
and resources on Medical Representative
training.
![Page 14: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/14.jpg)
Fact: Unless training is supported by in-
field coaching and reinforcement, 90% is
forgotten in 30 days.
![Page 15: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/15.jpg)
• Myth: All we need to do right size of our
sales force.
![Page 16: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/16.jpg)
Fact: You need to look at other factors like we
are targeting better, do Medical Representative
have a sense of ownership, and our Sales
Managers is a great coaches. Otherwise, your
new sales team is going to give you the same
results.
![Page 17: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/17.jpg)
• Myth: Slow gradual change is the way to
go. If we change a little every year, we
can eventually get it right.
![Page 18: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/18.jpg)
• Fact: Radical change has been required
for years, yet no one has the courage to
challenge the norm.
![Page 19: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/19.jpg)
• Myth: All we need to do is bring in
IMS, and they can tell us, what the best
model is.
![Page 20: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/20.jpg)
Fact: They were the ones who got you
into this problem. Who says they can lead
you out of it? If your new model fails you
can always say we consulted the best and
brightest.
![Page 21: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/21.jpg)
Do you have any Question, Please??
?
![Page 22: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/22.jpg)
Thanks
![Page 23: Greatest pharma myths and facts](https://reader036.vdocuments.site/reader036/viewer/2022081400/555e8e41d8b42abd468b5858/html5/thumbnails/23.jpg)
Prepared ByMasum Chowdhury
Manager, Strategic Brand Management Department
Asiatic Laboratories [email protected],
+880-0171-7642874, +880-0193 7990014