How to be a Perfect Medical Representative

Observing and analyzing the work of the best medical representatives, we have observed some interesting things. Champion salespeople organize their work in such a way that they implement more activities than their other colleagues. Here is the description of these tasks or activities to earn the sales quota for each month.

How to be a Perfect Medical Representative

The 15 important tasks and activities of a Perfect Medical Visitor:

The selection and classification of doctors and clients.

There are four key components to successful pharmaceutical marketing: the right products, the right doctors, and the right message delivered by the right sales force.

As we can see, having a "target" of suitable doctors is a key factor in pharmaceutical marketing. Unfortunately, many drug companies do not make a good selection of doctors. These companies place so much emphasis on the number of visits per day that the Medical Visitor does not have time to update his list of doctors.

To achieve his sales objectives, the Medical Visitor must review and update his list of doctors regularly, that is, every six or nine months. A winning Visitor constantly evaluates and prioritizes physicians, based on current productivity, sales potential, and availability.

Medical Visits: Visit the right doctors with the right frequency.

The secret of a winning Medical Visitor is to make more coverage or more frequent visits to the most important doctors. After having classified his doctors, the Medical Visitor has to visit "AA" doctors much more frequently.

Planning and analysis of visits.

The only way that the Visitor can achieve his sales objectives is by having a good planning of each visit. The Medical Visitor needs to set appropriate visit objectives for each of them. Post-visit analysis is part of planning the next visit.

How to do good planning for a successful medical visit? First of all, you should start by creating a comprehensive profile of each doctor. There are basically two types of doctor profiles: the professional profile, which contains data referring to the way the doctor practices medicine, and the personal profile, which details their personal interests. Keeping the doctor's files religiously up-to-date could help the Visitor not only to set clear and specific visit goals but also to plan visit strategies and influence client decisions. On the contrary, not planning is planning your failure.

Good application of Sales Techniques in each visit to all clients.

The overall goal of each visit is to convince the doctor to prescribe your products. To persuade the doctor, the Visitor needs to apply sales techniques.

The most important sales techniques are:

• Identification of necessities.
• Presentation of characteristics and benefits.
• Effective presentation of clinical studies.
• Management of objections.
• Management of the competition.
• Closing techniques.
• Monitoring of the prescription commitment.

The Visitor who consistently applies these techniques to all of his clients will have a better chance of winning more prescriptions!

Customer Relations:

Improve relationships to increase sales.

The distance between the heart and the checkbook is said to be shorter than the distance between the brain and the checkbook. It has already been proven by many surveys that the affective or emotional channel plays an important role in achieving sales.

How to appeal to the affective channel of each client? Adopt a different selling style for each customer, based on a variety of factors such as social style, personality, age, ethnicity, specialty, etc.

There are other strategies to improve your relationships with your clients:

• Meeting your commitments on time and responsibly.
• Knowing the client in their appearance or personal profile, establishing common ties.
• Demonstrating your credibility and professionalism in all interactions with the client.
• Establishing and maintaining mutual respect with the client.
• Establishing areas of common interest with the client and using those areas to create affinity.
• Using the creative techniques that are within the guide of the company to win and manage the interest of the client through a series of visits.

Acquire adequate knowledge about therapy areas, company products, competition, market, marketing strategies, and promotional plans.

A Champion Medical Visitor is always a Champion, especially when it comes to knowledge. The Champion Visitor demonstrates up-to-date knowledge of their products, marketing strategies, and competitor products. The Winning Medical Visitor uses knowledge of their products and the competition to develop effective sales strategies in different types of clients and segments.

Meetings: Attend and participate in training meetings and complete all duties.

The productivity of a Medical Visitor is directly related to their preparation and level of professionalism. This is how the saying goes, "He who has the sharp ax cuts more trees." Thus, self-training is one of the most important keys to success for a winning Medical Visitor.

Your self-empowerment is your investment in the future. Remember that the field of Medical Visitors is quite competitive. Only trained Medical Visitors can achieve successful careers. There is no place for mediocre people.

A Winning Medical Visitor always works to improve and increase their professional skills and seeks opportunities for their professional development. The Champion Visitor invests his money and effort in improving his knowledge and skills (buying and reading my books, for example). The Winning Visitor uses a variety of techniques to manage work-related stress, maintaining a strong sense of job satisfaction and a high level of self-motivation.

Resource Maintenance: Maintain company resources and use samples and other resources to maximize sales.

We live in an imperfect world. We work with limited resources. The Winning Visitor is the one who knows that the effective use of these limited resources, such as samples and other materials, makes the difference between a poor result and a successful performance. The Champion Visitor knows how to optimize the use of his company's resources and develop contingency plans to reduce downtime.

Organize Medical Education activities, such as video projections and medical meetings.

A Champion Visitor performs actions that his clients like, among which is the opportunity offered by Continuing Medical Education. Doctors love programs that can update their knowledge and skills. Therefore:

• A Champion Visitor recognizes and uses opportunities to promote and highlight the image of your company in the eyes of the customer.
• Identify and provide the appropriate services of your company for each client.
• Use your company's services such as Medical Education Services to influence customer attitudes and prescription habits.
• Demonstrates the value of the company's services to all customers and thus sells the image of the company.

Organize other promotional activities, such as attending congresses, campaigns with nurses, midwives, pharmaceutical chemists, cross-promotion, etc.

A very important activity that a Medical Visitor must execute to achieve their sales is to organize promotional activities periodically. These activities can be directed at doctors or pharmacies. A promotional activity can be a cross-promotion, a type of promotional alliance between two companies. These activities are generally appreciated by physicians because they are creative and innovative.

Include your products in the Request on time.

In some countries, the Request is known as the Drug List, Formulary, or Therapeutic Arsenal. The policy of many hospitals and institutions is to oblige all physicians to prescribe only the drugs that are on this Drug List or Request. At this point, the importance of the topic "How to include your Product in the Request on Time" is appreciated.

Relationship with distributors and wholesalers.

The secret of a successful management of a Sales Territory is to turn distributors into allies and make each one of them think like you.

In other words, the champion Medical Visitor must influence distributors and wholesalers, including pharmacy clerks.

Visit important pharmacies and apply the Decalogue of Marketing to pharmacies.

Visiting the major pharmacies regularly provides the Medical Visitor with many benefits and opportunities to grow his business. First, the pharmacy is a source of information about the prescriptions of doctors in the area. It is likely that the Medical Visitor who invests his time in educating the pharmacy clerks will improve the rotation of his products. In many countries, the customer comes directly to the pharmacy for the pharmacist to recommend a medicine. There are several tasks and activities to do at the pharmacy. We have selected the ten most important tasks that make up the "Pharmacy Decalogue". Thus, regularly visiting important pharmacies and applying the Pharmacy Decalogue is one of the secrets to achieving your monthly quota.

Transmit the information about the market and the competition to the Marketing Department.

In order for the Medical Visitor to receive the support of his Marketing Department, he must transmit market information. Simply submitting literature and other competing materials is not enough. It is important that the Visitor includes his evaluation and comments on the competitor's campaigns. Your suggestions and ideas on how to rebut the competition's arguments are valuable as well.

Administrative tasks: Make reports, visit reports, sales, expenses, and deliver them promptly.

The secret to working efficiently and productively is having all the tools, including providing travel funds, to do a good job. Sometimes expense reimbursements are not made on time because expense reports are not received by the company on time. In many companies, the delivery of itineraries and routes is required before the start of the cycle. There are others that require weekly and/or monthly reports. Beware of these reports. Do them seriously. These reports are your only contact with the office and can be interpreted as a reflection of your work and attitude.

As you can see, the job of a Medical Visitor is not easy. You have to implement these 15 tasks in your daily work. To implement these 15 tasks and the Decalogue of the pharmacy, the Medical Visitor must be a multifaceted person, a detective with the ability to select and classify their doctors according to their business potential, a good psychologist who identifies different types of clients and who is flexible to suit various types of customers.