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Useful Advices - Developing Your Team - What Are Your Options?
In today’s highly competitive selling environment, there is less room for apprenticeship, as organisations need to see a swift return on their investment.
Therefore, Sales Directors need to allow sufficient time to enable their investment in training and development to “pay off”. Introducing ongoing reinforcemen
Therefore, Sales Directors need to allow sufficient time to enable their investment in training and development to “pay off”. Introducing ongoing reinforcemen
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
t programmes will help accelerate the benefits gained from the training and development investment.
A Variety of Development Solutions:
Skills development can take many forms, including:
* Formal and informal mentoring
* Sales coaching by managers or professional consultants
* Classroom training,
* D
A Variety of Development Solutions:
Skills development can take many forms, including:
* Formal and informal mentoring
* Sales coaching by managers or professional consultants
* Classroom training,
* D
; 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
istance or e-learning,
Mentoring:
In mentoring, salespeople choose a mentor (usually a high-performer or more experienced person within the organisation who can serve as a model and/or guide) and consult that person periodically for advice on a range of issues from strategy for handling a particular sale
Mentoring:
In mentoring, salespeople choose a mentor (usually a high-performer or more experienced person within the organisation who can serve as a model and/or guide) and consult that person periodically for advice on a range of issues from strategy for handling a particular sale
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
s situation to advice on long-term career development. Since the best way to learn something well is to teach it to others, mentoring programmes offer organisations a win-win proposition: in addition to enhancing the skills and performance of the salespeople, they help mentors develop their sales skills while imp
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
roving their coaching and management skills as well.
Coaching:
Today, more and more organisations are waking up to the value of building a strong coaching culture. Analogies to athletic coaching are common but especially apt. Training alone does not guarantee that a great athlete will deliver a gold meda
Coaching:
Today, more and more organisations are waking up to the value of building a strong coaching culture. Analogies to athletic coaching are common but especially apt. Training alone does not guarantee that a great athlete will deliver a gold meda
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
l-winning performance. This can only come from continuous daily support and guidance from an expert coach. Equally, top sales professionals need expert coaching support from their managers to stay at the top of their game. Whether coaching is delivered face-to-face, on the telephone, or via e-mail, those organisa
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
tions that have a strong coaching culture attract and retain the best salespeople.
The challenge for Sales Directors is to provide the support that sales managers – all of whom are hard-pressed for time – need in order to provide the kind of support their salespeople must have. Successful Sales Directors have fo
The challenge for Sales Directors is to provide the support that sales managers – all of whom are hard-pressed for time – need in order to provide the kind of support their salespeople must have. Successful Sales Directors have fo
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
und a range of supporting tools, resources and kits that save managers’ time and enhance the impact of their coaching time.
Whatever coaching framework is chosen by an organisation, it must be easy to use, flexible so that the coaching sessions are tailored to the needs of their team, participative so all of the
Whatever coaching framework is chosen by an organisation, it must be easy to use, flexible so that the coaching sessions are tailored to the needs of their team, participative so all of the
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
salespeople are engaged and, above all, fun. The fun factor encourages salespeople to become “hooked” on their own continued development.
Training:
In many companies, very little systematic thought is given to the design of a sales training programme. Very often one of the following fallacious schools o
Training:
In many companies, very little systematic thought is given to the design of a sales training programme. Very often one of the following fallacious schools o
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
f thought is encountered.
* “Salespeople Are Born Not Made”- therefore the selection process is the only step to getting the right man. Having been chosen, the new recruit is then either successful or not, without any help from the company. Research does not bear out this theory.
* “Must Know The Product From T
* “Salespeople Are Born Not Made”- therefore the selection process is the only step to getting the right man. Having been chosen, the new recruit is then either successful or not, without any help from the company. Research does not bear out this theory.
* “Must Know The Product From T
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
he Ground Up” - all training is therefore devoted to lengthy product training, working on the shop floor, progressing paperwork, etc. Whilst product knowledge is very necessary, it is questionable whether this is the right way to learn it or whether this is sufficient on its own.
* “Watch Me Son” - the new Sales
* “Watch Me Son” - the new Sales
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
person is sent out with an old hand to watch (and thus learn) the experienced person’s techniques. Thus the new salesperson may not only pick up bad habits from the experienced person (who usually is not as trained as a trainer), but also mere observation will not teach.
If a successful training programme is
If a successful training programme is
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
to be developed, it must be planned with careful thought given to the following questions:
* What are the key objectives?
* What should be taught?
* Where should it be taught?
* By whom? And most critical
* How?
For Example: Typical Objectives Of A Training Programme:
* Increased sales
* Reduce
* What are the key objectives?
* What should be taught?
* Where should it be taught?
* By whom? And most critical
* How?
For Example: Typical Objectives Of A Training Programme:
* Increased sales
* Reduce
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
d individual selling costs
* Increased individual earnings
* Reduced personnel turnover
* Reduced need for supervision
* Improved employee morale
* Stronger customer relationships
Therefore, the objectives have to be formulated in these terms, i.e. turning the company’s investment in personnel into an
* Increased individual earnings
* Reduced personnel turnover
* Reduced need for supervision
* Improved employee morale
* Stronger customer relationships
Therefore, the objectives have to be formulated in these terms, i.e. turning the company’s investment in personnel into an
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
asset producing an increased return on that investment.
Summary:
Training is an essential part of the profession of selling, as it is in any other profession.
Training, particularly sales training is a lengthy and complex process if true learning is to take place (i.e. if behaviour is to be modified) T
Summary:
Training is an essential part of the profession of selling, as it is in any other profession.
Training, particularly sales training is a lengthy and complex process if true learning is to take place (i.e. if behaviour is to be modified) T
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
oo often, insufficient thought is given to what is to be achieved, by whom and how. The whole situation firstly needs careful analysis with regard paid to the limitations of training, as well as to its value. Then the programme can be formulated and, very important, evaluated against specific objectives. Only in
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
this way can we be sure that the training is in fact achieving positive results.
Finally, formal training can also have a huge influence on skills development, especially if it is implemented with two additional ingredients:
* The training must be based on what the salespeople need and should be tailored to add
Finally, formal training can also have a huge influence on skills development, especially if it is implemented with two additional ingredients:
* The training must be based on what the salespeople need and should be tailored to add
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ress diagnosed performance gaps. Using a diagnostic approach – a formal sales team skills audit, saves an organisation money and time because there is nothing to be gained from teaching people something that they are already doing well or, conversely, that they don’t need to do in the first place. A well-targeted
.
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
programme is far more likely to engage participants’ full interest because they’ll see its immediate relevance to their daily results.
* Any training programme will be more effective when the skills that participants learn are reinforced on a regular and continual basis. For maximum impact, every level of manag
* Any training programme will be more effective when the skills that participants learn are reinforced on a regular and continual basis. For maximum impact, every level of manag
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
ement must reinforce training. Such reinforcement can come in many forms, but the best way is for the sales manager to serve as a “model of excellence” who provides an ongoing demonstration of required skills so salespeople begin to live and breathe them.
Copyright © 2006 Jonathan Farrington. All rights reserved
Copyright © 2006 Jonathan Farrington. All rights reserved
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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