Deployment of Field force,S&T and KPIs

Sharing my Presentation during MedicinMan Anup Soan's "How to create winning Sales Organization' conference on 20th Dec 2017 At Mumbai
Workshop Leader : Deep Bhandri
Section: Understanding Territories and Deployment
Topic : How to Deploy Field force, Segmentation and targeting of customers and key performance indicators.

Keep Calm and Measure Run Rate

It is important to review sales progress periodically and assess the possibility of reaching the objectives by year end and act accordingly.
If the progress is good, one may have to maintain the trend else take corrective actions by planning interventions to ensure that the sales objective is achieved.
Among many techniques used, one important technique is measuring run rates.
Run Rate simply gives you the average sales achievement for

  • Last 3 Months ( 3 Month Run Rate)  or
  • Last 6 Months  ( 6 Month Run Rate)  or
  • Last 9 Month ( 9 Month Run Rate) or
  • Last 12 Month (12 Month Run Rate) or
  • YTD run rate ( Start of the year - till this month Run Rate) and also
  • Expected Run Rate or YTG (Year to Go) Run rate.
This simple analysis gives you an idea about the probability of you achieving your annual Sales objectives. Depending on the analysis, you can plan your interventions.
One important point to note is that well-established seasonality exists in sales of some products /Brands and this seasonality may have to be taken into consideration while assessing the probabilities.

Here is a simple tool, to help you assess your  Run rates  in short term ( 3 Months ) , Mid-term( 6 Months ) , Long Term( 9 months )  and Loong term( 12 Months ). It also provides you YTD and YTG Run rates for your assessments.
The Excel-based tool is simple to use. Download the Excel file here.
Instructions to use the excel are given in the Excel file itself.

Hope you will find the simple tool useful.
Download the Excel file Here

What is the size of each slide in my presentation ?

Identifying the slides that are increasing the size of my presentation

You have just finished a 'killer' presentation with lots of “Images” , “Logos” and about to send the presentation to your boss.
You realize that it’s quite a big presentation in size and is about 20 MB.
You cannot send such big files on mail !!

Now ,you need to understand and modify the slides to ensure that the size does not exceed 2-3 MB.
What do you do ?
Go slide by slide and compress pictures?

There is an easy way out….
Try this…
Go to File >> Save &Send >> Publish Slides >> Publish Slides
Once you Publish the slides, each slide gets published as a presentation itself so you will be able to know the size of each slide.
Identify the slides and compress the images.
For step by step details take a look at the presentation.
Try a Bonus Link: How to Give a Killer Presentation  : HBR

PDF,PDF and more PDFs

There are innumerable online PDF Utilities .....All you have to do is Google!
You may consider to use them as if the content is not confidential.
Here is a list of most common challenges while working with PDFs and their solutions.

  • Compress a PDF  :  Try Small PDF  and PDFCompress
  • Split PDF into 2 or more PDFs : Small PDF 
  • Merge 2 or More PDFs into One FileSmall PDF 
  • Conversions : Small PDF 
  • To Unlock Restrictions in a PDF : Try PDF Unlock
  • To Protect your  PDF : Try PDF Protect
  • Most of the Utilities are with FoxyUtils 
    • FoxyUtils is the swiss army knife for PDF
  • PDF to Excel : A very useful tool that can reduce hours of work into minutes  : 
  • Create Fillable PDFs from existing PDF Forms :  try PDF Escape
  • Portable PDF tools on your Machine ( Install with-out Admin Rights) 
  • Install on Computer :  PDFill PDF Tools  : FREE PDF functions to merge, split, reorder, delete, encrypt, decrypt, rotate, crop and reformat PDF pages,  to add information, header, footer and watermark, to convert images to PDF, PDF to images or PostScript to PDF, to delete, flatten and list form fields, to scan to pdf, to create transparent image, and more.
  • Remove Password  from a PDF file: 
    • Simply, Drag and Drop it into Chrome browser.
    • Give your Password and through Chrome Browser's Menu  and Print the file.
    • This Print command allows you to save the file as another PDF now.
    • Change the file name and save as another PDF file.
    • This new file will be created  without the password.
    • This simple method works for most of the files.

Password protect your Pendrive or any drive

BitLocker is a disk encryption feature included in most of the recent Windows  editions.
It helps you encrypt your drives and lock it with a password.
Its easy to use.
Here are simple steps to follow.
Step 1: Right Click the Drive to encrypt and lock
Click Turn on
Step 2:
Type your Password
Step 3: Save your Recovery Key as a file…. To use if you forget password
Step 4:
Now, Click to Encrypt your drive
Step 5:
wait till Windows BitLocker  Completes Encryption…
It may take some time depending on the content of the drive
Once your drive is Encrypted and Locked, you need to use  your Password to Open the Drive

How to Save your PDF book to Kindle Edition

If you wish to save some of your PDF files and Other books in PDF format onto your Kindle, here is a simple way to do it.
Mail It to your Kindle ID!
Every kindle account comes with its own mail id . 
Usually it will be
PDFs can be converted in to Kindle format. All you need to do is mention Convert in the subject line of the mail.
In fact kindle supports  many file formats .. here is the list 

  • Microsoft Word (.DOC, .DOCX)
  • HTML (.HTML, .HTM)
  • RTF (.RTF)
  • JPEG (.JPEG, .JPG)
  • Kindle Format (.MOBI, .AZW)
  • GIF (.GIF)
  • PNG (.PNG)
  • BMP (.BMP)
  • PDF (.PDF)

Grammarly - Your personal proof-reader

This is what they say...
The free Spell Checker & Grammar Checker by Grammarly helps you write clearly and confidently on Gmail, Facebook, Twitter, Linkedin, Tumblr, and nearly anywhere else on the Web. With Grammarly, you can always be sure that your words are mistake-free and say what you mean.

Making SFE Work for Field Force

Presentation during #FFE2016 organized by Medicin Man Mr.Anup Soans - 16th Feb 2016 on "Making SFE Work for Field Force" FFE 2016 

How to print a webpage without all the Junk and Ads?

Want to save a Webpage? want to print a webpage ?
Most of the web pages contain numerous ads and unnecessary images.Printing the webpage as is wastes a lot of Ink and Paper...
The simplest way to do so is to use a website called Print Friendly.

All you need to do is copy and paste the URL ( the web page address) and click Print Preview. a get a clean, neat printable format with out all the junk.
You can remove images if you want and make it only text.
Well, you can also increase or decrease  the text size ( font size ) !
You can also send the print friendly version as an email or save it as PDF and of course ,you can also print!

Read about it in their own words....
PrintFriendly cleans and formats web pages for perfect print experience. PrintFriendly removes Ads, Navigation and web page junk, so you save paper and ink when you print. It's free and easy to use. Perfect to use at home, the office, or whenever you need to print a web page

Here is how the page looks like.
Now, take a look at Original web page and Print friendly outcome.
This is before Print friendly - shown as is with ads and Junk

Here is with print friently. Feel the difference :-)

MY 200 th Post on LCDing : SFE,What every pharma sales professional should know ?

I am glad that ...this is my 200th post on LCDing.
Here is my presentation at FFE2015 organized by Medicin Man, Anup Soans on 14th March 2015 at Hotel Westin,Mumbai