Pharma SFA- “13 Sales closing in a year, instead of 12!”

Pharma SFA- “13 Sales closing in a year, instead of 12!”

SalesNormally Pharma Companies in India do their monthly sales closings at the end of every month, thus 12 sales closings in a year. However it is also possible to have a 13 sales closing in a year plan instead of the mundane 12 sales closing in a year plan, as explained below: Normally we will have 4 full weeks in any month, and in a few months, a few more days. On this basis, we can allocate 28 days (i.e. 4 full weeks) for every month or every Cycle, as per table enclosed. By saving a few days from every month, we can create an additional month or Cycle for the purposes of our sales closings. The sales closing will be done on the last day of each Cycle. If that day happens to be a Sunday or a holiday, then sales closing will happen on the previous working day, or the next working day. All promotional inputs, incentives, targeting, incentives, reporting systems should be adjusted to accommodate this Plan.

Benefits:

1) In these days of extreme competition, one month’s additional sales would be most welcome to all Pharma Companies.

2) CFA’s will be very busy during month end, because all Companies close their monthly sales at that time only. Hence, if we close our sales on a different date, they will be more comfortable, can give us more time, Cooperative, and goods can be physically dispatched faster. Since this is the time of the year when all Companies finalize their monthly budgets/targets for the coming year, Companies which may find this suggestion appealing, can experiment with the same this year, and if it is better than the conventional one, they can continue in coming years too!.

S.No.

From

 

To

Cycle No.

Sales Closing on

01)

1.1.13

28.1.13

1

28th Jan

02)

29.1.13

25.2.13

2

25th Feb

03)

26.2.13

25.3.13

3

25th Mar

04)

26.3.13

22.4.13

4

22nd Apr

05)

23.4.13

20.5.13

5

20th May

06)

21.5.13

17.6.13

6

17th June

07)

18.6.13

15.7.13

7

15th July

08)

16.7.13

12.8.13

8

12th Aug

09)

13.8.13

9.9.13

9

9th Sept

10)

10.9.13

7.10.13

10

7th Oct

11)

8.10.13

4.11.13

11

4th Nov

12)

5.11.13

2.12.13

12

2nd Dec

13)

3.12.13

30.12.13

13

30th Dec

(Mr.V.Srinivasan is a pioneer in Pharma Industry who has helped the field force improve sales performance through his best Administrative and HR services. He has headed Sales Admin and HR functions in many reputed Pharma Companies. Besides he has over 350 published articles on Pharma Management in India and abroad. He can be reached at shridhar1956@rediffmail.com, mobile no:8056168585)

Master-SwaaS

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