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Useful Advices - Don't Waffle On Terminating Non-Performing Salespeople
We have a client that just terminated the sales person after 10 months for non performance. Why did it take so long, you ask, to terminate th
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
is person? Well, the client was very interested in making sure that it did everything possible to work with this sales rep in order to enhanc
; 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
their performance. But in retrospect, it should have been about 4 months ago or so that the client fired this person. The reason why it hun
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
on was because the company was waiting and hoping that a different result was going to come by just providing some more time to the sales rep
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
resentative. What's the key lesson here?
It is when you can see that a sales person's not performing and that you can see that they're not m
It is when you can see that a sales person's not performing and that you can see that they're not m
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
king steady progress in improving their sales activity and pipeline and actually closing business. The best rule of thumb is to act quickly,
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
o let that kind of person go so that you can make room for replacing them with somebody who can be more productive. Many sales managers get a
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
ttached to the individuals who are on their sales team. The process of building positive motivation and a “team spirit” can cloud the image o
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
whether or not a sales person is actually performing. Sales management needs to make sure that it doesn't wait and hope too long for a sales
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
person to get success before taking the necessary action to terminate and replace individuals who are non performers.
But it's very easy for
But it's very easy for
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ales management to be clouded in their perspective on this subject, again, wishing, hoping and wanting the sales person to perform. Frequentl
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
y, delay happens through the “non-performer” efforts to sell the sales manager on the fact that things are actually improving. On the case of
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
our client, the sales representative actually spent a good portion of his time preparing and briefing management on trying to provide evidence
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
that sales were actually picking up and that a full pipeline was right around the corner. So, this in one of the key things that you need to
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
look for as a sales manager… whether or not the person who you're working with actually is demonstrating actual results and improvement in the
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
r sales pipeline versus just selling you on the fact that things are getting better.
Do you have any sales people in your team who are not hi
Do you have any sales people in your team who are not hi
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
ting their numbers and haven't been for several months? Do you have any new hires who are way behind in terms of hitting their forecast and a
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
chieving their sales results you originally hired them to produce? Now is a great time for you to take a look at those individuals and determ
.
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
ne what you're going to do to either get them on a short term corrective action plan or move them out of the company. Make sure that 2006 is
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
year in which wishing and hoping is replaced by solid commitment to excellence and achieving the sales results that you need for your company
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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