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Useful Advices - Savvy Sales Managers Know Call Backs Don't Count!
Recently, you hired someone who seems to have all of the enthusiasm in the world.
In tracking h
In tracking h
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
is performance you can’t help but notice that he has (1) Either no sales, yet; or (2) Very few s
; 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
ales; fewer than expected.
You ask what’s up, and he replies that he has “A ton of call backs.”
You ask what’s up, and he replies that he has “A ton of call backs.”
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
Because he’s so upbeat, you figure that he’s on track, and his optimism will be rewarded with
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
a good number of sales, as he calls into his growing database of leads.
But you’re probably bei
But you’re probably bei
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ng conned.
Call backs are not sales.
You know that, but you also know “The Math of Success,” t
Call backs are not sales.
You know that, but you also know “The Math of Success,” t
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
hat says if you put enough prospects into a sales pipeline, plenty will emerge as sales at the o
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
ther end.
The flaw in this thinking is that those call backs were ever “prospects” to begin wit
The flaw in this thinking is that those call backs were ever “prospects” to begin wit
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
h.
New, and inexperienced, and deceitful salespeople define prospects in the fuzziest of ways.
New, and inexperienced, and deceitful salespeople define prospects in the fuzziest of ways.
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
For instance, if you call someone and his secretary says he isn’t in, is that a prospect? No, t
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
at is a suspect.
That name has no more value than one that you haven’t called, yet.
If that sa
That name has no more value than one that you haven’t called, yet.
If that sa
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
me secretary gave you vital information about her boss’s needs, or said she’d put in a good word
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
for you, or actually placed your call back on the calendar, that’s a good suspect; better than
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
someone you haven’t called, but less than a prospect.
A prospect is a buyer who says: “I have a
A prospect is a buyer who says: “I have a
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
need; it’s important; and I’ll consider using your firm to fulfill it. Give me a proposal!”
Th
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
e sales rep that builds a mountain of false prospects will find he has no time for calling cold
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
names, yet his odds of getting through to the ones that are not yet reached do not improve. He i
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
mbues them with qualities that they don’t have, only because he has seen the names multiple time
.
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
s, and has noted them in his follow-up system.
Call backs simply don’t count.
So, when you hea
Call backs simply don’t count.
So, when you hea
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
r a salesperson making more out of them, doubt his judgment; and if you believe him, doubt yours
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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