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Useful Advices - The Myth of the Working Sales Manager
A Sales Manager's Responsibility Does Not Focus on Selling but it Does Focus on the Promotion of Sales
Sales managers are often promoted and then expected to continue to handle their most lucrative accounts. This decision is often made by management for the fear of losing major accounts. The new sales
Sales managers are often promoted and then expected to continue to handle their most lucrative accounts. This decision is often made by management for the fear of losing major accounts. The new sales
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
manager hardly ever protests as it is an affirmation as to his worthiness and ownership of those accounts. These decisions leave little time for coaching their sales teams or strategizing about future sales initiatives. Field sales people may end up with the perception that their personal growth potenti
; 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
al may be limited. The sales person replacing the sales manager that was promoted may feel that the company lacks confidence in their ability to handle major accounts. This is not the kind of orientation you want to adopt when assigning new sales personnel.
What are the Sales Managers Real Responsibil
What are the Sales Managers Real Responsibil
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ities?
A fair question and the answer may apply universally across the majority of industries. The answer focuses on four key concepts:
1. Developing the Sales Strategy --- Creating a discipline within the sales force to identify specific growth targets which include:
Increased penetration of exis
A fair question and the answer may apply universally across the majority of industries. The answer focuses on four key concepts:
1. Developing the Sales Strategy --- Creating a discipline within the sales force to identify specific growth targets which include:
Increased penetration of exis
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ting accounts
New account development , pipeline management
New product introduction and promotion
2. Developing the Sales Force --- This key responsibility includes self development and required leadership skills.
Coaching and mentoring
Providing training resources
Hands on buddy calls
New account development , pipeline management
New product introduction and promotion
2. Developing the Sales Force --- This key responsibility includes self development and required leadership skills.
Coaching and mentoring
Providing training resources
Hands on buddy calls
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
Monthly territory/account discussions and review sessions. (one on one)
Policy & procedure enforcement
Accountability
3. Managing Activities Measuring Results --- Defining key activities and then managing those activities is a prerequisite to success.
Designing a sales effectiveness pro
ucts have become life saving products for the pharmaceutical companies who doesnt have many innovative molecules in their product pipeline and have been inc
cess that requires account action plan activities that include but are not limited to:
--- Targeting
--- Goal setting
--- Opportunity reporting
--- Pipeline management
--- Performance scorecards
4. Advertisement & Promotions --- This is budget based and may be coordinated with marketing in many c
--- Targeting
--- Goal setting
--- Opportunity reporting
--- Pipeline management
--- Performance scorecards
4. Advertisement & Promotions --- This is budget based and may be coordinated with marketing in many c
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
ompanies but should include the following:
Open house
Lunch & learn
Client seminars
Social and event selling
Public awareness, speaking and writing articles
Testimonials and referrals
Although the scenario outlined in the opening paragraph (Sales managers are often promoted and then e
Open house
Lunch & learn
Client seminars
Social and event selling
Public awareness, speaking and writing articles
Testimonials and referrals
Although the scenario outlined in the opening paragraph (Sales managers are often promoted and then e
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
xpected to continue to handle their most lucrative accounts.) was very common ten years ago, it has slowly been changing as companies recognize the importance that needs to be placed on developing the sales force. Being the number one sales person is no longer the primary criteria used to determine who
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 next sales manager should be. Many companies now acknowledge that the skill sets required to be a good sales manager are different than those of a good field sales person. Sales managers today must be focused on coaching their sales staffs, strategizing about creating new business and delegating day
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
-to-day operational issues to other staff members.
The Truth Is Simple
You can not effectively manage a sales force and have primary responsibility for the maintenance or development of specific accounts. It is like trying to win the super bowl with player coaches on the field and nobody on the sideli
The Truth Is Simple
You can not effectively manage a sales force and have primary responsibility for the maintenance or development of specific accounts. It is like trying to win the super bowl with player coaches on the field and nobody on the sideli
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
nes looking at the big picture and taking care of the overall game plan. Quit scrimping. If you promote someone to sales manager; let them manage and pay them according to the profitability performance of the overall sales team. You also need to invest in skill development in the area of coaching and me
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
ntoring for your sales managers. In fact all managers need this type of skill development. Everybody talks about it but very few companies actually train their managers on coaching and mentoring.
Gaining the Respect of the Sales Team
I often hear the argument that a sales manager needs to gain the res
Gaining the Respect of the Sales Team
I often hear the argument that a sales manager needs to gain the res
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
pect of the sales team by demonstrating their skill at selling by handling some accounts. That is a myth. More precisely; that is Hogwash. There is no correlation between a manager's sales ability and leadership skills. That is why promoting your best sales person to sales manager more often than not fa
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
lls short of expectations. Indeed, if you were to adopt that theory you may initiate an ego contest between the sales manager and the sales team which could do irreparable harm. Think about this. How can a sales manager live up to the responsibilities outlined in this article and support his sales team
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
through coaching and mentoring if he/she is out in the field selling directly to an account base? Sales managers gain respect and trust by demonstrating respect and trust in the sales team; not by trying to outsell or sell along side of them. The sales managers job is to be the coach and strategist. I
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
f the job is defined accurately as being a coach, then he/she doesn't need to prove their sales ability. They just need to gain the trust and respect by becoming a good strategist, coach, mentor and problem solver.
The Professional Sales Manager Characteristics:
The next time you are faced with hirin
The Professional Sales Manager Characteristics:
The next time you are faced with hirin
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
g or promoting someone to the position of Sales Manager, use the following characteristics as a baseline for your selection process.
1. Highly Self Motivated
2. Optimistic
3. Excellent Relationship building Skills
4. Skilled at Team Selling Team Building
5. Calculated Risk Taker
6. Listens Well
1. Highly Self Motivated
2. Optimistic
3. Excellent Relationship building Skills
4. Skilled at Team Selling Team Building
5. Calculated Risk Taker
6. Listens Well
.
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
--- 80% of the Time
7. Plans Well
8. Ability to Think Outside the Box Because They Know What Goes on Inside the Box
9. Always Lives Up to Their Commitments
10. Always On Time With Assignments
11. Exceptional Positive Attitude (Does Not Whine or Make Excuses)
12. Excellent Communicator
13. Inspir
7. Plans Well
8. Ability to Think Outside the Box Because They Know What Goes on Inside the Box
9. Always Lives Up to Their Commitments
10. Always On Time With Assignments
11. Exceptional Positive Attitude (Does Not Whine or Make Excuses)
12. Excellent Communicator
13. Inspir
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
es Excellence in Others
14. Strong Social and Interpersonal Skills
15. Commands a Presence
16. Honesty
17. Integrity
18. Develops Trust and Respect by Showing Trust
and Respect for others
19. Embraces Accountability for Self and Sales Team
20. Knowledgeable of Selling Concepts and Best Practic
14. Strong Social and Interpersonal Skills
15. Commands a Presence
16. Honesty
17. Integrity
18. Develops Trust and Respect by Showing Trust
and Respect for others
19. Embraces Accountability for Self and Sales Team
20. Knowledgeable of Selling Concepts and Best Practic
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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