1. Tell us about yourself.
Well, I am Chandrahas Menon. I’m an Independent Management Analyst in the Medical devices and Durable Medical Equipment Industry. Apart from that I am one of the Visiting Faculty at IES Management College and Research centre Mumbai. Also, I am Former Sr Vice President Teleflex Medical India. I have a total of 37 years of experience in Healthcare Industry.
2. Can you take us through your sales journey?
I started my front line sales career with an French/German Pharmaceutical MNC during early 80’s at Mumbai, India. From there I went from being Area sales to Regional Sales to Zonal level sales manager positions. I have worked out of various geographical locations in India and handled large frontline and managerial sales teams. I have successfully introduced and implemented new concepts and research modules.
3. What are the challenges that you faced and how did you overcome them?
For me the main challenges have been extensive travelling, staying away from my family in remote areas and unknown places. I’ve had to compromise with the bare necessities at times. I have overcome those hard times by focusing on leading the team of different people with different attitudes and cultural back ground towards a single goal of attaining success in the given task.
While handling teams what worked for me was the concept of ‘human potential’. Explaining the purpose of a task to the implementers and allowing them to taste success does the magic.
4. How does your sales function approach business opportunities? What is your sales methodology?
Our Sales function approach is B2C and B2B. Sales representatives are the major drivers and we also involve channel partners like distributors/importers.
Market data helps prospecting customers and helps the sales team to take rapid decisions and not be reactive. It also saves time in understanding the unmet needs of customers and then offer solutions accordingly. Sales closing is complete with taking a customers feedback and acceptance.
5. Do you sell directly to your customers or through partners? What are your selling channels?
Our sales channels include distributors, wholesalers, hospital stores and few retailers.
We do sell directly as well, showcasing products /services during national and international exhibitions.
6. What strategy did you adapt to SCALE sales?
As mentioned earlier sales representatives form the major driving force, besides channel partners and hospitals.To exploit the full potential we adopt a mixed blend approach at times, more sales people to cover more clients suits the situation at times.
7. How many tools do you rely on to manage your sales? Which tools are they?
We use the following tools:
1) Activity report: Action taken
2)Intelligence report: Action to be taken
3) ImplementationPlan
4) Review/Feedback
8. What was the sales revenue of your organization in 2017? What is your YOY growth rate?
Our sales revenue was INR 100 Crores (USD 1 Billion) with an 5 year CAGR OF 15%
9. What is the average time taken for a lead conversion?
Projects take up to 6 months or more, whereas or normal leads it takes 3-4 months
10. Is there a particular instance you’d describe as the highlight of your sales career?
We have succeeded in having a leading share in medical devices and equipments in newer markets and maintain growth in established segments.
11. What is the most annoying/funny thing you have heard on a sales call?
More than funny or irritating, we get unfortunate questions like re-use of medical devices. some come forward with personal requests as rewards and unhealthy negotiation requests. And last but not the least there are never ending demonstration request ( ploy for free installation to cover up revenues).
12. What/who is your inspiration? (any book, movie, or person)
Books that inspire me include Seven habits of highly effective people and Who says Elephants can’t dance. A person who’s life has always inspired me is A P J Abdul Kalam.
The movie The Pursuit of Happiness is my all time favorite inspirational movie.
13. What advice would you give to a budding salesperson?
I’ll repeat the saying “Do what you Love and Love what you do”. Sales is and will remain an important function and more so during the 4th industrial revolution. Personal touch is significant in the ever complex business models. Sales is a function which gives freedom to an individual to think and act promptly. Remember, successful sales people are those who take well informed decisions
