Useful Advices - Business

Are you spending massive money to train your sales force and seeing very little results? You may be te

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

mpted to throw your hands in the air and declare that sales training doesn’t work.

It may be that you

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

Examples of combination products may in

are overlooking a key element in the sales training process. It is important to understand that train

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

ng your sales force is a process which takes time. Each salesperson processes information differently;

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

some learn better visually while for others it is more oral or written format. The learning curve for

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

Combination pro

each individual is also different and this will be reflected in how long it takes each person to grasp

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

and apply the information presented.

For beginners, the training is normally more comprehensive as t

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

ere are more strategies and techniques to learn as oppo9sed to a more developed and experienced sales

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

person. People can only learn so much a one time and there is he tendency to forget. Implementing one

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

skill at a time and limiting the content material to a few things will increase better retention.

It

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

is important that the training material is reinforced by putting what’s taught into practice and consi

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

Following aspects would a

stently getting feedback. Since training is a process which involves change .you should cultivate an e

dd to the challenges in developing combination products:

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

vironment for your sales force in which change is recognized and rewarded. To achieve the necessary ch

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

ange there should be coaching provided by suitable personnel.

For coaching to be effective limit the

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

umber of people being assigned to a particular coach. This way it is more practical to measure and mon

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

itor each salesperson’s results. If performance is below the required standard then the reasons for th

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

Professional from academic institutions, pharmaceutical industries, health care indust

s can be determined and appropriate measures can be taken to correct any mistakes.

Sales training nee

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

d not be a waste of time and money if properly implemented and reinforced. Reinforcement is the key to

.

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

successfully training your sales force and can very well be the difference between getting phenomenal

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

Companies that provide selfless information through particip

or very little results.

Sales training and development is vital for the continued success of all sale

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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