Control Tools

• For SOs
1) Daily Report Monitoring
• Watch out for adherence to planning daily
• Adherence to planning while AMs working
• Adherence to planning while RMs/DMs
working
• Adherence to top customers coverage
• Posting daily reports in time/not
2) Performance monitoring
• Primary Sales Data
• Secondary Sales Data
• New product performance
• Quick availability & off take
3) Activity Monitoring
• Detailing expertise of SO:
• Implementation of marketing strategies /
plans to 100%
• Adherence to sales / local strategy
• Customer Call average (Drs/chemists)
• No.of proposals from customers
• Interest in earning incentives
4) Self interest & enthusiasm in doctors
conversion
5) Trade /Institute POB
Interpersonal Relationship Monitoring
• Relations with AMs /colleagues
• Relations with Drs /chemist
• Relations with Stockist

Behavioural Monitoring
• Agreement /Management over targets /goals
• Negativity / enthusiasm in accepting challenges
• Motivating /Demotivating behaviours on sales
meeting
• Initiative in team work / team building
1. For AMs/DMs Performance Monitoring
• Consistently not meeting the budget
• Degrowth in actively promoted product
range
• Failure in take off of new products
• Failure in implementing Company
Strategies to 100%
2. Reporting Data Monitoring
• Discrepancies in sales formats (meeting
formats)
• Less Call average & less core doctors
average
• Less Chemist calls & stockist visits
• No initiative for competitors feedback.
3. Attitude /Behaviour Monitoring
• Non agreement over budgeted sales
• Consistent excuses for non performance
(Infiltration / stockist / new SOs etc)
• customers /seasons /weak SOs
excuses for non performance
• Shielding the team of non performers or
rate too high.