{ "media_type": "text", "post_content": "Hey Guys, I’m newer to sales and having difficulty hitting my number. With so many of my targets not seeing reps due to Covid, gaining access has been a large barrier. Any suggestions that you all can provide? I’d appreciate any advice. Syneos Health", "post_id": "61a4dbf9b779940031525351", "reply_count": 10, "vote_count": 5, "bowl_id": "5787dd60a3f35c130082b851", "bowl_name": "Sales" }
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Not sure if it will directly help your situation, but sales is a numbers game about relationships, trust, and solving problems. So try to build up your confidence by staying the course and being thoughtful of what problem you are solving for your customers. If you are not confident because you feel inadequate not hitting your numbers it will only hurt you closing more sales if you are not confident your customers won’t be confident. My advice would be to try to listen on calls of successful peers or what has been working for them. Keep your head up and keep grinding. If you do fundamentals well the numbers will take care of themselves.

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Is it possible to close virtually? Phone call, WebEx, etc..

helpful

Do you have a service person that is still going onsite? If so, utilize them and leverage relationships to gain access to key stakeholders.

smart

you’re going to have to use technology to detail remotely or provide additional value that exceeds your competitors to gain access

helpful

What kinda sakes are you doing? And what’s your quota?

So your entire goal is to influence them to write a RX for their patients? If so, it’s very different than most sales. To gain access (virtual or in person) to the docs, the main question is ask you is how have you treated the office staff? Typically the gate keeper in this sale has much more power than any other sale. What ha been your strategy with that group?

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I am in your field. And all the sales depend on 2 facts: - Product - Relationship Believe in you product, be an expert, picture the patient that can use you product. Relationships, all what they said above, gatekeeper, pharmacist, assistant pharmacist, pharmacy tech, nurse, give importance. To hit the target takes time. Build strong foundations, numbers will come. Be simple in your presentations and be straight . Ask for help, in Syneos they are super supportive. I use the strategies above and I have been 1 in sales in my country in the last 4 months.

Get a mentor. Depending on what contract you’re on, look for a seasoned rep or upper management even trainer to give you on going coaching.

Make sure you are benchmarking your activity if you're not hitting your number. I'd track things like: 1. Meetings per month 2. Emails/Phone Calls/Walk Ins per month 3. Net New Logo Pursuits 4. Track Reasons for decline in meetings 5. Out of the box activities per month - Virtual Wine Tastings, Conversations over Coffee, etc. Intangibles: 1. Good Attitude 2. Strong Communication with your Manager about what's happening 3. Be Coachable 4. Have more metrics than the next rep who isn't hitting quota If the activity is there, it will pay off once we start stabilizing more. If the company needs to go through a "reorg" or downsizing, put yourself in a position where it would be difficult to get rid of you.

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