Useful Advices - Business

If you were required to certify your sales process to be listed as a sales manager, could you? If you are like me,

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

you have followed or taught so called “proven” sales processes. Each of them can be proven to work or proven to fai

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

Examples of combination products may in

l. The failure point usually arrives when the steps of the process are not followed. Although, I’m not sure who wou

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

ld be the certification agency for a certified sales process or what the agency would be looking for, I’m sure 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

riteria would be something like the next statement.

“A Certified Sales Process is a sequence of linked measurable

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

Combination pro

sales activities that when followed results in an 80% success ratio of a sale.”

So, here is the question, could yo

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

ur current sales process be confirmed as a Certified Sales Process because it meets the criteria listed above? If s

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

o, how do you measure the metrics for your success ratio?

When you ask salespeople what their sales process is, do

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

you get a wide range of answers. Most salespeople do not have one they can recite or tell us how many sales steps t

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

here are in their sales process. Instead, we are usually met with a recital of activities but not a specific plan o

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

r sequence of these sales activities toward an objective. This is a problem because every salesperson should identi

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

Following aspects would a

fy with a concrete sales process, one that can be repeated over and over again with similar successful results.

Sa

dd to the challenges in developing combination products:

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

espeople need a concrete sales process they can measure follow and stick to. If they don’t have one, and management

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

doesn’t have one, how can anyone measure or manage for results? The answer is - nobody can.

The solution to this

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

dilemma is to put the sales process on paper and map out the sequence of sales activities and create a systematic s

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

ales process that successful sales follow. It is best to use flow chart symbols to identify where sales actions mus

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

Professional from academic institutions, pharmaceutical industries, health care indust

be taken and when activities can be automated. The timing of these activities is also important. Once this is on p

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

aper, a visual imprint of the process can be created and distributed for a sales team to follow. If your sales plan

.

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

has a lot of steps, it is recommended to break down the event sequences into modules and create the actions or act

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

Companies that provide selfless information through particip

ivities for each module. The results of this exercise will be a sales process YOU can certify for your organization

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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