It's a challenge to efficiently manage the sales activities from nearly 5000 Doctors/Rmps/labs and the huge customer base without having a very good business intelligent software like Cognos....but for now I've been working and struggling to get a clear handle to manage them via the good old spread sheets.
Though we've doctors/rmps/labs listed in isolated systems located at each individual center, we don't have a consolidated picture of everything in easily manageable way. For now, I'm almost close to putting them in a manner that I clearly understand and guide and control the Sales/Marketing team where they should focus their efforts on a day-to-day/weekly/bi-monthly/monthly/yearly fashion.
Though the list of potential drs/rmps/labs is very high, I believe 90% of our current business gets generated by only 10% of the doctors/rmps/labs....so there's a huge potential to increase our sales.
It's been a problem to keep track of some of these doctors/labs/rmps who starts sending us business and then drops on the way after a month or 2 or 3..this is very dangerous as we should know the reason and rectify any issues with them and see why they're leaving us and get them on board before they make a permanent decision not to send us in future.
Now, I've given our sales/marketing team a very clear message that under any circumstance we can't afford to lose the business from existing drs/rmps/labs and we should identify any of those who don't send us a single sample in a week's period and immediately escalate to me so we can discuss the issue and rectify them immediately.
It looks very simple telling them : 1. Don't lose the existing business 2. Improve upon the existing business by adding new drs and / or increasing samples from current dr.
I informed the sales/marketing team, severe actions will be enforced on those sales team who lose business from existing drs,including terminating the employment.
Now, I've almost consolidated the complete list of most of doctors/rmps/labs as per sales person and center wise and going to keep a tab on each individual sales rep performance on a daly basis. I definitely would like to keep a tab on not to lose business from existing drs under any circumstance.
Called upon Chirala and discussed about the issues of consistently losing business since Nov 2009 and going to daily review with them how to increase the sales above it's peak in Nov.
I don't remember writing about one of the major inherent bottle-necks of running this business...( some call it referral and I call it xxxxx....I don't want to say it !! ) , which keeps me awake all the time...I will discuss about this issue next time..
Personal side: It snowed a lot here since yestreday and the kids schools are closed yesterday and today......not sure if the kids ever go to school here..they're off since before Christmas ...and how they'll compete with the kids who goes to school 6 days a week......it's white every where ! Sunita was off yesterday and working today.
See you next time !
Mohan Raju
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