Facilitate meaningful and purposeful Sales Review Meetings – Srinivasan V

New Delhi, August 03, 2016: Sales Review Meetings are held in Pharma Industry at the end of every month wherein Field Force wise, Product wise, Month wise, as well as Cumulative performances, efforts (field work) put in during the month are thoroughly discussed, and then action plan identified for implementation for next month to improve performance to the expected level.

Such meetings are organized mostly at short notices, therefore the Field Force are more likely to come for the meeting, with loosely arranged/prepared data as per any format which is convenient for them. In some cases, the same Field Force, may present the data in a different format every month, which adds to the confusion. When the same information, if presented in different formats by different Field Force, uniformity, and better understanding, are the casualties.

If a specific Sales Performance Review format, which satisfies all information required by the Organization for the Monthly Review/Analysis at all levels of Field Force is designed, and followed strictly, it may facilitate the following:

a) Since the format is the same for every month, organizing and presenting the data will become easier for the field force, as they are used to the format, and also uniformity is maintained.

b) Understanding of the data/analysis becomes better, i.e. Clarity.

c) When we understand the data better, it will help us to take better quality decisions for improvement of sales.

d) When the format is specific, easy to prepare, and understand, we can save a lot of precious field working time being wasted on giving explanations/clarifications during such meetings, and invest such times saved on productive discussion for improvement of sales.

e) In short, we can conduct more meaningful and purposeful meetings with the help of such specific formats.

f) Same format or with minor changes, as may be required, may be useful in arriving at Performance Evaluation at the end of the year, for finalization of annual increments as well.

A suggested format is presented herewith.

Half the job is done, if the format is simple, easy to prepare, and understand, is ready. I am sure such a specific format will help both the Field Force and the Management to understand the situation better (clarity), and help to identify the right action plan, for improvement of sales, i.e. Win-win situation for both. 

In addition to this, informing the concerned on time to facilitate their to and fro ticket bookings for travelling, hotel bookings for stay, sending a copy of the Agenda for the meeting in advance for better preparation, adhering to the time schedules as per agenda, and invitation letters sent in advance with full address of the venue, etc. will go a long way in conducting the Review Meetings in a professional manner. A Review Meeting conducted in a professional manner will be taken far more seriously by the participants and the message will sink in deep, leading to better results.

(The author Mr. Srinivasan V has over 38 years of rich experience in Pharma Industry, having handled Sales Administration, HR, Personnel, Admin, and Training functions in reputed Pharma Companies. He has over 400 published articles to his credit on Pharma Management. He can be reached at: shridhar1956@rediffmail.com, Mobile no: 9972390513)

Sales Performance Review

Corporate Comm India(CCI Newswire)