Useful Advices - Business

There are just some topics that you shouldn’t bring up in polite company.

I could name them, but I’d be o

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

ut of line.

Yet I can’t resist speaking about this one topic of special relevance to sales managers every

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

Examples of combination products may in

where.

When should you fire your BEST salesperson?

This is a question that comes up more than you might

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

think, though it is as taboo to openly ask as “When is the boss going to croak?”

Salespeople, especially

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

op producers, are the sacred (cash) cows of organizations, large and small. They’re revered, spoken of wit

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

Combination pro

h respect, pampered with perks like quarterly and annual meetings in exotic and exciting locales.

NOBODY

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

wants to get in their way; nobody who is rational, right?

After all, aren’t they doing the heavy lifting

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

for everyone else?

But sometimes, as that expression says, “You can’t live with them, and you can’t shoot

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

them.”

So, when does this happen?

You just have to consider firing your best sellers when:

(1) They cha

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

llenge your authority and they undercut your ability to motivate and manage the rest of the team.

(2) The

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

y flaunt the rules, encouraging their weak-minded and less talented peers to follow-along.

(3) They say,

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

Following aspects would a

“Stick-em-up!” They insist on receiving sweeter commissions and hidden perks that will make management see

dd to the challenges in developing combination products:

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

to others to be biased and double-dealing.

(4) They’re boasting to others about how they’re going to joi

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

n the competition or set-up shop for themselves.

(5) They operate unethically, paying-off customers for d

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

oing business with them.

I faced this challenge when I was a fresh sales manager for a large publishing c

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

ompany. Recently promoted, I wanted to prove myself by boosting sales, but I was stymied every step of the

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

Professional from academic institutions, pharmaceutical industries, health care indust

way by an envious also-ran who had lost out to me for the promotion.

I made the move, sales dipped tempor

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

arily, but then I built them to unprecedented levels.

The “best” seller, as it turns out, was preventing

.

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

his peers from reaching for more, outdoing their personal bests.

There are some things that just have to

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

Companies that provide selfless information through particip

be said, and one of them is “Happy Trails!” to someone who ushers in both the best of times, and the worst

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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Useful Advices - Sales Managers: When Should You Fire Your Best Salesperson?

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