Just listened to the provincial managers of the debriefing report, I am very pleased that in the concerted efforts of everyone, the work of the sales department have made great progress, but at the same time, also exposed a lot of problems. Before I talk about the problem, I would like to first emphasize that our first sales department bears the task of the company's management model and the establishment of the market model, and the company's next step in the planning of the premise of the establishment of a strong sales team and market network, the current reality is that we all have their own advantages and disadvantages, we can only focus on the strengths of the team to play the team's strengths, the group's collective efforts, full respect for the market and the facts! Only by focusing on our strengths, utilizing the power of the team, working together, and fully respecting the market and facts can we succeed. Therefore, I hope that you will value this opportunity to learn and exchange ideas, and learn and summarize from each other without reservation and in an open and honest manner. Below, I will talk about my own views from three aspects, with you **** with the exchange and discussion.
First, the unification of ideas, correct attitude
1, about the attitude
In the process of everyone's debriefing and mutual exchanges, reflecting the work of a lot of difficulties and problems, such as the market network, bidding, the convening of the Pharmaceutical Affairs Council time ......, problems and difficulties are naturally inevitable, but I think that the main reason for these problems and difficulties can not be solved is still the attitude problem. There is such a story: a company in the recruitment process, after a lot of interviews finally left three people, the company is the production of combs, the last test question is who can sell combs to monks. Half a month later, the three people are back, the results are as follows:
A: After efforts, finally sold a comb. (After running to countless monasteries and selling to countless monks, he came across a young monk with an itchy head and convinced him to sell the comb as a tickling tool.)
B: Sold ten combs. (Also ran to many monasteries, but did not sell out, is in despair, suddenly found burning incense devotees there is a female guest hair a little loose, so the presiding monks of the monastery that this is a kind of disrespect to the Bodhisattva, and finally persuaded two monasteries to buy five combs each.)
C: 1,500 were sold, and more are likely to be sold. (After running to several monasteries without selling a single one, feeling difficult, he analyzed how to sell them. Think of the monastery on the one hand, but on the one hand also need to increase economic efficiency, come to burn incense of believers, some of them far away, there should be a desire to bring back something. So and the temple hosts to discuss, in the comb engraved with a variety of words, such as piety comb, hair comb ......, and divided into different grades, in the incense seekers after the distribution of the sign. As a result, the monastery after the application of the response is very good, more and more monasteries require the purchase of such combs.)
Attitude is everything. As you know, among the market management of prescription drugs, the common management methods are budget system and contracting system. Our company uses the form of budget system, that is, the company bears the risk of the entire market, as a basis, the company to build a good team, and to achieve the goal, you need to use management tools to manage everyone, and also have the right to manage to everyone's every working day.
In the previous stage of work, the sales department more or less embodied a wait-and-see mentality, encountered problems on the passive waiting, or want to rely on friends, rely on the company to solve, or by all means to the company to ask for policy, money. Not bad, we have a lot of problems in the early stage of market operation, but if there is no problem, what else do we need to do? How can you lead your team if, as a provincial manager, you spend all day complaining in front of your team and customers? Everyone's performance involves everyone, so don't delay the company, your superiors, your subordinates and your own future development.
Napoleon Hill once said, "There is not much difference between people, only the positive mindset and negative mindset of this subtle difference, but it is this little bit of difference that determines the huge difference between the two people's lives after twenty years." Because you don't have the internet, you have to work harder than others to catch up. Often people will say this - "If I was how so and so, then now I'm sure I will ......", people often only stay in such a say, and not really put into action, how I'm not sure if I'm going to be able to do that.
Market competition is becoming more and more intense, the market mechanism will be more standardized, each company, each person will face constant change, and there will be new challenges in front of you, what kind of attitude you treat it, you will get a kind of what kind of results.
2, about the goal
Any company has a company development goals, each employee working in the company also has their own personal development goals, in this issue, I think there are two points worth thinking about:
First, we must unify the personal goals and company goals. Everyone will have pressure, there is a need, but how to make it with the company's long-term and short-term development goals of organic unity, so that in the realization of the company's development goals at the same time, to achieve their own personal goals. This requires their own personal career planning into the company's development, the company will continue to develop, to new products, to purchase and merge the pharmaceutical company, to be listed on ......, only up and down the unity, in step, in order to move forward. This requires everyone to strengthen mutual communication, to achieve the goal of building an excellent team and network.
Secondly, the realization of the goal to have a correct concept, method, and the goal of practical decomposition and implementation. Only decomposable and achievable goals are feasible goals. Mao Zedong said that policies and strategies are the life of the party, and their importance is self-evident. In the process of goal setting and realization, one should not rely on empirical values alone, but combine them with scientific methods. In addition, maintaining a good state of mind will help you get through a lot of difficulties.
3, about learning
There is an economist said this sentence "do not learn is a sin, learning is economic, with economic methods to learn, learning to create economic." We should learn from the theory, practice and mutual communication, not only pay attention to the method of learning, but also have a correct attitude to learning. We all more or less have a critical absorbing mentality, that is to say, before accepting other people's viewpoints or opinions, with a questioning attitude, which is something we should correct. We should treat others' views and opinions with an absorbing and critical attitude, that is, we should first listen to others' views with a tolerant and accommodating mindset, and then, after careful consideration, we should receive their views critically.
Just as we organize meetings and training, the company spends money, while letting everyone in the busy work of the time to get together to exchange and summarize, if not to a learning mindset, to an empty cup mentality to deal with, certainly do not learn. Everyone has advantages, are worth learning from each other, if you can not change their mindset, and will not progress.
I also often say to everyone, only constantly learning, thinking, summarizing, we can continue to improve and do things well.
This process is like playing Go, initially from scratch, the level of similar, slowly know the layout, after progress, the level of low disdain, self-righteousness, into a platform period; and then slowly there is a higher level of aspiration, if you continue to learn and summarize, and gradually have a big-picture view, but also know how to give up a small to protect the big, so in the continuous learning in the Progress, in fact, the work is the same, you need to continue to learn, enrichment, the sales department should try to shape a learning atmosphere to cultivate a good team, but do not form dogmatism and empiricism, bear in mind that the combination of practice, learning to use, complement each other.
4, about the team
Every business has to be bigger and stronger, but the river is not a person to fight out, but to rely on the strength of the group. We come from different enterprises, different enterprises have different cultures, habits and management mode, to the original enterprise in the good things into the company, the bad things to be discarded.
Each sales manager in the face of sales staff, first of all, the elders, have the obligation and responsibility to let subordinates work happily, to understand human nature; do not take the style of the jungle, the style of the old masters to bring to the team, to make their own team have a sense of security, can get the benefits of being able to continue to grow; to strive to cultivate the subordinates, their own knowledge and skills unreservedly passed on to them, with a kind of Water rising rather than water falling mentality to it; to effectively strengthen the team consciousness, strengthen the training, and build a really good belong to the company's team.
There is a saying, "People who don't take training can't be managers, and people who can't train people can't be big managers."
With the development of the company, there will be more positions and opportunities in front of everyone, in the process of team building, faced with a problem of trust and control, we are now using a variety of forms to strengthen the process of management, in fact, is only one of the means of management, we do not have a kind of rejection, confrontation of the psychology of anything has a continuous process of improvement and development, and the ultimate goal is the The same.
5, about management
In the company, each of us is in a kind of role transformation, in front of the lower level is the manager, in front of the higher level is managed. And from another point of view, we are all social and business people, management has the science and art, to really achieve effective management, in the team when problems arise, in the hospital development of clinical follow-up, communication is a very important and effective way. So some management scientists even say that management is communication. The importance of this is unquestionable.
Many of our managers often rely too much on their own experience value, and do not pay attention to market research and materials from the front line of the market, this is a kind of wrong concept, must be corrected. There is no sense of managing a team, in the subordinates encountered difficulties, there is no with them to carry out collaborative visits and counseling visits?
There are no rules. Management is a kind of input, we have to management to be effective, and constantly improve a variety of management systems and methods, and really implement into action.
Second, summarize the lessons learned and promote the experience
1, financial awareness needs to be strengthened
Need to emphasize is that it must be strictly proportional control of the entire operating costs, at the same time, the development of costs belonging to the individual borrowing, involving amortization, the need to tauten the string, to establish the attitude of financial control.
First of all, we must learn to count, strengthen financial analysis. The sales department treasurer to take the initiative to undertake the work, help the manager to calculate the accounts, analysis, the interrelationship between different costs to strengthen the analysis, to achieve effective financial management. Both to calculate the market account, to consider how to go to amortization, but also to calculate the investment account, the work as their own, from their own point of view, what things to do, what things should not do.
Secondly, for the value of the existence of medical representatives, to be associated with the sales of his (her) region, their wages can be adjusted according to the specific market situation, in the basic salary and bonus commission on the flexible changes, is to increase or reduce the incentive component, different sales department can be different ways to deal with it, but no one may not be deducted from their wages.
All the results ultimately fall on the financial indicators, to throw the fight with tight, first tight, then loose, strengthen the combination of cost analysis and market strategy. In particular, the treasurer, to try to strengthen the analysis in a variety of concise forms such as bar charts, pie charts, graphs, etc., to help the manager to do a good job of financial control.
2, strict standardization, effective management
Said earlier, the premise of our company's management is the management of the budget system, and the system is still in the continuous improvement and modification of the system, we need to *** with the efforts of the system must be carried out, do not fluff, otherwise it is better not to have the system. Management system of the company's large system needs, the sales department of the small system is also needed to regulate the behavior of individuals, to understand the staff movement is very useful. Such as medical representatives of the daily and weekly statements to fill out, the manager through its standardized statements can easily find the problem, and timely tracking to solve.
For the annual plan, the target plan should be broken down into each quarter, each month, each day, each medical representative, each hospital, each department, each doctor, and seriously think about what pathways and methods to achieve the goal. The goal is broken down into tasks, and the task is to be completed.
To strengthen the management of goals and time management, at the same time managers should be strict on their own management, to lead by example, in order to lead the team. For example, if the manager himself sleeps, how can ask employees to go to work on time and work hard? Management is to pay the cost, is the cost must be effective. The next step we are considering on the ERP system, to simplify the management process and improve the efficiency and quality of management.
3, human resource management
First of all, there is a hiring standard thing, we have always advocated that the right is the best, not necessarily the best is the best, in the selection of people, but also focus on staff loyalty and professionalism.
Secondly, in the form of performance, the staff's ability to work such as the development of the hospital situation, work efficiency and work saturation is also an aspect that needs to be emphasized.
Finally, we should adopt different strategies through training to effectively combine the personal resources of medical representatives with the company's resources, so as to achieve the purpose of integrating resources and utilizing the advantages of the team.
In the market personnel use strategy, for the use of gunmen in the specific stage, can be considered, but must be declared to the company in advance.
In the training of medical representatives, mainly from three aspects, one is to cultivate a good working habit, through the role model of the manager, to strengthen the management; the second is through the convening of meetings such as weekly meetings, systematic training meetings to comprehensively train their knowledge and skills; the third is to pass on through the process of market operations, the use of auxiliary and synergistic visits to bring a good team. Only let all employees of the long-term goals and short-term goals and the company's goals unified, involving the reality of earnings, space for growth, the actual ability to improve many aspects, only in the process of constantly cash and meet everyone, in order to unite and stabilize the team and continue to attract more talent to join our cause.
4, market strategy
Provincial managers have a different feel for the market, experience is certainly important, but it is not a necessity for success. Only the combination of sensibility and rationality, the unity of theory and practice, on the basis of market intuition, coupled with scientific analysis and research, so that the success obtained is a certainty.
It would be good to see a story about KFC: In preparation for entering the Chinese market, KFC Wangfujing, Beijing, has sent two staff for research before the opening of the store, the first staff arrived in Wangfujing, saw the hustle and bustle of the crowd, intuitively and immediately judged worthy of opening a store in Wangfujing, and then went back to tell the company that you can open a store in Wangfujing; another staff member arrived in Wangfujing, in the main market, the market is very busy, but the company has not been able to find the right place to open a store. Wangfujing, another staff member arrived in the main intersections to start timing statistics through the flow of people, according to the level, according to the age to be categorized, but also on the source of chickens around Beijing as well as chicken feed and other environmental investigations, and ultimately through the analysis of the data, the conclusion that can be opened in Wangfujing store. The final result proved to be a success, but the two staff members did not reach the conclusion in the same way and in the same process, and the difference can be easily seen, so the first staff member was demoted after going back to his job. If we can combine rich market experience and accurate scientific market research in the process of market operation, success will belong to us.
We must learn to analyze the market, distinguish between major and minor conflicts, major and minor aspects of the main conflict, and seize the key to effectively carry out the work. For example, Hubei market, due to the network is very familiar, development into the hospital may be relatively easy, but the clinical follow-up is relatively lack of, so the next step of the focus should be appropriate to the clinical tilt, including the recruitment of clinical staff, etc.; and Hunan market is relatively speaking, the development of hospitals is relatively weak, so in the recruitment of personnel, we must take into account the development of the ability to develop and the ability to clinically maintain the people are very strong. Different markets, different environments, require different strategies.
In terms of marketing must seize a center, combined with the main and secondary contradictions, effectively avoiding the East a hammer, West a hammer thing.
Sales with gold is the main means commonly used in the current market, but definitely not the only means. From the perspective of the trend of the development of the pharmaceutical industry, only to be able to provide a full range of solutions for doctors, specialization, academic is the future direction. We can only walk in front of others by comprehensively applying these means and seizing the first opportunity. Therefore, at this stage, we must first rise to a high level of consciousness, reflecting our professional and standardized image, effective integration of various resources and methods, systematic and planned to do marketing, through the use of the correct market strategy to achieve the purpose of our construction team, camping network.
5, logistics management
First, the issue of cargo risk, the provincial sales department must pay attention to the policy risk and the risk of tampering with the goods, to strengthen the awareness of risk management, to do in advance co-ordination, to avoid temporary blindness.
Another is the turnover of goods, must always communicate with dealers, hospitals, at any time to understand their inventory status, find problems, find the cause of the problem, and take timely measures to solve it.
Third, a clear goal, decomposition of tasks
The provincial sales department in the process of target decomposition, neither conservative, nor pie in the sky, in line with the pragmatic, practical attitude, with the combination of empirical value and scientific methods, to determine the reasonable and achievable goals for each region.
After the goals are set, they are broken down to the people, to the hospitals, to the quarterly, monthly and daily. Here, I would like to emphasize the implementation of "everything is implemented, everything is supervised" the eight words, everything is implemented is to implement everything to the person, but also to implement everything to the time; everything is supervised is the implementation of financial supervision, layers of supervision and mutual supervision. By strengthening the process of management and monitoring to ensure that the goal is reached.