Crafting an Ace Sales Team

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HERD Pharmacy sales managers and marketing team comprising of Prasanjeet Dhepe, Sachin Salunke, Suresh Poonia and Stawan Bhujbal know it is very essential to create singular, effective sales people. For this purpose they ensure scrutinizing every single reason that goes into motivating each person of the formidable over-seventy sales team. Pharmacy managers have been drilled to never allow the slightest lapse in losing a single sale. If at all such an untoward incident were to happen by a front line sales staff, then it becomes the responsibility of the manager to rescue the deal.

It is here that the manager becomes accountable to teach and train the sales team to learn how to effectively deal with various issues that may affect their proactive sales techniques. Problem resolving in an effective, convincing and timely manner are key skills that have been inculcated to make sure they do not falter when it comes to making smooth sales. Herein the managers have been made proficient to continually tutor sales staff by coaching, reviewing, mentoring and offering motivation.

The series of on-going trainings that began with Dr Amol Deshmukh’s critical workshops on importance of customer-care are now a well imprinted roadmap. The team has learned to focus on additional critical aspects with the view to increase sales, enhance customer base and create brand value for the retail chain-stores. Of late the attempt is to focus on the significant functions of sales with an eye on performance management. Herein inputs like setting goals, evaluating performances, chalking out reasons for non-performance, and appreciating success become necessary.

Top level management does not hesitate to chastise staff members when they fail to perform optimally. This is really crucial so as to keep performance levels in line with set management targets. What this also actually means is that performances need to be kept sharpened. To this end management is always ready to provide more effective coaching. The past two years have seen no dearth of training inputs that very easily can be said to be the key to present levels of achievements.

As stated earlier, it is the projected successes for the sales team that creates the pulls and pushes for their constant coaching. The monthly debriefing sessions help in assessing and evaluating training needs of the staff at all levels. Such joint debriefing sessions help in bringing everybody on the same page and eager to go forward together. It is also a time to take stock, get emotional and then plan ahead for the subsequent phase. It is also the time to make commitments and work out improvised strategies to pitch forward.

Ultimately it is the Pharmacy sales managers who form the crux of the marketing team. Their contributions in spearheading the sales team’s successes cannot be negated. They are the nucleus that gets the entire sales team motivated to be on their toes to see business remains brisk. The pre-planned schedule and manner of approach for creating a sound customer base helps in enhancing effective sales. Herein the managers’ belief in the actions of the sales staff becomes vital for positive outcomes.

Important steps taken all the time by managers include – taking responsibility, distributing responsibility, giving clear communications, evaluating performances and most important of all  setting high standards of performance. Finally it is their sense of accountability that actually determines the outcomes. Presently we are moving ahead with expansion on our mind  and aside from opening medical outlets in new locations we have to continue to make sure that existing stores keep achieving their goals. With an experienced Operations Head, Mr Rahul Agarwal having very recently brought on board, it will not be long before HERD Pharmacy raises the bar responsibly for the business at hand.

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