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Useful Advices - How to Retain Top Sales Talent
Of constant concern in senior management ranks is the turnover rate of their sales members. If your goal is to stabilize the sales team, improve their performance and retain your top performers, then you will want to read on.
Understanding why sales people leave is critical. It is not money! In fact studies validate that money is way down the list of why s
Understanding why sales people leave is critical. It is not money! In fact studies validate that money is way down the list of why s
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
ales people leave. Sales people leave when a whole set of other factors come into play and make the job of achieving their goals difficult to reach. Therefore to retain the staff of sales performers that make the difference, management must institute fundamentally sound sales management practice, as we will see.
The Starting Point
To begin with, sales man
The Starting Point
To begin with, sales man
; 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
agers must develop realistic goals and objectives with their team members. These should be mutually discussed and agreed upon collaboratively. Why? Necessity dictates both have bought in to what needs to be done, when it needs to be done and what resources will be required to deliver the results. After that, monitoring progress attainment can be accomplis
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ed using a management by exception system.
When sales management takes a hands off attitude toward developing common goals and objectives with sales reps you can bet it will not be long before performance issues arise. Furthermore, with a plan, sales management is proactive rather than reactive, or worst of all, inactive. Setting goals and objectives, obser
When sales management takes a hands off attitude toward developing common goals and objectives with sales reps you can bet it will not be long before performance issues arise. Furthermore, with a plan, sales management is proactive rather than reactive, or worst of all, inactive. Setting goals and objectives, obser
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ving their completion and monitoring success are functions of sound sales management. Winging it, if you will, leaves far too much to chance and luck.
At the end of the day, “What can be measured gets accomplished”.
Sales People are the Manager’s Customers
The best performers as a general rule know that to use the resources of the entire organization hel
At the end of the day, “What can be measured gets accomplished”.
Sales People are the Manager’s Customers
The best performers as a general rule know that to use the resources of the entire organization hel
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
s them present a more professional image and increases the probability of a sale. Sales managers who spend time with their representatives in the field always have better performing teams. Joint calls permit the sales manager to coach and do on the job training with the sales people. The manager is able to observe skill set improvement, determine loss in sk
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 capability and test the current sales person attitude. Sales managers who spend time with their people have a customer care attitude. In this case, they are taking care of their customers- the sales force.
Look at Sales Rep Aggravations
1.Sales managers who take over
Skilled sales managers are involved listeners in the sales calls. They do not take
Look at Sales Rep Aggravations
1.Sales managers who take over
Skilled sales managers are involved listeners in the sales calls. They do not take
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
them over. When the manager takes over the calls, the customer unfortunately may see him/her now in a sales role, and not as a manager. How can the sales manager and the sales rep know what they did or did not do well in the call? Solid sales people enjoy the opportunity to demonstrate their ability especially in front of the boss. Use this as a perfect opp
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
rtunity to compliment them for work well done, or assist them in improving their sales skills. Wait until the call is over and do the “post Mortem” afterwards in the car, or over lunch in a constructive and non-threatening manner.
2.Sales managers who don’t listen or want info
Sales managers who pay attention and listen to what their representatives are s
2.Sales managers who don’t listen or want info
Sales managers who pay attention and listen to what their representatives are s
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
aying to them without fear of retribution establish and maintain solid trust. If management acts in an arrogant fashion and ignores the issues that sales identifies, it will not be long before defections occur. There is no better way to gain the respect of a sales team than by sincerely listening to their sales related issues. Pay attention to what they are
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
saying, then do your part to make the adjustments and improvements as necessary.
3.Managers who lose their cool
Consistency is the hallmark of emotionally mature and self-confident sales managers. For example, does the sales manager maintain composure in times of stress, or does the sales force receive temper tantrums and unprofessional behavior when sale
3.Managers who lose their cool
Consistency is the hallmark of emotionally mature and self-confident sales managers. For example, does the sales manager maintain composure in times of stress, or does the sales force receive temper tantrums and unprofessional behavior when sale
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
s miscues occur.
4.Managers who play favorites
Is there evenness in supervising the sales staff, or are there glaring examples of out and out favoritism. Talk about discouragement! Try and imagine the mentality of an over achiever who observes blatant examples of someone else being played favorite. Sales people have pretty developed radar and antennas wh
4.Managers who play favorites
Is there evenness in supervising the sales staff, or are there glaring examples of out and out favoritism. Talk about discouragement! Try and imagine the mentality of an over achiever who observes blatant examples of someone else being played favorite. Sales people have pretty developed radar and antennas wh
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
en it comes to such management behavior. Aspire towards fairness and evenhandedness. Make sure you let your sales representatives know they are being measured for sales results, and leave politics to government! You will be amazed at how well the sales team responds and how the general morale of the group improves.
How’s your Sales Culture?
In far too man
How’s your Sales Culture?
In far too man
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
companies the conventional wisdom is if we build it or have it, they will buy it. If that were the case, you would not need sales people!
The very finest companies tend to attract, engage and retain the best and the brightest. Recent studies confirm the best product; service or system will be marginally successful unless it is properly presented into the
The very finest companies tend to attract, engage and retain the best and the brightest. Recent studies confirm the best product; service or system will be marginally successful unless it is properly presented into the
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
marketplace. This takes sales people. Look at the consequences of having an ineffective sales culture and determine those elements needed to build a positive one.
Tend to Your Knitting
Why is it that the companies that have the most efficient internal operations expect and get more sales results from the external operations, namely the sales department?
Tend to Your Knitting
Why is it that the companies that have the most efficient internal operations expect and get more sales results from the external operations, namely the sales department?
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
nspect your policies, internal processes, procedures and practices and programs. Do these actually impede the sales force or get in the way of sales person effectiveness? Do they actually encourage sales people to take a sales orientation? Does the sales compensation plan reward the type of behavior and sales achievements you desire? When a company’s inter
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
nal systems are efficient and effective, you will see a greater amount of sales time being spent selling, rather than saving prior orders and customers. What you desire is the sales team selling, rather than telling.
It may not be that the sales team needs to be motivated as much as the company needs to understand why they are being demotivated.
Sales peop
It may not be that the sales team needs to be motivated as much as the company needs to understand why they are being demotivated.
Sales peop
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
le will get re-energized when they see barriers and limitations to their effectiveness being addressed and eventually lifted. If the entire company is working towards the same objectives, sales people feel they have some control over their personal destiny. Eliminate the factors causing loss of sales force confidence in the company.
In conclusion, expect
In conclusion, expect
.
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
results and performance and expect your sales team to respond. Take a proactive position with sales management. Ensure you and they have the same goals in mind for the sales organization. Insist they supervise the activities of the sales staff toward attainment of previously determined objectives. Completion of successful objectives leads to goal attainme
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
nt, for both the sales team and the sales management. Amazing results transpire. Top performers will know that they are valued members of your company and their contributions are vital to the organization. Then, sales representatives will stay in place when they see their personal and professional goals have a way to be accomplished within 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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