Useful Advices - Business

In commercial terms we should seek to develop our teams in two specific areas i.e. Competence and Commitment.

Competence consists of the combination of knowledge and skills whilst Co

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

mmitment is a combination of confidence and motivation.

The degree to which a person has achieved certain combinations of these factors can be defined as Development Levels. They rep

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

Examples of combination products may in

esent the person’s development in the job.

The four development levels are:

Level 4: High Commitment & High Competence

Level 3: High Competence & Variable Comm

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

itment

Level 2: Some Competence & Low Commitment

Level 1: Low Competence & High Commitment

I realise that one or two additional levels could be added i.e. Some Compe

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 & Variable Commitment etc. but as I have already stated, simplicity is essential

This grading is then translated into the style of management required to obtain the best results

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

Combination pro

from each individual and forms the basis of the Controlled Management model that we devised in 1995 i.e.

Level 4: Delegating i.e. Low Supportive & Low Directive

Le

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

el 3: Directing i.e. Low Supportive & High Directive

Level 2: Supporting i.e. High Supportive & High Directive

Level 1: Coaching i.e. High Supportive & Low Directi

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

ve

Whilst conducting this exercise you should consider taking the opportunity to not only classify the level at which you believe each member of the team is at right now but also whe

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

e you feel they could get to in terms of their future potential and what needs to be done to get them there.

The areas that you should consider assessing regularly are:

Internal

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

Sales Competence Areas

• Personal Organisation

• Communication

• Business Development

• Qualification

• Interpersonal Skills

• Integration Skills

• Resilience

• Pro-Activi

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

y

• Team Working

• Motivation

External Sales Competence Areas

• Planning

• Communication

• Presentation Skills

• Business Development

• Account Management

• Opportunit

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

Following aspects would a

Assessment

• Negotiation Skills

• Attitude

• Team Membership

• Process & Methodology

• Pro-Activity

• Organisational Skills

Consultative Sales Competence Areas

• Organ

dd to the challenges in developing combination products:

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

isational Skills

• Communication

• Presentation Skills

• Business Development

• Opportunity Assessment

• Interpersonal Skills

• Creative Thinking

• Critical Thinking

• People

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

wareness

• Integration Skills

• Resilience

• Strategic Approach

• Pro-Activity

• Negotiation Skills

• Key Account Management

• Team Membership

• Process & Methodology

I would

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

also suggest that the following areas are critical to your own development and as a consequence, you might want to frequently stand back and benchmark your performance.

• Personal O

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

ganisation

• Internal & External Communication

• Creative Thinking

• Critical Thinking

• Resilience

• Pro-Activity

• People Awareness

• Organisational Skills

• Project Leaders

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

Professional from academic institutions, pharmaceutical industries, health care indust

hip

• Public Speaking & Presentation Skills

• Leadership

• Vision

• Motivational Management

• Delegation

In Summary:

The secret of designing a performance assessment pro

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

ramme, is to construct something that is as simple as possible to understand and implement, whilst retaining the means to benchmark performance as objectively as possible.

My own tea

.

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

ms have become used to a quarterly QBR (Quarterly Business Review) where their performance against all of their targets – not just the financial ones is reviewed. The results from th

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

Companies that provide selfless information through particip

four QBR meetings provide the foundation for the annual appraisal.

“What Should An Effective Quarterly Business Review Achieve?” follows.

Copyright @ 2006 Jonathan Farringto

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/38412/usefuladvices-How-To-Match-Sales-Team-Requirements-With-Management-Input.html">How To Match Sales Team Requirements With Management Input</a>

BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/38412/usefuladvices-How-To-Match-Sales-Team-Requirements-With-Management-Input.html]How To Match Sales Team Requirements With Management Input[/url]

The remarkable power of stories to drive readership, and burn your sales message deep into your prospects brains...

If you own a business, you must accept the fact that you won't be able to create sustainable, profitable growth without continually expanding your marketing knowledge. Knowledge equals power, and, when it comes to marketing, clear and understandable knowledge is a bit hard to come by. As an entrepreneur, it is your job to know what is possible, what strategies make sense for your business, and what results you should demand from your marketing system. This requires a fundamental understanding of the role of marketing. Marketing is one of the only activities in business that can help you make money. And marketing done right can have astounding results.

If you think you have something that is interesting and you could bring attention to your company because of it, then you need to read through this article. This article will explain some techniques for making the most of your story.

Tags

Links

Useful Advices - How To Match Sales Team Requirements With Management Input

Related Articles: