Tags |
|
|
Links |
|
|
Useful Advices - The Sales Management Leadership Quiz
Finding the right person to fill the sales management role is a common quandary in most businesses. It can be especially challenging when a decision is based strictly on sales territory performance without regard for the specific skill sets required to lead a sales force. Deciding on the
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
right sales person to promote to sales manager can become a difficult and risky decision..
It is an indisputable fact that different skill sets are required to become a successful sales manager as compared to being a successful sales person. Selling is a profession that requires profes
It is an indisputable fact that different skill sets are required to become a successful sales manager as compared to being a successful sales person. Selling is a profession that requires profes
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
sionals. Managing a group of professionals with the type of personalities required to succeed in sales is no easy task. Yet, in my humble opinion, it is probably the most important management position you can hold in a company. Sales management holds the key to meeting company objectives
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
Effective sales management builds the platform for success. Sales people are not the easiest group in the company to manage. If they were they would not be sales people. Selling is not easy. It takes a special talent, self motivation, self discipline, a passion to succeed and the abilit
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
y to accept rejection. The reality of the situation is simple. The majority of sales people are not managed well.
Have your internal sales manager candidates take the "Sales Manager Quiz" to help you in the decision making process
Sales Management Leadership Quiz
The candidate should
Have your internal sales manager candidates take the "Sales Manager Quiz" to help you in the decision making process
Sales Management Leadership Quiz
The candidate should
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
answer yes, no or sometimes to the following questions. Calculate the score and then share the results for discussion with your interview team.
Yes Always = 2 points No = 0 points Sometimes = 1 point
Yes No S/T
__ __ __ I always communicate with
Yes Always = 2 points No = 0 points Sometimes = 1 point
Yes No S/T
__ __ __ I always communicate with
ucts have become life saving products for the pharmaceutical companies who doesnt have many innovative molecules in their product pipeline and have been inc
clarity and people understand me.
__ __ __ I always get things done on time and live up to commitments.
__ __ __ Understand how my responsibilities relate to the big picture.
__ __ __ Listen expertly to others, both subordina
__ __ __ I always get things done on time and live up to commitments.
__ __ __ Understand how my responsibilities relate to the big picture.
__ __ __ Listen expertly to others, both subordina
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
tes and management.
__ __ __ Connect developments and spot patterns in floor and phone traffic.
__ __ __ Accept risk and take on difficult assignments.
__ __ __ Inspire excellence and commitment in the Designers.
__
__ __ __ Connect developments and spot patterns in floor and phone traffic.
__ __ __ Accept risk and take on difficult assignments.
__ __ __ Inspire excellence and commitment in the Designers.
__
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
_ __ Deep interest in people and exhibit strong social and interpersonal skills
__ __ __ I seek out coaching and mentoring opportunities with all my subordinates.
__ __ __ Focus on results, g
__ __ __ I seek out coaching and mentoring opportunities with all my subordinates.
__ __ __ Focus on results, g
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
rowth & profitability.
__ __ __ Hold myself and other people accountable.
If the candidate scored 20 or higher ---- sales management potential is high.
If the candidate scored 15 - 19 ----- sales management potential is medium to high but can use some development
__ __ __ Hold myself and other people accountable.
If the candidate scored 20 or higher ---- sales management potential is high.
If the candidate scored 15 - 19 ----- sales management potential is medium to high but can use some development
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
If the candidate scored 12 14 ---- the candidate needs personalized training, coaching and mentoring.
If the candidate scored less than twelve ----- keep them focused on selling success and not on management.
If you don't have an internal candidate that scores at least 15 or highe
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
r you need to recruit from outside the comapny.
***************************************************
Consider the following common mistakes and professional sales manager characteristics when interviewing your candidates.
Five Common Mistakes of Sales Management
1. Lack of Structure -
***************************************************
Consider the following common mistakes and professional sales manager characteristics when interviewing your candidates.
Five Common Mistakes of Sales Management
1. Lack of Structure -
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
--- Policies, procedures and the culture that determines the behavior and success of the sales force. Including:
How accounts and territories are assigned
Systems and procedure on walk in traffic
Compensation & SPIFF design
Confusing communication channel
2. Lack of Strate
How accounts and territories are assigned
Systems and procedure on walk in traffic
Compensation & SPIFF design
Confusing communication channel
2. Lack of Strate
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
y ---- Effective documented sales growth strategy aligned with corporate initiatives.
Lack of growth initiatives that include penetration, new account and new product development
Acceptance of status quo without accountability
Excessive compassion and complacency
3. Lack of Sa
Lack of growth initiatives that include penetration, new account and new product development
Acceptance of status quo without accountability
Excessive compassion and complacency
3. Lack of Sa
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
les Effectiveness Process ---- Process is the tendons and the muscles that link structure and strategy together. Process includes:
Targeting, goal setting and action planning
Monthly territory performance discussions
Sales scorecards
Coaching & Mentoring
Effective sales
Targeting, goal setting and action planning
Monthly territory performance discussions
Sales scorecards
Coaching & Mentoring
Effective sales
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
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
meetings
4. Lack of Formalized Training & Development System
Standards and benchmarks for performance for both outside and inside sales
Training Matrix with required support
5. Wrong People ---- According to statistics less than 25% of top performing sales personnel promoted to S
4. Lack of Formalized Training & Development System
Standards and benchmarks for performance for both outside and inside sales
Training Matrix with required support
5. Wrong People ---- According to statistics less than 25% of top performing sales personnel promoted to S
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
ales Manager are successful. 55% of people earning a living in sales should be doing something else. 25% of people with the ability to sell are selling the wrong things. (Herb Greenberg How To Hire & Develop Top Performers)
Lack of formalized recruitment program
Lack of b
Lack of formalized recruitment program
Lack of b
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ench strength
Weak leadership skills
*********************************************************
Characteristics of the Professional Sales Manager
1. Highly Self Motivated
2. Optimistic
3. Excellent Leadership Skills
4. Skilled at Coaching & Mentoring
5. Calculated Risk Taker
6.
Weak leadership skills
*********************************************************
Characteristics of the Professional Sales Manager
1. Highly Self Motivated
2. Optimistic
3. Excellent Leadership Skills
4. Skilled at Coaching & Mentoring
5. Calculated Risk Taker
6.
.
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
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
Listens Well --- 80% of the Time
7. Plans Well
8. Ability to Think Outside the Box Because
9. They Know What Goes on Inside the Box
10. Always Lives Up to Their Commitments
11. Always On Time With Assignments
12. Exceptional Positive Attitude
13. (Does Not Whine or Make Excuses)
7. Plans Well
8. Ability to Think Outside the Box Because
9. They Know What Goes on Inside the Box
10. Always Lives Up to Their Commitments
11. Always On Time With Assignments
12. Exceptional Positive Attitude
13. (Does Not Whine or Make Excuses)
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
14. Excellent Communicator
15. Inspires Excellence in Others
16. Strong Social and Interpersonal Skills
17. Commands a Presence
18. Honesty
19. Integrity
20. Develops Trust and Respect by Showing Trust
and Respect for Employees
21. Embraces Accountability -Self and Sales Personne
15. Inspires Excellence in Others
16. Strong Social and Interpersonal Skills
17. Commands a Presence
18. Honesty
19. Integrity
20. Develops Trust and Respect by Showing Trust
and Respect for Employees
21. Embraces Accountability -Self and Sales Personne
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.usefuladvices.org.ua/article/38263/usefuladvices-The-Sales-Management-Leadership-Quiz.html">The Sales Management Leadership Quiz</a>
BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/38263/usefuladvices-The-Sales-Management-Leadership-Quiz.html]The Sales Management Leadership Quiz[/url]
Related Articles:
Longer Paid Vacation Time - Does It Result in Higher Worker Productivity?
How to Grow your Trucking Company
Elements Of A Successful Customer Newsletter: 10-The Printing Options
Bookmark it:
|