Induction of M.R

INDUCTION OF M.R IS MOST IMPORTANT

EVENT FOR M.R

A.S.M&

OZONE

What you will learn out of this training ?

What induction…actually meansWho is responsible for induction ?How to induct M.R Impact of good induction on M.RCheck list of inductionWhat to train in inductionWhat to find in induction about M.RHow to do joint working with new M.R

Induction of M.R is responsibility of First Line Manager

A newly appointed MR is an important asset to the whole organization.

To develop and groom this vital human resource is one of the most important responsibilities of a Field Manager.

Success of M.R depends upon how he is inducted into field

A newly recruited team member needs support, confidence and guidance.

To a great extent his success depends upon how he is inducted into the field.

M.R learns value system during induction

Success of M.R depends upon how he is inducted into field

Proper induction ensures that the newly recruited team member becomes integrated both functionally and socially into the organization and its environment.

This also instills confidence and pride in him and makes him feel a part of the organization (reverse will reverse the result)

Induction of new M.R

Induction of a new M.R is a very important It is like..how we welcome a new Bride in our house ? We try to provide every help to her We talk to her nicely We show her entire house, even the wash room,so

that she does not feel any trouble We see that she gets proper entertainment We show her that her presence is extremely

pleasant, she is extremely important..Sabka ankh ka Tara

Induction of new M.R

What happens when we do all this to her ? She tends to forget her paternal house and

starts accepting the in laws from core of heart She respects..her mother in law, treats her

like her mother…but this will happen only when..the mother in law treats her like daughter

If first impression is good relationship last life long

Induction of new M.R

Let us hear the other story… When a new born child is born in the house, we

all are happy and take care of the child in every respect

Whatever treatment we give to the child, comes from the heart and it gives us pleasure

Every pain we take for the child is not actually felt as pain but a great pleasure

Induction of M.R should be like arrival of new child in the family (as pleasant)

We must celebrate every induction

Induction of new M.R

Induction of a new M.R has to be like we welcome a new bride and like we take care of a new child in the family

Though the first line managers a primarily responsible for induction of new M.R every line manager is responsible for effective induction

What happens if induction is good ?

M.R is motivated He feels emotionally attached to his ASM/ZSM He accepts the organization He puts his best into his work He sticks to the organization He visualizes career in organization He accepts responsibility ,accountability and

follows directions of his superiors Work becomes the focus..not job search

Check list of induction

I had the experience of working with new M.R recently inducted by his ASM and he was working without a doctors list ???

New M.R was not even trained well on detailing Do you think we should send our people like

this to field ??? Answer is..never..ever send your M.R to field

without preparing them , they will get frustrated and very soon & leave you

What to train in induction of Business sense Product knowledge Corporate policies Corporate value system Customer orientation (Rx focus) How to detail products RCPA Importance of maintaining discipline Integrity,adaoptability,flexebility and mobility Importance of grooming Importance of reporting

What to train in induction of M.R

Importance of selecting right doctor and how to select right doctor for right product (through RCPA)

Importance of regular visit to doctors Importance of POB Importance of achieving targets on monthly basis Importance of timely reporting Importance of working in Ozone for long tome How to improve in clinic performance I f all above activities are done, target will be

achieved automatically, there is no SHORT CUT

What to learn in induction

What are the hobbies of MR ? What are the dreams of M.R(managers job is to help him

in achieving his dreams) ? What are likings of M.R ? What he dislike ? Know his family ? Know his career plan (help him to achive the same) ? Know what he expects from you…company ? What are his developmental needs ? What are his fears ?

Checklist of induction (minimum)

See that MR is able to detail Bag Visual Aid Doctors list Chemists list List of all important persons with their phone number and

email (including distributors) Literatures Samples Report book Order book

How to induct M.R in the field

New M.R should not be sent to the market alone

ASM should plan joint working for 6 days (4+2) in the first month (no exception)

ZSM should plan work with new M.R for 2 days (no excuses)

ASM should introduce him to distributors/important doctors/chemists

How to induct M.R in the field

There are many examples when a new M.R is sent to field work alone, he gets many negative influence in the market place

He faces problems/ difficult customers which he can not handle and he gets frustrated

He faces distributors/doctors/chemists who may talk negative of company and new M.R may get frustration and may feel that he is at wrong place

End of the months mangers shout at this poor man for number…mujeh nahi pata tum kaise karo ge…magar target tumko achieve karna hai nahi to naukri chod do

Guess what happens next ? Naukri.com

The poor chap feels it easy to change job than to face the problems he can not solve

Most of the time people leave immediate Boss not the company

Immediate boss plays most important role in retaining employee or employee turn over

How we induct a M.R decides he will stick to us and perform or he will not stick to us or he will stick to us but remain demotivated and under perform

Let us learn how to induct a M.R in the field

Purpose of joint working with new M.R

To show how ozone wants him to work

To provide on the job training

To help him to tackle difficult customers

To boost moral of M.R, when challenges come

To introduce him to Key Customers

Purpose of joint working

•Build your leadership with M.R

•Know the strength and weakness of M.R

•To know he actually needs

•To motivate him

How to do joint working

• Inform your M.R well in advance, so that they are prepared, this will improve their efficiency

• Do the first 3 calls, to demonstrate, then let him do the calls himself

• Discuss after each call what was good and what bad ? No don’t call it bad call it area of improvement

How to do joint working

Allow him to work don’t substitute his work, he will learn only if he works 0ffer him tea/cold drink/food in between the work to refresh his energy levels Never ask him to share food expenses, it is your responsibility as a senior to spend on him Ensure coverage of all doctors as per day’s plan Try to visit as many doctors as possible, he should understand in pharma business is..doctors call Make him understand that his career depends on Doctors calls

How to do joint working

• Don’t discuss negative things with him during calls, don't discuss sales with him during calls, only put sales efforts, discuss how to improve next call

• Motivate your people during the calls because only if they are motivated they will produce better result, appreciate him for good orders booked by him

• To motivate him find out any good effort by him and praise him on the spot

How to do joint working•When you have finished the joint work ,sit some where, take him for tea and do a post call analysis, what was good and praise him on the spot, and let him know what he needs to improve, discuss next day objective with him

•Discuss sales performance (end of the day) till date and balance to be achieved and how he is going to achieve the month•New M.R may not know how he can achieve target, give him clear action plan which he can follow in order to achieve target•For new M.R first two month ASM should take the responsibility of target achievement (show him success)

Always Leave your people Motivated

when you leave the M.R he should be motivated so that he work with better skills he has learned from you for rest of the month.

Never leave your sales person demotivated, this will spoil his efficiency for many days

There should be value addition in every joint working, if M.R learns from you during joint working he will respect you from heart, and will look forward to your visit

Recognizing new employees

People will forget what you said.

People will forget what you did.

But people will never forget how

you made them feel.”

Never make feel people bad…don’t say people.. you

are bad…let them know what they need to

improve…may be detailing..product

knowledge….RCPA etc.

No body is good or bad..we all have different

strengths and weakness

Speak more about the strength of new M.R

Leave your people motivated

Your success depends on how your people work in your absence than how they work in your presence

So people should learn from your joint working

and work with improved skills after joint work

What an M.R follows ?

M.R will not follow what you teach M.R will not follow what you preach M.R will follow what ? M.R will follow what you practice in front of them

in the field (demonstrate) M.R will learn from you if you are able to convert

a difficult doctor which M.R was finding impossible to convert, he will respect you for your skills not for your position

M.R is mirror image of his ASM

Summary Train new M.R before you expect results from him Know that every new person will take some time to settle down Know that every new M.R needs Know that every new M.R needs your extra time in the field (not on

phone) Know that we can either make new M.R performing or perish ASM need to take complete ownership for new M.R ASM’s first job is to build relationship with new M.R Learn to give solutions to new M.R Build emotional bond with new M.R Visit his house, meet his family members..this will bring him close to

you. Treat him as your family member, he will probably never leave you,

rather he will love to go with you where ever you go

Summary

M.R SHOULD LOOK FORWARD TO YOU FOR SOLUTION TO HIS PROBLEMS,AND IF YOU CAN PROVIDE THAT,HE WILL ALWAYS LOVE TO WORK WITH YOU

IF YOU ARE NOT PROVIDING SOLUTIONS TO HIM,HE WILL LOOK OUTSIDE LEADERSHIP…THERE IS NO REASON WHY PEOPLE SHOULD STICK TO YOU

Recognizing new employees

People will forget what you said.

People will forget what you did.

But people will never forget how

you made them feel.”

FINAL WORDS

HOW YOU WELCOME A NEW EMPLOYEE DECIDES

HOW MANY FAREWELL

YOU

HAVE TO GIVE