Page 10 - Better. Every. Day

The McAllen team are definitely not strangers to the leaderboard! We had an opportunity to speak with Executive DCS, T.A. Garcia about their team's success.
1. What’s been the secret to success ?
MESSAGING EXECUTION: 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.
INTERFACE EXECUTION: 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 for 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 for the attendees who 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 specific message or tactic that has been a game changer?
Divide and conquer with your partner(s). For Rybelsus, identify who has written more than 5 and less than 13 RXs 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.
3. What advice can you give to teams across the region that are battling through some adversity now and want to join the 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 and move on.
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.
ERUTAEF SCD EHT