5 Habits for Success PDF

5 Habits for Success 5 Habits for Success 1. Be prepared 2. Be useful 3. Be immersed 4. Be attentive 5. Be efficient  Habit #1: Be prepared These things should always be done prior to leaving your dr...

5 Habits for Success 5 Habits for Success 1. Be prepared 2. Be useful 3. Be immersed 4. Be attentive 5. Be efficient  Habit #1: Be prepared These things should always be done prior to leaving your driveway 1. Set up your DAILY Salesforce Maps route. Doing this makes it much easier to document “on the fly” 2. Set up your Salesforce (SF) Calendar with “placeholder”/zone for all day events. This enables the zone to show up at the top of the day’s calendar entries in SF 3. Calendar out at least the next 30 days. 45 to 60 days out is optimal 4. Build your daily route around one or two hard appointments in the same zone/area  Habit #1: Be prepared (continued) 5. Close and re-open your phone apps every morning. Open MOTUS, Salesforce Authenticator, Salesforce and Salesforce Maps, and then close them. Next, reopen them- that will take care of any cache or timeout issues for that day. Also, note that if you go over an hour on Salesforce Maps, it will require a reset. 6. Read the sales links of the day. 7. If you’re in Texas, keep copies of the drug formulary with you + always check the prescriber’s script writing information. Your account targeting is largely completed for you.  Habit #2: Be Useful 1. If you have nothing of value or substance to offer, and you’re not seeking to set up a meeting, don’t walk into the office. If you focus, you can always find something to talk about with an account, even if its just learning more about THEIR business. 2. If you continue to show up with nothing to talk about, at some point your groups will view you as wasting their time. At that point you’re harming your prospects with that account. 3. Remember, every group is different, and will have different needs. In general, most groups need your presence a maximum of twice per month, unless circumstances required otherwise. Most accounts only require monthly visits. 4. Choose wisely on how to spend $$$ on your accounts. Avoid treating an account to food multiple times in a month. That type of thing may be perceived as “buying business”, and its harmful for your long-term relationship with a group. 5. Under no circumstances should you drop-off food at an account without talking business with them. In addition, be careful with treats (like cookies), and how/when you give them out. 6. Frequent the "EZ Scripts University!” section of SharePoint. It has everything you need to learn about this industry. If you don’t devote time to do this, it’ll never happen.  Habit #3: Be immersed To do this job well requires total immersion. Approach learning about your state’s WC system like you would if you were learning a foreign language. This means a 40-hour work week won’t cut it. You MUST spend time outside of offices researching and learning about YOUR WC system, and all it’s layers. It also means that you will work some nights and weekends from time to time.  Habit #4: Be attentive/document in real time 1. Understand the needs, desires & knowledge of your individual offices. Treat them all individually. Use Salesforce to help you find information that will allow you to service the account better. DON’T ASSUME. 2. Reminder: BEFORE you walk into an office, focus on answering questions about what you don’t know and/or scheduling time with the group. If you do this every time you interact with an office, you’ll eventually figure out what “makes them tick”. If you simply complete the account fields when entering activities, you’ll eventually get there. 3. Check your previous activities with an account BEFORE entering the account. That’ll ensure you’re up top date with what you’ve already done 4. If you don’t have a name in an office, even when prospecting, call ahead and get a name. Having a name always helps get past the gatekeeper 5. Having more information also helps me help you better. Use your SF Maps daily route to document F2F events. It only takes 2 clicks to go from the account screen in SF maps to entering a F2F event in mobile Salesforce  Habit #4: Be attentive + document in real time (continued) 6. Always carry a “how to refer” piece + new patient/client tear-offs when you go into an office. It’s a momentum killer to stop the conversation and go out to your vehicle to get those leave behind pieces. 7. Only give out 5-10 New client/new patient tear-offs. When they refer 5-10 patients, you’ve got a built-in excuse for coming back to the office. 8. Make sure you’re entering contacts for each accounts. If someone works out of more than one office, create a separate contact under each account. 9. Don’t forget to capture a contact’s email and/or cell #, so you can reach them quickly if necessary.  Habit #5: Be efficient 1. Schedule your travel so that you’re present in an office as early as 8 AM. Also, continue to see offices until most close @ 5 PM. 2. This will mean early mornings and long nights/days. 3. It also means some nights and weekends. What you give is what you’ll ultimately get. 4. Again, stick to your zoning plan. Modify when necessary. 5. Try to schedule as many appointments as possible  Reminder: Salesforce Requirements The minimum activity level is 10+ activities per day (6 or more F2F meetings and 4 or more tasks).  F2F Meeting Plan  Initial Contact/Prospect  Commitment secured/Referral Referral Source Identified Protocol set Name  Meet Decision Maker  Maintenance meeting Meeting With: Date:  Referral Meeting  Expand Mutual Business Scheduled (Y/N)  Follow-up or 1st NP’s  Commitment and NPS discussion History Notes from previous meeting: Follow-ups discussion topics: Recent referral source news: Recent state legislation: Recent news articles to discuss: Desired Outcome (like identify additional contacts to convert & train, desired additional NPS, follow-up meetings to schedule) Strategy and Key Questions for Achieving Outcome: (like meeting the decision maker, decision-maker needs to address, possible objections, supporting facts, materials to bring) An example of zoning your territory Questions?