Abstract: Failure is like an epidemic. It is contagious and spreads fast. If some Medical Representatives have not been performing for quite some time, and nothing has happened to them, it may make others also feel that, nothing has happened to these non-performing people, they enjoys their life, then why should we alone struggle to complete our targets/budgets?. That's enough to bring down the sales trend in any team. It is very common to hear performing Representatives complain about sharing their success by non-performing Representatives within the same pool.
If you study closely and dissect the problem microscopically, you will find that all Representatives, when they join, want to perform, succeed, and then grow in their career. They join the organization with good intentions only. However some developments, over which they have little or no control, could have made them lose interest in the job and ultimately to the non-performance or failure. Some of these developments, might be:
a) Induction - Any deficiency in the induction of the Representatives, for example, handing them over with the latest and updated Doctors list, Product manuals, introduction to important Doctors, C&FA, Stockists, Retailers, Institutions, Incentive Schemes, Company's sales & marketing strategies, policies, Detailing stories for the products being promoted, Imprest amount, necessary samples, reporting formats, timely receipt of monthly salaries/reimbursements, etc. Any deficiency in the induction of the Representatives will have a demoralizing effect on them. The Representatives may form an opinion about the organization positive or negative - based on their experience during the induction. |
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