Tags |
|
|
Links |
|
|
Useful Advices - Ten Qualities of a Winning Sales Manager
Don't make the same mistake many dealers make by automatically promoting your company's best salesperson to sales manager, unless he 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
r she possesses the qualities necessary to manage, not just those qualities necessary to sell. The jobs are quite different.
There ar
There ar
; 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
ten basic qualities that all good sales managers possess. Fortunately, most can be learned. Here they are; make sure that if your cur
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ent sales manager (or someone you are considering promoting to sales manager) doesn't currently possess these characteristics, he or s
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
e is actively working on developing them.
1. Likes people. If a sales manager is not people-oriented he or she doesn't have much of a
1. Likes people. If a sales manager is not people-oriented he or she doesn't have much of a
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
chance of succeeding in this job.
2. Well organized. Organization is the foundation of just about everything in life. Without this s
2. Well organized. Organization is the foundation of just about everything in life. Without this s
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
ill, I strongly suggest that you provide your sales manager a secretary or assistant who is structured and possesses good organization
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
l skills.
3. Sense of commitment. Talent falls through the cracks without commitment. I'd rather sacrifice almost anything than commi
3. Sense of commitment. Talent falls through the cracks without commitment. I'd rather sacrifice almost anything than commi
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ment; hold out for it. A committed manager will figure out a way to overcome adversity.
4. Strong desire for personal responsibility.
4. Strong desire for personal responsibility.
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
Since sales managers are accountable for the results of the entire sales team, this trait is mandatory.
5. Persistent in pursuit of
5. Persistent in pursuit of
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
oals. Former President Calvin Coolidge said, "Nothing in the world can take the place of persistence. Talent will not; nothing is more
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
common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is ful
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
of educated derelicts. Persistence and determination alone are omnipotent."
6. Bring out the best in people. Treat people not as the
6. Bring out the best in people. Treat people not as the
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
y are, but as they are capable of being. Sales managers must care enough about their salespeople to help them reach their full potenti
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
l. This is no easy task. A great sales manager must be skilled at slowly, but surely converting individual liabilities into assets.
7
7
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
Tolerance. Give your sales force permission to grow through honest mistakes.
8. Flexibility. Don't throw the same pitch to every bat
8. Flexibility. Don't throw the same pitch to every bat
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
er. New situations call for different actions. If a sales manager wants different results, he or she must have the willingness to try
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
different things.
9. Introspective. Be willing to see themselves as others see them. Effective sales managers must be willing to ask
9. Introspective. Be willing to see themselves as others see them. Effective sales managers must be willing to ask
.
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
uestions about their management style and be willing to listen to feedback from both their sales force and their supervisor.
10. Enth
10. Enth
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
siasm. All the studies by the Dale Carnegie organization indicate that enthusiasm is the number one characteristic for success in life
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.usefuladvices.org.ua/article/38563/usefuladvices-Ten-Qualities-of-a-Winning-Sales-Manager.html">Ten Qualities of a Winning Sales Manager</a>
BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/38563/usefuladvices-Ten-Qualities-of-a-Winning-Sales-Manager.html]Ten Qualities of a Winning Sales Manager[/url]
Related Articles:
Bookmark it:
|