Useful Advices - Business

Ever wondered what is going on in the heads of top sales people? Like most high achievers, top sales people ma

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

nage their thoughts with discipline and optimism. They do things differently from the rest of the team.

1) Th

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

y plan to win. For a top sales person, losing is not an option. They visualize success. They have a positive d

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

alog with themselves. They avoid negative thoughts.
2) They make this intention to win a public testimony

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

They tell others about their intentions and commit to winning publicly.
3) They focus on the needs of th

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

customer and not themselves. Rather than focusing on commissions or themselves, top sales people think about

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

he customer’s needs and issues. They understand that selling is all about the buyer.
4) They take action.

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

They take the first step and push themselves to make the next call. Sometimes, the difference between good an

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

great is just one more phone call. They don’t hesitate.
5) They don’t make excuses. If they make mistake

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

, they admit them privately and publicly. Yet, they don’t dwell on them. Top sales people are optimists and fe

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

l that problems are fixable.
6) They self advocate. When they need help they ask for it. Unlike low achie

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

ers who try to hide their weaknesses, top sales people confront them and ask for support or guidance.
7)

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

hey track their progress. Top sales people always know what they have sold year-to-date, how many calls they h

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

ve made, and how this compares to last year. They often keep detailed records far beyond the organization’s no

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

rmal tracking requirements.
8) They don’t give up. They don’t understand failure or apathy. Top sales peo

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

le are focused and know that by being persistent that they will hit their goals. Don’t get in their way.

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

) They reward themselves. Company rewards and kudos are great, but top sales people also reward themselves whe

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

they hit their goals. I know one sales person that gave himself a Friday round of golf every time he hit plan

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

for the month.
10) They defend themselves. They are prideful and will stand up for what is right. They wi

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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