Tags |
|
|
Links |
|
|
Useful Advices - How to Avoid a Cloned Sales Force
When I accept a consulting assignment, I insist on administering psychological tests to each of the managers and salespeople in the organization before I arrive on site.
I am no stranger to psychological testin
I am no stranger to psychological testin
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
g. I majored in clinical psychology in college, worked in a clinical environment in my first job following graduation and brought testing with me when I joined the business world.
Psychological testing is abou
Psychological testing is abou
; 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
t the closest thing to a crystal ball I have found to predict future behavior.
Don’t misunderstand me, psychological testing is not perfect. It is not as accurate as, say, a blood test. However, it is by no m
Don’t misunderstand me, psychological testing is not perfect. It is not as accurate as, say, a blood test. However, it is by no m
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
eans inaccurate, either. In fact, when I review an employee’s psychological testing results with them, most are amazed at how much insight I have into their strengths and weaknesses from the way they filled ou
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
the test.
In my company, we have tested over 44,000 people, so we believe our success models are second to none.
I believe you will agree with me that it’s important that managers take hiring seriously. Afte
In my company, we have tested over 44,000 people, so we believe our success models are second to none.
I believe you will agree with me that it’s important that managers take hiring seriously. Afte
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
r all, most managers resist terminating employees long after they have given up on them. Plus, when you consider that personnel-related expenses make up between 60% and 70% of most company’s total operating exp
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
enses, it just makes sense to take the time to do the job right the first time?.
In the absence of testing, most managers make hiring decisions based on their gut feelings. They also tend to hire people in the
In the absence of testing, most managers make hiring decisions based on their gut feelings. They also tend to hire people in the
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
r own image. This is not to say that there’s anything wrong with the manager’s image, but it is not wise to hire everyone with the same or similar psychological characteristics because this causes cloning. And
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
cloning creates inertia in an organization.
Psychological testing probably won’t tell you much about a person you won’t learn after knowing them for six months to a year, but by gaining insight into a candidat
Psychological testing probably won’t tell you much about a person you won’t learn after knowing them for six months to a year, but by gaining insight into a candidat
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
e’s talent and temperament before you put them on the payroll, you will save yourself both a lot of heartaches and money.
While psychological testing is not dirt cheap, it’s one heck of a lot less expensive tha
While psychological testing is not dirt cheap, it’s one heck of a lot less expensive tha
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
making a hiring mistake. All managers have learned that it costs thousands of dollars when a hiring mistake is made, and that doesn’t count all of the lost opportunity. So compare that cost to a couple of hun
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
dred dollars for a series of pre-employment tests.
What’s your track record been at changing people? If you’re like most managers, you are a miserable failure when you try to persuade or browbeat someone into
What’s your track record been at changing people? If you’re like most managers, you are a miserable failure when you try to persuade or browbeat someone into
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
being someone they are not; that is, when you try to get people to operate against the grain.
We’re all more effective at our jobs when we are able to be ourselves and operate with rather than against the grain
We’re all more effective at our jobs when we are able to be ourselves and operate with rather than against the grain
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
. Here are some of the natural characteristics we look for when hiring salespeople who have the highest odds of turning out to be “keepers.”
1. Personality characteristics. Anyone can sell, but the odds of sa
1. Personality characteristics. Anyone can sell, but the odds of sa
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
es success are the highest when you hire a salesperson with the following personality characteristics:
• High drive
• Outgoing and persuasive personality
• Strong sense of urgency
• High energy
• High drive
• Outgoing and persuasive personality
• Strong sense of urgency
• High energy
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
level
• Attentive to detail
• Innovative
• Good verbal skills
• A natural willingness to live up to commitments.
2. High economic values. This is especially true if your company pays its sa
• Attentive to detail
• Innovative
• Good verbal skills
• A natural willingness to live up to commitments.
2. High economic values. This is especially true if your company pays its sa
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
les force all or in part via a sales commission. If salespeople are not “hungry” they will not be motivated by an opportunity to control their income.
3. Strong work ethic. Willing to work the hours necessary
3. Strong work ethic. Willing to work the hours necessary
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
to get the job done.
4. Passionate about the profession of sales. Genuinely enjoys all aspects of selling, loves people and is willing to work hard on their sales skills.
5. Industry experience. Note that we
4. Passionate about the profession of sales. Genuinely enjoys all aspects of selling, loves people and is willing to work hard on their sales skills.
5. Industry experience. Note that we
.
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
’ve listed experience last, not first. A track-record of sales success increases the odds of success substantially.
When it comes to your sales force, it is especially important to make sure that you have the
When it comes to your sales force, it is especially important to make sure that you have the
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
right people on the bus. Taking business away from the competition without having to resort to using price as a weapon is a lot easier when your people possess the right talent and chemistry to get the job done
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/38593/usefuladvices-How-to-Avoid-a-Cloned-Sales-Force.html">How to Avoid a Cloned Sales Force</a>
BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/38593/usefuladvices-How-to-Avoid-a-Cloned-Sales-Force.html]How to Avoid a Cloned Sales Force[/url]
Related Articles:
The First UK Man To Become a Human Billboard an Interview
How to Lead an Effective Meeting
Bookmark it:
|