Pharma industry has huge potency to grow. The pharmaceutical sector was valued at US$ 33 billion in 2017. The country’s pharmaceutical industry is expected to expand at a CAGR of 22.4 per cent over 2015–20 to reach US$ 55 billion. India’s pharmaceutical exports stood at US$ 17.27 billion in FY18 and have reached US$ 19.14 billion in FY19. Pharmaceutical exports include bulk drugs, intermediates, drug formulations, biological, Ayush & herbal products and surgical.Domestic Pharma market in India has huge potency due to Indian population and its growth rate in all parallels of pharma sales whether it is branded formulation sales, generic sales or Pharma franchisee PCD business. Here we reveals 10 Steps and parameters with which we can attain good growth and take our business or territory at new heights... 

1- Clear Goal Setting

Irrespective to the nature and genre of business we should have our clear goal objective. It has been observed that many of sales person hate the word "Target" which is wrong. from the day one every business should have clear business objective, that might be in terms of sales volume, in terms of no  of costumers add, in terms of new innovation introduced, in terms of field force expansion.  Every target or goal is time specific. To measure the exact progression do not extend the time period of any set desired goal. And also keep in mind that goal should be stretched and rational.

 2- Direct and ultimate consumer targeting

In pharmaceutical industry, buyer and influencer relation plays very vital role while deciding which product should a consumer buy. this influation is prescription. Now one who want to be successful in pharma industry have to target buyer and influencer simultaneously. Due to evolution of generic era buyer or consumer centric products planning and designing has great opportunity to be successful. However still huge potency in influencer.
In case of medicines Doctors are influencer who write the prescription for the patients and patients are consumer. However the chemist or pharmacy who dispense our product are our costumers. They all together make an ecosystem and every point in this ecosystem is important.

 3- Entry Barrier in Quality and services parameters

To become market leader we have to create the entry barrier for competition. Entry barrier might be the cost of product, Rare products, reachability, coverage, or any thing else which might be the cause of sales. we can learn this with the example of Mankind. Mankind wrote new definition of doctors and costumers which make big entry barrier all the other companies that time and get tremendous growth. Latter on many companies has copied the strategy but till then mankind has established their name as top 10 companies in India. So it is very clear and necessary to create an entry barrier for our specialized set of parameters.

4- Right product positioning

Product positioning is an art. In pharma it is very vital to identify the potential costumer base our intended product and promote them for defined indication. our product positioning should be knowledge oriented which provides our costumers new information as far as possible. Our product should also meets our costumers need and we should highlight that in product positioning will increase the probability of sales of our product.

5- Aggressive promotion

Sale process can be defined as transformation of aggression of sales person towards their product or services. and sales is reflection of that aggression. We should always maintain enthusiasm and energy level of sales force to get maximum return.

6- Building Costumer Loyalty

Costumer Loyalty is the base of continuous sales achievement and growth. If any company or sales person or business man built good base of loyal costumers, they will surely be the Alexander of the market. To make loyal costumer base company or sales person or businessman should maintain relation hygiene with the costumers and avoid malpractices. Sales person or business manor company should always make their costumers feels special for them. To make a costumer loyal never miss to greet them on their special occasion like birthday/ anniversary/spouse birthday/ children birthday. Be available for the costumers always and everywhere, present them gifts on every occasion and if we miss any one , greet them latter on and make a apologies note for forgetting. These can convert your valuable costumer into loyal costumers.

7- Right selection and rapid expansion of distribution network

To grow our sales network and costumer base it is very important to create and effective distributor network because distributor network is the only way to fill the requirement of our valuable costumers. Our distributors reputation in the market will built the base of our reputation  in the market. Our distributor should be capable enough to tackle our business and distribution of the defined territory. They should be financially strong enough. Also to grow rapidly company have to expand the distribution network rapidly.

8- Control the response time to the costumers

Our costumers feedback, suggestion or complain should be recorded very carefully and they should be replied immediately if possible. If any costumer doesn't get quick response from company or sales person , they will defiantly search for alternative of that particular supplier. The response time in any case and any issue should not more then 4 hrs by any means.

9- Operational excellence

 Operational excellence is the execution of business strategy more consistently and effectively then any one else.For example : two companies are provided with the same product and they are implementing same strategy but operational excellent company will get more sales with the same set of investment. Every sales person or company or business man should drive operation more excellently to get more profitable results. 


10- Call Closure and conversion

To get more sales it is very important that one's leads should be converted into prospects and prospects should be converted into sales. To do this honest, timely, continuous and smart followup of prospects are needed.


With these techniques and continuous efforts one can defiantly able to draw J curve in sales.

Thanks