Dr.Mohamed Elashry (Regional Planning)

Dear All,

Welcome back hoping that you enjoyed your Eid Vacation.

The Following lines are the summary of the last meeting(Regional Planning) with Dr.Mohamed El-Ashry.

First of all,Dr.Mohamed defined the manager's role as (How to achieve predetermined objectives through people).then, he focused on how to broaden the concept of word (territory) that the newbie supervisor receives after promotion as this word includes representatives,accounts, and products.So you(as a manager) have to accurately evaluate these three elements.

1-In the process of evaluation of medical representatives,you have to determine not only their achievement in terms of  total sales and growth but also their KPIs (key performance indicators).

2-take a broad vision to evaluate your products and also your competitor's products.

So consider market share to identify main competitor.

3-Accounts.

4-Total Area.

Regional planning process:Please enlarge this image.

Sales force effectiveness: classified into internal and external factors:

Internal factors include activity,capabilities,targeting and motivation while external factors include all factors related to market.

So it is important to set output objectives such as the output of each medical rep.and input objectives such as improving the weakness area.

Resources allocation include the proper allocation of the following resources:

1-Sales force(time,skills and knowledge)

2-Expenses

3-Offers

Dr.Gamel hashem asserted the importance of this concept(invest in the best).Further,he explained the different aspects between qualitative and quantitative decision making.

Then, Dr.Mohamed Explained the following points regarding supervisor's job description.

1. Budgeting and forcasting.
2. Directing,coaching,counselling,delegating and empowerment.
3. Field force management.
4. Evaluate,appraise and assest the team.
5. learn and motivate the team.
6. recommend for advanced training to improve his team.
7. Expense control.
8. Team building.

Finally, Thanks again for your attendance and be ready for the next session.

Mohamed Saber
Coordinator of Jeddah talent pool program
LinkedIn: sa.linkedin.com/in/mohamedsaberfb