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Useful Advices - Fishy Salespeople? How to Finally Stop Handing Out FREE Fish to Your Sales People
Do you remember the good ole days when sales managers used to just sit back and wait for their salespeople to come into their offices and ask for help?
Maybe they needed the old veteran to come in and nail down the close. Well, we all know you just can't do that any more. Sure, that would put a few more sale
Maybe they needed the old veteran to come in and nail down the close. Well, we all know you just can't do that any more. Sure, that would put a few more sale
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
s in the win column (in the short term). But in the long term what are you creating? Nothing but needy, dependent salespeople without an ounce of personal selling confidence.
Showing your people HOW to prospect, HOW to set appointments and HOW to close sales makes your job easier and everybody's paycheck fat
Showing your people HOW to prospect, HOW to set appointments and HOW to close sales makes your job easier and everybody's paycheck fat
; 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
er.
If that's the kind of vision you have for your sales team, then it's time to close down the all-you-can-eat fish-fry and open up the all-you-can-catch fishing school.
Wouldn't that be nice? You bet it would. AND profitable, too.
And so we've come to the reason for this article. You see, Self-Sustaining
If that's the kind of vision you have for your sales team, then it's time to close down the all-you-can-eat fish-fry and open up the all-you-can-catch fishing school.
Wouldn't that be nice? You bet it would. AND profitable, too.
And so we've come to the reason for this article. You see, Self-Sustaining
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
Salespeople are not found; they are developed. Sure, it still takes a certain style of person to succeed in this business, but once you find them, everything else can (and should) be taught. And it's all been broken down into an easy to follow step-by-step system.
But before we teach our future sales stars t
But before we teach our future sales stars t
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
he secrets to prospecting and closing, we have to help them. HOW? We show them how to make the shift from just hitting their revenue goals to (with our inspiration) becoming Self-Sustained Business Professionals.
Did you notice I used the phrase "business" professional, not just "sales" professional?
That's
Did you notice I used the phrase "business" professional, not just "sales" professional?
That's
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
because to be a superstar in sales, you have possess the proper insight and mindset about business.
That means having a keen insight into the details of your own business cycle, from pre-contact to revenue receipt, as well as an understanding of your prospect's world, and how it relates to their business obj
That means having a keen insight into the details of your own business cycle, from pre-contact to revenue receipt, as well as an understanding of your prospect's world, and how it relates to their business obj
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
ctives and what is important to them. Not you, but to them. You must understand how your prospects measure success.
Let me put that another way:
Sales Superstars must understand the business they are in. They must respect the business the prospect is in and they must recognize what the prospect values in th
Let me put that another way:
Sales Superstars must understand the business they are in. They must respect the business the prospect is in and they must recognize what the prospect values in th
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
at business.
To do that, Sales Professionals MUST become Business Professionals.
I've interviewed hundreds of sales people for every type of position. I found it funny that most candidates were quick to put down a "higher" level of achievement on their resume compared to their peers and the quota objectiv
To do that, Sales Professionals MUST become Business Professionals.
I've interviewed hundreds of sales people for every type of position. I found it funny that most candidates were quick to put down a "higher" level of achievement on their resume compared to their peers and the quota objectiv
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
from prior sales positions.
However, when I asked them what their system and process are to achieve such "superior" results, most (amazingly) could not explain their results from a "business" level.
So, how do you do it? Inspire self-sustain business professionals?
I can tell you that just affirming the o
However, when I asked them what their system and process are to achieve such "superior" results, most (amazingly) could not explain their results from a "business" level.
So, how do you do it? Inspire self-sustain business professionals?
I can tell you that just affirming the o
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
jective of executing to revenue is not enough to make it happen. Eavesdrop on any Monday morning sales meeting, and you will see that just about every Sales Manager has the same intention. They may not be "achieving" it, but is always their marching orders.
What those of us in Sales management really need to
What those of us in Sales management really need to
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
do is develop a customized Masters level curriculum in "Executing to Revenue" and "Becoming a Self-Sustained Business Professional."
To achieve that ideal, you need to indoctrinate every new sales employee to a system that develops a result-oriented plan, executes to proven tactics and manages the everyday c
To achieve that ideal, you need to indoctrinate every new sales employee to a system that develops a result-oriented plan, executes to proven tactics and manages the everyday c
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
onditions that tend to throw us off track.
Sound good. But can it really be done? And done quickly?
Well, the first step to becoming a self-sustained professional is running your business with critical metrics, processes and systems. Sounds a lot like the way an entrepreneurial business owner runs their ent
Sound good. But can it really be done? And done quickly?
Well, the first step to becoming a self-sustained professional is running your business with critical metrics, processes and systems. Sounds a lot like the way an entrepreneurial business owner runs their ent
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
rprise, right?
In the Business of Core Competencies, I help sales individuals and management identify their essential components, and the performance metrics necessary for successful results.
We classify those metrics and discover how they are inter-related with each other and dynamic to preferred results.
In the Business of Core Competencies, I help sales individuals and management identify their essential components, and the performance metrics necessary for successful results.
We classify those metrics and discover how they are inter-related with each other and dynamic to preferred results.
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
nd by training specifically to these core competencies one at a time, we can control our destinies and routinely achieve our desired results.
You see, there are basically two kinds of people when it comes to results.
Those who point their index finger outward say it's not their fault things didn't turn out
You see, there are basically two kinds of people when it comes to results.
Those who point their index finger outward say it's not their fault things didn't turn out
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
well. There were "conditional" reasons for their poor results. But, those who point their index finger inward evaluate what they could have done differently to avoid the negative outcome.
They know the difference between factors, which they can control and conditions, which are outside of their control. They
They know the difference between factors, which they can control and conditions, which are outside of their control. They
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
seek out and modify routines and behaviors that are within their control, to improve efficiencies in gaining the required results.
So, ask yourself: Are you inspiring self-sustained professionals or management-sustained individuals?
Interesting question, isn't it?
Self sustained business professionals iden
So, ask yourself: Are you inspiring self-sustained professionals or management-sustained individuals?
Interesting question, isn't it?
Self sustained business professionals iden
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
ify the essential elements and components that comprise your selling process. They realize how they affect your desired result dynamically, and make adjustments in routines and tactics to assure consistent results. No matter what month it is!
Now, here's a sure-fire method to identify self-sustained business
Now, here's a sure-fire method to identify self-sustained business
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
professionals in your sales organization.
Evaluate the sales results for the month of December. Who was at or above quota? Realistically, December has only 13-15 selling days versus the normal 20-23 selling days in the rest of the calendar year.
December brings with it holidays, personal vacations, and gen
Evaluate the sales results for the month of December. Who was at or above quota? Realistically, December has only 13-15 selling days versus the normal 20-23 selling days in the rest of the calendar year.
December brings with it holidays, personal vacations, and gen
.
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
ral mental re-grouping for the new year. For most B-to-B selling individuals, if you don't have your number by mid-month or so, you might as well forget it.
But, if you understand your essential core competencies and performance metrics that lead you to desired results, you will customize a plan to achieve t
But, if you understand your essential core competencies and performance metrics that lead you to desired results, you will customize a plan to achieve t
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
ose results. You will start to execute to the plan prior to the holiday month, and your December revenue goal can be routinely met. And the same goes for a personal vacation month.
Makes sense doesn't it? Great! So, what are you waiting for? Go inspire those Self-Sustained business professionals on your team
Makes sense doesn't it? Great! So, what are you waiting for? Go inspire those Self-Sustained business professionals on your team
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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