Useful Advices - Business

Despite the growing disdain for walk-in-the-door cold calling, there are plenty of high activity sales companies (even industries) th

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

at conduct sales blitzes to generate a wave of fresh leads for their new business developers.

Read on for some great best practices

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

Examples of combination products may in

to make them successful.

Teams. I've always had good luck bringing approximately 8-10 people in for a sales blitz f

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

ocused on one individual's sales territory. The 8-10 are paired up into teams (usually a senior sales professional with a newer one),

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

and at the kick-off meeting early in the morning we announce the teams and they give themselves a fun name. Each team gets a binder

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

Combination pro

with the next two helpful aids.

Maps & Lists. Each team receives a map of their sales blitz area. Sure, they may kn

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

ow the area, but you want to avoid overlap as much as possible. The teams also receive hard copy lists of existing customers, so no c

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

lls are made on them. And each of the other teams' pairing and cell phone numbers are included.

Goals & Tracking. E

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

ach team also commits to a minimum number of calls, good leads, and hot leads. Since the meeting ends at 7:45 am and the recap meetin

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

g is held at 4:30 pm, a good number of calls for my industries has always been around 50. Some kill that number, some miss it by a bi

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

t. Depending on your industry, your numbers may be well off this mark. As for tracking, each team fills out a lead sheet for every co

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

Following aspects would a

mpany they call on, even the poor leads, so a history can be generated in the host rep's database.

Check-in Phone Calls.
dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod
rong> The fun comes when teams check in to find out how the other teams are doing in terms of number of calls and, most importantly,
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
one-call closes. As the day progresses, they start calling each other directly. This is where the competitive side of your salespeopl
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
starts making things interesting.

Recap Meeting. You've got to have a recap meeting. Each time has to be held acco
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
untable for their efforts for the day. They should report their number of total calls, hot leads, good leads, and a couple highlights
ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust
of the day. We have also given each participant a token of our appreciation for participating, and the winning team (most calls or m
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ost sales generated from one-call closes) wins a prize.

Sales blitzes are a fun way to pair sales professionals who generally go it
.

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
alone while generating leads for their colleagues. Good luck with yours.

For a free tool to assist in tracking the leads generated i
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip
n sales blitzes, visit here now

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 - How to Run a Sales Blitz

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