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Useful Advices - The Science of Telephone Sales Management
I’m in the middle of building a new sales management seminar and I’m breaking out a separate unit on the differences between general sales management and the management of telephone sales.
And there
And there
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
are some crucial distinctions, though I just want to touch on one, here.
Telephone selling can be, and because it can be, it should and must be, SCIENTIFIC.
What do I mean?
First, let’s establis
Telephone selling can be, and because it can be, it should and must be, SCIENTIFIC.
What do I mean?
First, let’s establis
; 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
the value of science. When an area of study or conduct becomes scientific: (1) It is systematically and critically monitored, measured, and managed, and recognized as an important process; (2) Its m
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
steries are revealed over time; (3) And this leads to greater understanding and more consistent control of its causes and effects; its inputs and outputs, and its results and contributions.
Ultimate
Ultimate
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, science aspires to being able to say, like a recipe, if you heat water to 212 degrees, Fahrenheit, at sea level, the water will boil.
Keep doing exactly this, and you’ll keep getting rewarded wit
Keep doing exactly this, and you’ll keep getting rewarded wit
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
boiling water, which as we know has its uses beyond making pasta, significant as that one is.
A well run business seeks consistent and reliable results; in a word, predictability. This makes nearly
A well run business seeks consistent and reliable results; in a word, predictability. This makes nearly
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
everybody happy, from workers to shareholders.
Selling, as a discipline, as a field, also strives to produce consistent, reliable, and ever-improving results.
Specifically, we try to the extent we
Selling, as a discipline, as a field, also strives to produce consistent, reliable, and ever-improving results.
Specifically, we try to the extent we
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
an to govern carefully those known behaviors that produce and increase “yeses,” and discourage or avoid “no’s.” When we’re failing at this job, we seek understanding to help us to recover quickly and
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
to get back on track.
Telephone selling is, potentially, more scientific than field selling because we can control at least one side of the communication equation: What the seller says, how he says
Telephone selling is, potentially, more scientific than field selling because we can control at least one side of the communication equation: What the seller says, how he says
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
t, when he says it, and how he responds to what the prospect says.
In practical terms, we can SCRIPT the sales process, bringing it to a boil, if not at will then with great consistency, once we hav
In practical terms, we can SCRIPT the sales process, bringing it to a boil, if not at will then with great consistency, once we hav
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
discovered the “laws” underpinning certain types of conversations.
Also, and crucially, we can monitor and manage telephone salespeople in real time, listening, side by side if we wish, to every wo
Also, and crucially, we can monitor and manage telephone salespeople in real time, listening, side by side if we wish, to every wo
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
rd being said. When sellers deviate from the call path that has been developed, tested, and proven to work, a finger can be pointed exactly to where the seller needs to get back onto his message.
No
No
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
hing else, in any other area of business I know, attains this kind of clear feedback and guidance, nor benefits as much and as directly as this kind of intervention from management
As you know we ca
As you know we ca
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
preserve the entire transaction in a phone sale through recordings for unlimited playback and analysis, if we deem it to be useful.
By capturing events, live and recorded, we can LEARN MORE and MAK
By capturing events, live and recorded, we can LEARN MORE and MAK
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
RAPID ADJUSTMENTS & IMPROVEMENTS.
And then, we can revise scripts for all, and distribute the latest and the greatest, very quickly, applying en masse our newfound knowledge.
Of course, none of th
And then, we can revise scripts for all, and distribute the latest and the greatest, very quickly, applying en masse our newfound knowledge.
Of course, none of th
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
s is visible to the buyer, which contributes to its effectiveness.
In field selling, the closest we usually get is accompanying a seller to see a prospect, but we can’t exert such meticulous control
In field selling, the closest we usually get is accompanying a seller to see a prospect, but we can’t exert such meticulous control
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
without seeming unduly intrusive and distracting.
Having said this, using a scientific, systematic process seems essential, at least in telephone selling, because WE CAN.
Why would we ever accept m
Having said this, using a scientific, systematic process seems essential, at least in telephone selling, because WE CAN.
Why would we ever accept m
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
king sales as an idiosyncratic, iffy result when it can become more predictable, commonplace, and more profitable?
Again, this is one of the crucial differences and actual advantages of telephone se
Again, this is one of the crucial differences and actual advantages of telephone se
.
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
ling versus field selling.
Given its potential for meaningful, practical research and the leverage the resulting know-how can produce for companies and for salespeople, it makes you wonder: Why hasn
Given its potential for meaningful, practical research and the leverage the resulting know-how can produce for companies and for salespeople, it makes you wonder: Why hasn
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
t there been greater “brain formation,” in the telephone sales arena?
Why aren’t our best and brightest communication scientists and scholars attracted to it?
Now, that’s a mystery worth unraveling
Why aren’t our best and brightest communication scientists and scholars attracted to it?
Now, that’s a mystery worth unraveling
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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