To medical representatives, call cards used to be one of the main tools for capturing the interaction between the rep and the customer, although they are now being replaced by laptops and PDAs. The reps constantly update and consult the records found in these cards. These call cards are a virtual treasure trove of customer data, comments and feedback. Imagine what these can reveal, and what we can accomplish, if we use these information well.
The term “lifehacks” refer to solutions to everyday problems and frustrations. We all need a constant source of lifehacks to enable us to concentrate on the really important things. Pharmaceutical reps and other sales professionals are “road warriors” because their business involves travelling from one account to another
Hopefully, you will find this blog useful. I also look forward to the knowledge, experiences and feedback that you will share, as these can only help me grow as well.
I wonder is the call card is seen elsewhere in the sales industry? Could be unique for Pharma people. Yes I agree the call cards reveal lots of information and are very useful in generating business when used well.
It is possible however for the good old call card to stand for other things apart from information. A filled up card may reveal personalities and attitudes. The penmanship may reveal the state of the person at the time the calls were being made. Of course, one can also surmise stories behind each signature and beyond the ticks and the numbers drawn in the columns.
What about the stories behind the name of each doctor? One doctor maybe difficult to see another easy to see but you don’t want to see. But because a medical rep needs to complet a certain number of calls per day, can’t help but collect as many signatures as possible, regardless of the story behind each signature.
That’s when the exercise becomes a reflection of one’s attitude, character and perhaps philosophy and values in life.
In life, we meet a lot of people. Oftentimes, the first few minutes spent with a new acquaintance is like a profiling stage. One wants to know the background, the school, the work, the interests, the places he/she goes to, and many other details that will help either party to judge each other and therefore custom fit a response or a treatment regimen based on a person’s profiling.
How true it is that one person can be considered class A because we can get much benefit if we treat that person were class A. If class B, not as much value can be derived, a casual interest and constant time check can characterize such interaction.
THe call card does reveal a lot of things about the pharma rep, the doctors being called on and the stories behind each person touched by this simple printed paper…
Thanks for the comment.
I’ve never thought of it that way. I was primarily thinking of the customer info that was being gathered, but not really the rep’s emotional or mental state when accomplishing the call cards. These matter as well. The call cards reveal so much about the reps as much as the doctors they are calling on.