Useful Advices - Business

As a sales manager or a business owner you can analyze various statistics.

For instance, if your crew prospects for

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

appointments you can monitor and measure:

(1) The number of phone calls each rep makes;

(2) The number of appointme

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

Examples of combination products may in

ts set; and

(3) The number of call backs that need to be made from today’s activity.

Of this list, obviously, numbe

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

(2) is critical. That’s the purpose of calling, to set appointments.

In a sense, then, this is the bottom line, the

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

result of activity. If this were an experiment, we might call it the dependent variable.

Numbers (1) and (3) are ou

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

Combination pro

manipulations, the specific actions we’re taking to affect (2), and these activities can be seen as independent vari

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

bles.

Improve tactics and you’ll improve results, right?

But what if we’re measuring the wrong tactics? What, then?

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

Let me be specific.

Rep “A” could make fifty calls during the course of three hours, and “B” could make 30. Who is

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

doing the better job?

You can’t tell from this statistic, alone. “B” could be having longer, deeper conversations wi

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

h decision makers, while “A” can’t seem to get past secretaries and voice mail.

Or, “B” is just not trying as hard,

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

aking too many breaks, and submitting to too many distractions.

So, what additional things should we be tracking? St

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

Following aspects would a

art with these two:

(1) The number of times sellers are screened out by secretaries, and

(2) The number of times se

dd to the challenges in developing combination products:

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

lers are put into voice mail.

These stats will tell you who is more effective at dealing with sentries, and who is b

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

ing shot down or deterred. You might learn that everyone needs expert training in these areas.

After all, what good

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

is it to call for X if you can’t get past Y?

Further, let’s say your callers are put into voice mail. That calls for

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

a decision. Should they leave messages?

Have you established a policy on this? Leaving messages takes time, and mess

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

Professional from academic institutions, pharmaceutical industries, health care indust

ges should be scripted carefully and tracked for effectiveness. How often are your reps called back after having left

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

voice mail messages?

Scripts for voice messages are just as important as the calling scripts that are used with “li

.

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

e” buyers.

I’m just giving you a small sampling of track-able items that really make a difference.

Remember, you’ll

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

Companies that provide selfless information through particip

get what you measure and you won’t get what you don’t measure, so you might want to take a fresh look at your metrics

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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A prospective client can reduce the risk of failure in CRM implementations by fully engaging and co-operating during the discovery phase. Having the preliminary work done properly will save the client a lot of time, save effort, and save them money.

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Useful Advices - Sales Managers: You'll Set More Appointments With Better Call Analysis

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