Tags |
|
|
Links |
|
|
Useful Advices - Hire the Right Sales Manager
Although every organization is different, hiring a sales manager is not as simple as it looks. In fact, the wrong
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
sales manager can quickly damage morale, if not scare away the sales reps and potentially injure the firm.
A co
A co
; 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
mon mistake is to promote a high achieving sales rep who wants to move up in management. Unfortunately, a highly
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
uccessful sales rep may be exactly the wrong candidate for sales management. Often aggressive sales reps are impa
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ient, lack team-player characteristics, and tend to have huge egos; these can be exactly the wrong characteristic
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
for a sales manager.
In my opinion, the following general characteristics or traits are needed for a good sales
In my opinion, the following general characteristics or traits are needed for a good sales
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
manager:
1. Teaching skills- This includes the ability and interest to help others learn.
2. Empathy- A good sa
1. Teaching skills- This includes the ability and interest to help others learn.
2. Empathy- A good sa
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
es manager needs to understand how reps feel and how to react accordingly. Sales teams can be highly emotional an
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
fragile. Insensitive sales managers fail.
3. Ego in check- A strong ego is required, but the needs of the team
3. Ego in check- A strong ego is required, but the needs of the team
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
re greater than the manager’s.
4. Communication skills- This skill is an obvious requirement that includes the a
4. Communication skills- This skill is an obvious requirement that includes the a
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ility to lead the sales team and to work with the other departments.
5. Relationship skills- This is the ability
5. Relationship skills- This is the ability
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
to create long term relationships with internal and external customers. Sales managers must be likeable.
6. Anal
6. Anal
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
tical skills- The best sales managers must be able to decide the strategic options in complex sales situations. 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
ey have to make the tough calls.
7. Wins through the victories of the team- Gets satisfaction by helping sales r
7. Wins through the victories of the team- Gets satisfaction by helping sales r
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
ps win; this is knocks out a lot of reps who want to be managers.
8. Ability to handle pressure- On a day to day
8. Ability to handle pressure- On a day to day
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
basis, the sales manager is “under the gun” more than any employee in a typical firm.
9. Continuous learner- I f
9. Continuous learner- I f
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
nd that the best sales managers are always looking for new ways to get things done. They are naturally curious.
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
0. Sales manager experience- I always favor gray hair when it comes to hiring a sales manager. Conversely, rookie
.
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
will likely make mistakes and those mistakes could be costly.
Remember to do an extensive background check on e
Remember to do an extensive background check on e
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
ternal candidates. Look for a history of strong performances with good references. Life is short, so hire winners
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/38338/usefuladvices-Hire-the-Right-Sales-Manager.html">Hire the Right Sales Manager</a>
BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/38338/usefuladvices-Hire-the-Right-Sales-Manager.html]Hire the Right Sales Manager[/url]
Related Articles:
Power Tools: The Products Behind the Colors
Create a Magic Connection with Clients, Leads, and Business Associates -- Part II
Bookmark it:
|