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Useful Advices - What Should An Effective And Professional Sales Team Appraisal Contain?
I have always worked with the following formula:
Attitude + Skills + Process + Knowledge = Success
Therefore, when measuring my teams, I always ensure that I benchmark against that criteria:
A simplified example might look something like this (although I have t
Attitude + Skills + Process + Knowledge = Success
Therefore, when measuring my teams, I always ensure that I benchmark against that criteria:
A simplified example might look something like this (although I have t
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
o admit that my own companies’ measurement system is much more rigorous):
Personal
• Self-organisation & planning
• Motivation and attitude
• Ability to work under pressure
• Team playing and interpersonal skills
• Personal presentation
• Communication (ora
Personal
• Self-organisation & planning
• Motivation and attitude
• Ability to work under pressure
• Team playing and interpersonal skills
• Personal presentation
• Communication (ora
; 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
l/written/listening)
• Flexibility
• Initiative
• Performance vs. objectives
Sales
• Account management
• Business development
• Opportunity assessment -qualification
• Negotiation skills
• Presentation skills
• Strategic work
• Pro-activity
• Forecast
• Flexibility
• Initiative
• Performance vs. objectives
Sales
• Account management
• Business development
• Opportunity assessment -qualification
• Negotiation skills
• Presentation skills
• Strategic work
• Pro-activity
• Forecast
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
• Achievement of targets
And for those with supervisory responsibilities you could add:
• Delegating authority
• Decision making
• Motivating - i.e. Creating enthusiasm and confidence
• Appraising and assessing
• Selecting and recruiting
• Coaching and
• Achievement of targets
And for those with supervisory responsibilities you could add:
• Delegating authority
• Decision making
• Motivating - i.e. Creating enthusiasm and confidence
• Appraising and assessing
• Selecting and recruiting
• Coaching and
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
developing
• Creativity
• Planning and allocating resource
• Representing
Next you need to implement a grading or scoring system – I use the following:
E - Poor: Definitely below acceptable standards; performance of job requirements is consistently def
• Creativity
• Planning and allocating resource
• Representing
Next you need to implement a grading or scoring system – I use the following:
E - Poor: Definitely below acceptable standards; performance of job requirements is consistently def
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
cient.
D - Fair: Improvement is needed to meet acceptable standards; performance of job requirements is inconsistent.
C - Average: Meets acceptable standards; performance of job requirements is consistent.
B - Good: Above acceptable standards; per
D - Fair: Improvement is needed to meet acceptable standards; performance of job requirements is inconsistent.
C - Average: Meets acceptable standards; performance of job requirements is consistent.
B - Good: Above acceptable standards; per
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
formance usually exceeds job requirements.
A - Excellent: Outstanding; unquestionably above acceptable standards; performance consistently exceeds job requirements.
In addition I translate these marks into scores, because that provides me with an overall numeric
A - Excellent: Outstanding; unquestionably above acceptable standards; performance consistently exceeds job requirements.
In addition I translate these marks into scores, because that provides me with an overall numeric
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
al total which is so much easier to use when making comparisons:
I.e. using the above measurement scale: A=5, B=4 etc
In fact, I allow myself further “latitude” by using + or -, which in effect provides me with not five levels of rating but fifteen!
So now I have: E-
I.e. using the above measurement scale: A=5, B=4 etc
In fact, I allow myself further “latitude” by using + or -, which in effect provides me with not five levels of rating but fifteen!
So now I have: E-
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
0, E = 1, E+ = 2, all the way up to A+ which is now the equivalent of 14
This makes it so much easier to avoid the two common mistakes in rating i.e.:
Firstly, a tendency to rate nearly everyone as “average” on every characteristic instead of being more critical in ju
This makes it so much easier to avoid the two common mistakes in rating i.e.:
Firstly, a tendency to rate nearly everyone as “average” on every characteristic instead of being more critical in ju
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
dgement. The evaluator should use the ends of the scale as well as the middle.
Secondly, the “halo effect,” i.e. a tendency to rate the same individual “excellent” on every characteristic or “poor” on every characteristic based on the overall picture one has of the pers
Secondly, the “halo effect,” i.e. a tendency to rate the same individual “excellent” on every characteristic or “poor” on every characteristic based on the overall picture one has of the pers
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
n being evaluated. However, each person has strong and weak points and these should be indicated on the rating scales.
What Else Should An Effective Appraisal Include? Mine Include All Of These:
Performance versus Commercial Targets
Specific Objectives vs. Resu
What Else Should An Effective Appraisal Include? Mine Include All Of These:
Performance versus Commercial Targets
Specific Objectives vs. Resu
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
lts Summary
Quarterly Performance Rating
Commercial Targets For The Next Twelve Months
Specific Objectives For The Next Twelve Months
Performance versus Commercial Targets:
In this section, I review performance against all commercial targets for example:
• R
Quarterly Performance Rating
Commercial Targets For The Next Twelve Months
Specific Objectives For The Next Twelve Months
Performance versus Commercial Targets:
In this section, I review performance against all commercial targets for example:
• R
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
evenue achieved.
• Overall gross margin.
• CCT (Customer contact time) as a % of TWT (Total working time).
• New accounts opened.
• Revenue increases from existing accounts.
Specific Objectives vs. Results Summary:
Specific objectives are all those targets t
• Overall gross margin.
• CCT (Customer contact time) as a % of TWT (Total working time).
• New accounts opened.
• Revenue increases from existing accounts.
Specific Objectives vs. Results Summary:
Specific objectives are all those targets t
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
at are “non – commercial” for example:
• Increase product knowledge in x areas.
• Profile any key accounts.
• Improve presentation skills.
• Attend a “Key Account Management” course.
• Become more involved with the induction of new recruits
Quarterly Performance
• Increase product knowledge in x areas.
• Profile any key accounts.
• Improve presentation skills.
• Attend a “Key Account Management” course.
• Become more involved with the induction of new recruits
Quarterly Performance
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
Rating:
I have always believed in frequent reviews and as a consequence, I hold QBR (Quarterly Business Review) meetings at the end of each quarter. The scoring system is identical to the annual appraisal and in fact the QBRs provide most of the information and dat
I have always believed in frequent reviews and as a consequence, I hold QBR (Quarterly Business Review) meetings at the end of each quarter. The scoring system is identical to the annual appraisal and in fact the QBRs provide most of the information and dat
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
a for the annual session.
Commercial Targets and Specific Objectives for the Next Twelve Months:
A good appraisal should always conclude with agreement from both parties on the targets and objectives for the next twelve months. These do not have to be set in sto
Commercial Targets and Specific Objectives for the Next Twelve Months:
A good appraisal should always conclude with agreement from both parties on the targets and objectives for the next twelve months. These do not have to be set in sto
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
e and can be reviewed at the next QBR; however it is essential that every individual buys in to what is expected of them.
Target setting is a vitally important part of a manager’s function because if targets are set too high that will only act as a demotivator: Equally,
Target setting is a vitally important part of a manager’s function because if targets are set too high that will only act as a demotivator: Equally,
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
if they are set too low, typically that is all that will be achieved.
In the same way the high jumper just clears the bar and does not leap a metre over the top, salespeople sell to expectation and have no inclination to burst through targets – unless of course, there
In the same way the high jumper just clears the bar and does not leap a metre over the top, salespeople sell to expectation and have no inclination to burst through targets – unless of course, there
.
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
s a significant incentive on offer! Although that begs the question of why they were not challenged with a higher target in the first place?
Finally, it is important that the manager uses the occasion to send the apraisee away feeling good about themselves, fully motiva
Finally, it is important that the manager uses the occasion to send the apraisee away feeling good about themselves, fully motiva
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
ted and believing that all of the targets that have been agreed are indeed achievable – a motivational summary works wonders, even if there were areas of concern during the meeting, always focus on the highlights.
Copyright © 2007 Jonathan Farrington. All rights reserve
Copyright © 2007 Jonathan Farrington. All rights reserve
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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