30/60/ 90 Plan Objectives

Plan of Action

Relationship Building

Execution

30 Day Plan

Objective:

Build relationships quickly with doctors Get familiar with hospital and surgeon

protocols figure out how to get our product on the shelf

Lead to increased productivity and market share area

First 30 Days Preliminary:

Start working on rep credentialing- Vendor mate, RepTrax, Status Blue

30 Day Plan

Increase technical competency

- Allot specific times to review study materials

- Thoroughly review all home-study materials (technical literature, published journals, videos, presentations, etc.)

- Routinely communicate with other team members, manager, sales training, etc. to continually evaluate progress

- Prepare all questions intelligently for corporate training

Preliminary Target 3 Orthopedic sectors by a

combination of geographic location and specialty:

General Orthopedists

Neurosurgeons

Foot & Ankle

Territory AnalysisAnalyze and Understand Territory

• Create territory routing plan to promote initial high call volume

• Establish AND RECORD customer expectations (frequency of call, support, etc.)

• Lay foundation for long-standing relationships with all customer contacts

• Identify and meet Top 10 Customers, key local opinion leaders, Top 10 Competitive Accounts

Territory Analysis• Begin creating data base of Customers AND key inter-

practice influences (MSN, PA, assistants, coordinators, etc.)

• Identify any outstanding liabilities (including at-risk business, technical or administrative affairs); closely work with manager to effectively neutralize

• Identify all outstanding opportunities; closely work with manager to effectively capitalize

• Establish relationships with any ancillary team members (dealerships, distributorships, etc.)

• Begin competition log (products, reps, etc.)

• BE CONFIDENT, MAINTAIN HUMILITY!!

P.O.A Meet and greet surgeon at office:

lunch or set appointment (10 days/ 300 surgeons @ 30 per day) Get familiar with the facilities and

their protocols in my territory- hospitals and surgery centers

(10 days/ 40 locations @ 4 per day) Repeat first 10 days with a 2nd time

around follow up 

Relationship Building Plan of Attack to stop by the offices

map out territory by geographic location and specialty to setup an efficient schedule

Goal: Stop by 30 offices a day for 10 days and get face to face time with 5 of the 30 doctors a day

Execution Meet the front office staff

4 ways that staff responds to a rep asking to see the doctor “Doc does not see reps”

Leave literature with handwritten note saying when you’ll be back

“I can only let you see him/her if they request to see you”

“You must schedule a time to meet the surgeon either at lunch or a set appointment

“He/she will meet with you but it must be quick”

Gaining Admission Learn protocol of how the doctor sees reps Ask for a quick 30 second meet and greet

  Give the doc specific literature i.e.: spine brochure Print out a journal article on a specific challenge

with a specific spine surgeries highlight and ask to get his opinion

Introduce myself and my company

If they have time, then start talking or else schedule an appointment to come back and sit down to discuss material

. HOSPITALS AND SURGERY CENTERS

Get familiar with the “lay of the land”

Scope out OR location, control desk, scrub room, doctor’s lounge, security, check-in desk

Learn who they use for rep credentialing

Introduce yourself to Materials Management/ Purchasing

Ask about protocol for access to key people i.e.: Director of OR, Spine coordinator, orthopedic coordinator

Repeat Revisit the first 2 steps as much as possible to

generate opportunities that lead to increased productivity. Build on previous stop-bys and take detailed notes every step of the way.

Organization and preparation is the key!

*60 and 90 Day plan are a working business plan based on the first month’s activities

  

60 Day PlanOBJECTIVES

1. Fortify relationships with key customers; understand each practice as individual

2. Increase technical competencies

3. Fine tune sales plan for balance of the

60 Day planTACTICS

1. Fortify relationships with key customers• Promote trust through consistency, follow up, etc.• Promote confidence through technical knowledge and

expertise• Utilize all resources to aid process!!• Continue customer data base; understand all inter-office

politics/organization structure• Identify and establish all Allies in each practice (key influencer)• Refine customer expectations

2. Increase technical competencies• Continue home-study• Identify “teacher” docs• Identify and begin to understand top competitors (both rep

and technology)

60 Day Plan. Fine tune sales plan

• Re-evaluate Territory Routing Plan; adjust as needed

• Begin to establish individual action plans per each account to promote organic growth

• Develop competitive account target list beyond Top 10

• Begin to establish individual actions plans per each COMPETITIVE Top 10 account to promote in-organic growth!!!!!

• Analyze customer data for outstanding trends, obstacles, etc.

• Create sense of ubiquity (face to face, fax, email, phone calls, etc.)

90 Day PlanOBJECTIVES

1. Evaluate performance in light of 30/60 day objectives

TACTICS2. Evaluate and refine progress • Review 30/60 day objectives; refine as needed• Review processes and procedures with manager• Finalize territory routing plan • Complete customer data base• Confirm all outstanding issues (liabilities and

opportunities) are completed or in process• SUCCESSFULLY complete all training