How to engage your sales team and customers using digital platforms?
Work from home is being adopted in today’s Pandemic situation. Salespeople have the habit of travelling a lot. They usually meet and converse with many customers & people every day. Sales person are not habituated to work from home. Corona pandemic has changed the routine and had broken the work flow. Sales people are slowly adapting to new habits which is quiet challenging. Medical Sales reps, Managers are doing their work from home in order to ensure safety.
Engaging sales team productively through digital platforms has become a big challenge for sales managers and team heads! At present most of the Pharma companies are engaging sales team through digital platforms by following ways:The companies are conducting product training, Medical training /Sales training / Management Training/Motivational talks/Psychological inputs, spiritual meetings, Online Detailing practice, Online Quiz/Online test & Online discussions).During these activities ,most of the time trainers are speaking and sales person’s are listening. We are not sure whether the participants are listening or making use of their time effectively.
My ideas to engage sales teams apart from the above activities are listed below
- Give them case studies and ask them present it via online video: this will be helpful resources for Sales. They’re also helpful when sales members are dealing with prospects that have very specific problems or needs
- Ask your team to prepare Unique selling prepositions (USPS) or talking points for their brands versus direct & indirect competitors. Give different brands to different teams and let them present it next day.
- Online situational Detailing contest( give your team some situation like doctor who is prescribing X competitor brand, how can you convert them to your brand etc.Let a person brief about it to other persons via online video or by recorded video.
- You can engage them by asking them to do specialty wise detailing ex.Ortho,Physcian, Chest, Pediatrician & neuro etc
- To enhance their oral communication & presentation skills you can assign some general topics on the spot (Table topic)and you can ask them to speak in flow for 5 or 10 minutes each.
- Assign brands to each member and you can ask them to prepare possible questions or queries that the doctor (Customer) can ask them about that particular brand. Ask some of your team members how they would handle the query.
- To enhance their creativity you can ask them to think and tell them, how they can demand prescriptions in most innovative way.
- Since everyone have sufficient time to think now, assign them brands and ask them to plan the strategy and activities for promotion. Ask for innovative payoff line or theme for each brand and ask them to present it online.
- You can also allow your team to share their success stories and challenges experienced in their professional life & how they had overcome it successfully.
- Engage your customers through digital engagement via digital channels, use online platforms to engage doctors via online e- CME’s,e-round table meets, you can also what’s app or make a phone call to the doctor (customer) to understand their requirement or current needs in terms of Mask, Sanitizer and other requirements. Sanitization is top Priority in Health Care especially Clinic sanitization. You can create online communities for them where they can read news articles, listen to or engage in health advocacy. You can create special online, consultation app, which facilitates consultations between doctors and their patients virtually. This can be of, great support for doctors to reach their patients online and help them grow their practice.
- Lets Stay Active through digital platform and support our team and customers as much as we can!
- Stay healthy! Stay Safe!
- Regards
- Bagavathy Praveen
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