Useful Advices - Business

Apparently the ideal salesman is the one who exceeds his sales quota...but isn't there more to it than that?

The characteristic

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

s of a successful salesperson will vary due to the market being served, the culture of the sales territory and the organization

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

Examples of combination products may in

that the salesperson works for. It’s like a recipe for a cake. Each culture or territory might prefer a specific kind of cake

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

and each sales organization will have various ingredients to make the cake. Where the cake is actually baked also makes a diffe

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

ence (such as a higher elevation vs. sea level). So, I would submit that relying on quota as a key measure of a sales person's e

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

Combination pro

ffectiveness is deceiving. It is similar to relying on the measure of 'kilometers per liter' as the key measure of effectivenes

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

s of a factory worker at a tire plant. There so many ot other factors that impact quota achievement outside of sales effectivene

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

s that are outside the control/influence of the sales person With that said, attaining a high degree of success can only be achi

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

eved by 1) having the correct quota set in the first place (which is a whole other discussion) to serve as a guide and 2) having

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

the individual salesperson characteristics in alignment with the selling organizations selling system, sales culture, and visio

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

for the future.

Therefore, if an organization is only looking at quota performance as a measure of effectiveness, they are mis

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

Following aspects would a

sing the point. The point is to try and understand what the attributes of a great salesperson are. This can only be identified

dd to the challenges in developing combination products:

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

by understanding a salesperson’s behaviour and their subsequent outputs that lead to over-achievement of quota.

More specifica

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

lly, the specific salesperson characteristics an organization needs to identify are defined by our organization as the individua

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

’s purpose, character, and competencies. These three characteristics are held in relation to the selling organization’s vision,

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

sales culture, and selling system.

So for a salesperson to be truly effective and become an “over-achiever”, the following mus

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

Professional from academic institutions, pharmaceutical industries, health care indust

t occur:

1) the salesperson’s purpose must fit the organization’s vision

2) the salesperson’s character must fit the organizat

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

on’s sales culture

3) the salesperson’s competencies must fit the organization’s selling system

These elements are therefore t

.

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

he most important attributes that characterise successful salespeople. Each organization needs to identify the ideal profile fo

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

Companies that provide selfless information through particip

r 1) purpose, 2) character, and 3) competencies that will succeed with their products or solutions within the specific territory

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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