Medical representative: how to train and review the role
Visits doctors, chemists and stockists to present products, build relationships, take orders and report calls. Works a defined territory and reports to the area sales manager. It is mostly learnt on the job.
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Share your requirementsWho usually fills this role
Most are B.Pharm or B.Sc. graduates, some from other sales fields. Test at hiring with a role-play detailing a product to a doctor, handling objections and a territory plan. Look for ethical conduct, product knowledge learning speed and tolerance for travel and rejection.
Skills ladder
Stage 1
New joiner
- Plans daily calls and records visits
- Presents product information from approved material
- Meets chemists and takes orders as assigned
Stage 2
Independent
- Builds regular contact with key doctors and chemists
- Handles objections accurately and ethically
- Reports calls, orders and market feedback on time
Stage 3
Senior or lead
- Manages a large territory and key accounts
- Coaches juniors in the field
- Contributes to launches and local events
Training path
First weeks
- 1
Product knowledge
The trainer teaches indication, dosage, safety and competitors using approved material. The joiner is tested in written and spoken form.
- 2
Ethics and compliance
The manager explains marketing codes, sample rules and what not to promise. The joiner signs the code of conduct.
- 3
Calling skills
A senior MR demonstrates detailing and listening. The joiner role-plays and practises.
First year
- 1
Field days
The area manager rides with the MR for field days. After each, they review calls and discuss improvements.
- 2
Territory planning
The MR maps doctors and chemists by priority and plans visit frequency. The manager reviews the plan.
- 3
Reporting
The MR learns the reporting app and daily entry discipline. The manager checks reports against visits.
Towards senior
- 1
Key account management
The manager coaches handling of key doctors and hospitals. The MR leads one account plan.
- 2
Launch support
The MR prepares for a product launch with materials and call plan. Review after the launch.
- 3
Mentoring
The MR guides a new MR in the field. The manager checks the newcomer's progress.
Performance review
Fortnightly field ride-along and discussion with the area manager, a monthly review of calls, coverage and orders, and a written half-yearly review.
What to measure
| Measure | How it is seen |
|---|---|
| Coverage and call quality | Call reports and manager ride-along |
| Product knowledge | Quiz and field observation |
| Orders and chemist coverage | Sales records read with territory context |
| Compliance with marketing code | Audit of reports and samples |
| Reporting discipline | Report timeliness and accuracy |
| Relationship quality | Doctor and chemist feedback |
Evidence to bring
- Call reports
- Territory plan
- Sales and order records
- Sample and gift records
- Manager ride-along notes
Questions to ask in the review
- Which doctors are hardest to meet?
- What objections do you hear?
- What does your territory need that you lack?
- How do you plan your week?
- Did you feel pressured to break a rule?
- How are your chemists?
- What do doctors say about competitors?
- What training would help?
Pitfalls
- Rating only on sales, which pushes unethical behaviour
- Not training on product depth
- Setting identical goals for very different territories
- Fake reports not checked
Questions about this role
Give clear written codes, train on cases and audit reports. Reward long-term relationships. Confirm legal rules with your adviser.
Compare to the territory's potential and the MR's coverage and call quality, not only sales.
Cross-check with ride-along, doctor feedback and app data. Discuss with the MR first and follow the policy.