Reps hear about competitors every single day. Most of it is noise.
A waiting room is full of talk. Another rep says something, a doctor makes a comment, a pharmacist mentions a rumour. If you report all of it, your manager learns nothing. If you report none of it, you miss the moves that matter.
What I ask reps to record:
- A new product or indication being promoted in your area.
- A competitor visiting your A-list more often.
- Stock changes on pharmacy shelves.
- Trade offers pharmacists mention openly.
What I ask them to ignore:
- Rumours with no source.
- One doctor's passing comment.
- Gossip about another company's reps.
- Guesses about their sales numbers.
Write each fact with a date and a place. Share it with your manager the same week.
And one rule with no exceptions: never speak badly of a competitor to a doctor. It lowers you, not them.
“Record what you saw. Ignore what you heard.”
Lesson 4 of 5 in Step 2: Your numbers and forecast, with the full guide and a checklist for this week.