Sales Pilgrim Drug Company

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SalesPilgrim Drug Company

• February 2nd 2006
• Perspectives on Management

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Pilgrim Drug

• Sales Territory-Ideas
• Assign trainee with experienced person
• Try to get the best of both (experience with raw
  ambition)
• Focus on new accounts
• Opportunity to create a team
• Best Practices
• Give consideration to type of account (hospital,
  chain store, independent)
• Set expectations and gain agreement
• Here is what we need to do in terms of account
  penetration, margin, sales coverage, active
  accounts
• Reviewed monthly-if expectations/agreements not
  methere is what will happen
• Use Factsnot gut feelespecially when you are
  new and inexperienced
• Understand perceptions
• Expect and plan for repercussions but do not be
  afraid of repercussions

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ExampleKey Metrics

• Themes Profits, Growth, Market Share, Employee
  Productivity, Customer/Market Penetration
• Improve Gross Margin from 5.2 to 6.2
• Increase PWPP penetration from 21.4 to 25
• Increase average sales rep productivity by 10
  (2.95 MM to 3.25 MM)
• Increase percentage of active accounts to 75
• Grow revenue by 10 to 32.9 MM
• Grow Hospital Sales by by 100 to over 1MM

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Pilgrim Drug Takeaways

• Think about the business
• Hiring, Training, Opportunity, Territory,
  Compensation, Firing
• Role of the sales personand sales manager
• Being the New Guy
• Non-value added management
• Easy trap to fall into
• Organization and Culture
• What management wants? What the employee
  wants?...Perceptions?
• Dealing with star performers
• Measured by numbers.but achieved by people
• Soft Skills
• but
• Hard Numbers
• Change
• Communicating it
• Dealing with it