Area Sales Manager’s Diary
“Any Quantity, Any Period, Any Time”
This diary is designed with Unique Easy to Record Formats for the use of front-line managers to monitor performance of up to 8 representatives working in their team. The contents of the same are as detailed below
- INDEX + Meetings/ Events ( Record Details like Dates, Venue & Remarks); Holidays: (List of Holidays at a Glance)
- Territory coverage: 4 Pages (for 2 MRs per page) Details of towns to be covered, number of TOP / IMP doctors IN MCL, number of Chemists in CVL, No. of Days and Status of the Town.
- NEW MR PROGRESS REPORTS – Two Pages. Record of New MRs with HQ, Date of Joining, Dates of 1st & 2nd Training, Work with DM / RSM / SM.
- Overall performance index: Tow Pages. At a glance record of monthly & cumulative objectives & achievements for the year and quarter wise averages of calls and bookings with special format for score rating for Performance % Achievement, % Growth, PCPM (Per Capita Per Month), Customer Coverage %, Missed Doctor Count, Leaves .
- MASTER CALL LIST (MCL) RECORD-( 24 pages) 35 rows per page for MR / HQ wise record of Doctors, MCL No., Town /Patch Name, Class of Doctor and Dates of Visit.
- C.R.M. ACTIVITY RECORD: This format helps to keep record of special services provided throughout the year to doctors with details of budget spent & balance. Two Facing Pages to record Name, Manager / MR, Name & Address of Doctor, MCL no., Specialty, Nature of Service to be given, Request received on/ Forwarded on, Service Rendered On, Business: Current / Expected, Amount Spent, Balance Budget and Remarks.
- C.M.E. ACTIVITY SUMMARY: Special page to keep track of sponsored medical activities. Continuous Medical Education Summary with details of Names of MR / Manager, Place, Name of Speaker, Topic/ Product Highlighted, No. of participants, Budget, Actual Expense and Remarks.
- INCENTIVE EARNED BY SELF AND THE TEAM: Record of Product, Period, Target /Achievement and Incentive earned.
- Stockist Uptake and Visits Record: Special formats providing records of two stockists per page with details of addresses, monthly purchases & issues, secondary sale, closing balance, overdue amounts & dates of visits.
- Area Sales Record: Product wise & month wise record of Target, Achievement, Achievement %, % Growth, PCPM.
- Area expense analysis: Month wise & MR wise record of the expenses like salary, traveling, incentives with sales: expenses ratio.
- HQ-wise/Product-wise Sales Target & Performance: 30 Pages with provision for 8 Products per page to Record Target, Achievement, Achievement %, % Growth, PCPM.