Page 10 - Better. Every. Day

T.A. Garcia and his team are no strangers to the leaderboard! We had an opportunity to ask T.A. about their success.
1. What’s been the secret to success ?
EXECUTE THE PLAN. Reinforce the patient type. Post metformin add-on for
RYBELSUS, first injectable with OZEMPIC. This sounds very simple, but it’s hard to execute well when customers want to deviate from this approach. Resist the temptation to win a script today that doesn’t fit the brand strategy, it might hurt you later on down the road. Take a script if it’s given, but reinforce WHERE we are asking them to position our brands moving forward. Focus on 7 customers per DCS each POA on a 7x7x7 plan.
EXECUTE INTERFACE. High level interface execution using 3 P’s of a successful program. (PUSH, PROGRAM, PULL-THROUGH). Inviting the right customers with purposeful planning, at the right time, with the right speaker has paid off dividends. If the time is wrong, wait until the right time. Pull-through on the program within 48 hours once a customer attended. Don’t fill up seats to fill up seats, this becomes a distraction from the attendees you really want to absorb the information.
TRUST YOUR PARTNER(S). Communicate at a high level through continuous texts, weekly meetings, and daily phone calls. Respectively hold each other accountable. Light up the calendar with purposeful T&E. Operate out of a place of abundance. Encourage each other by focusing on the team’s big picture goal. Celebrate victories. Cancel negative voices. Discuss where we are losing and execute the plan. Give the plan time to work. Push a relentless pace, but make time for downtime.
2. Was there a message or tactic that you feel has really been a game changer for you? Divide and conquer with your partner. Identify who has written more than 5 and less than 13 in a 13 week rolling period. We know our brand works. Five is a decent trial. 13 averages 1 per week per POA. Magnify call activity with your targets and remain busy in these offices. Leverage stronger existing relationships and don’t try to force new reps with old relationships. There’s plenty of targets for everyone. Stay active and return weekly.
3. What advice can you give to teams across the region that are battling through some adversity now and want to join that highly coveted R100 club?
Once a customer has agreed to prescribe, obtain buy-in from the nurse/MA’s working with that HCP. Understand the prescribing, refill, and prior authorization protocol in each office. Ask questions. Be available. Keep coming back. Provide a solution. Become a “go-to” resource. If the office isn’t receptive, it’s okay...don’t waste time...go to an office that is and spend your time there. When you break a 13 script threshold in an office, push the refill. Ask about refills, and create awareness around refills.
EGAP ERUTAEF SCD EHT