Page 5 - Better. Every. Day

JOHN THRASHER
We had the opportunity to talk with JT and ask him some questions around Salesmanship in South Texas and this is what we found out.
When we asked him, What does good Salesmanship look like to you?
PURPOSE. He said that good salesmanship involves approaching calls and customers with purpose. Purpose is knowing what the goal is and planning how to achieve that goal. The process is the same for Obesity, Diabetes and Educators. Purpose still exists for each of us, purpose is knowing the plan, executing the plan and sometimes knowing when the plan needs to change in order to achieve the goal. JT believes that purpose is what separates good from great.
Next, we asked him What are you most proud of regarding Salesmanship?
He responded with numbers first. South Texas is the top producing Rybelsus volume region in the nation and the 2nd highest in terms of market share. South Texas is also the top producing region with Ozempic volume in the nation. JT went on to say that the Wegovy launch in South Texas was one of the better launches in the country and is leading the West area. Next he said that he was most proud of the salesmanship in South Texas meaning specifically South Texas’s ability to address challenges head on. Challenges like working from home and Rybelsus goals to name a few. He said he is most proud of how South Texas has come together as one team and that we have really employed and lived out a better-every-day mind set. Finally, he said the Masters Cup was full of great examples of how South Texas has come together as one team, adding that with all products, South Texas keeps raising the bar higher. Interface is a great example of how we’ve raised the bar, with both the quantity and creativeness around executing those programs.
We then asked him What keeps him up at night?
After a short pause JT said the Wegovy supply chain, adding that its beyond our control, and that he is very proud of how the South Texas obesity team is handling it.
He said the other thing that comes to the top of his mind is how do we continue the success and maintain the excitement of the Wegovy launch despite the supply issues. On the same thread he wonders how we get Rybelsus to the potential it holds as an oral therapy, going on to ask pertinent questions: Are we saying the right things to the right people? Are we meeting our customers where they’re at? Are we using a tailored customer approach, which involves pre-call planning and asking the right questions?
Lastly, we asked him What advice on Salesmanship would you give to the South Texas team?
Be Confident! Be confident in yourself, be confident in our best-in-class products and position our products for the right patients. Ask for the business based on data not relationships. Keep the patients in the forefront. Be bold and sell with passion on every call.
JT went on to say that the total office call and business relevant relationships are also keys to success. Another example of good versus great is that great salesmanship involves knowing what role each person plays in the office and utilizing them to get to the ultimate outcome.
To wrap up, our main takeaways from the conversation with JT are that the South Texas team has a lot to be proud of and a lot of exciting opportunities ahead of us to show the company how South Texas gets better every day!