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5 - On-the-job Training

Published online by Cambridge University Press:  26 October 2011

Vivek Mehrotra
Affiliation:
Corporate trainer
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Summary

No MR can ever be ideal. It is your duty, as a Field Manager, to put in constant effort to make all your team members as closer to the ideal as possible. If you have to deliver sales, you must train your team members to become competent at delivering their targets month after month, year after year. You should also contribute to the overall development of your team members, which is possible only through continuous training. Therefore, as a Field Manager, you must train and guide your team members and help them develop in each functional area, to enable them accomplish their goals.

As the Field Manager you

  • have the maximum contact with the MRs

  • know the strengths and weaknesses of each MR

  • are familiar with the territories of each MR

  • spend the maximum time with your MRs

  • have maximum opportunity to evaluate and develop their capabilities.

The first step in training your team member is to find out his strengths and nurture them. At the same time you need to identify his weaknesses and help him overcome them. To assess the strengths and weaknesses of your team member, ask yourself the following questions pertaining to each area of his work. The answers to these questions will become the parameters to assess him. They will also help you prepare an action plan for yourself as well as for your team member.

Type
Chapter
Information
Publisher: Foundation Books
Print publication year: 2007

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  • On-the-job Training
  • Vivek Mehrotra, Corporate trainer
  • Book: Essentials of Pharmaceutical Sales Management
  • Online publication: 26 October 2011
  • Chapter DOI: https://doi.org/10.1017/UPO9788175968325.006
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  • On-the-job Training
  • Vivek Mehrotra, Corporate trainer
  • Book: Essentials of Pharmaceutical Sales Management
  • Online publication: 26 October 2011
  • Chapter DOI: https://doi.org/10.1017/UPO9788175968325.006
Available formats
×

Save book to Google Drive

To save content items to your account, please confirm that you agree to abide by our usage policies. If this is the first time you use this feature, you will be asked to authorise Cambridge Core to connect with your account. Find out more about saving content to Google Drive.

  • On-the-job Training
  • Vivek Mehrotra, Corporate trainer
  • Book: Essentials of Pharmaceutical Sales Management
  • Online publication: 26 October 2011
  • Chapter DOI: https://doi.org/10.1017/UPO9788175968325.006
Available formats
×