Useful Advices - Business

I came across an article today that explains how companies can successfully implement a company-mandated sales plan and be sure that all of the salespeople are following it.

I

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

found the advice given in that article to be deeply disturbing to me, especially since it is new and not from a twenty-year-old book from the old school of selling.

The essen

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

Examples of combination products may in

e of the article is this: Companies that intend to implement a new sales plan must make it mandatory, must hold the salespeople accountable for following it, must let the sa

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

lespeople know that managers will inspect to make sure the new plan is being followed, and that role plays should be done in training sessions to teach salespeople how to use

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 new sales plan.

I felt shivers down my spine when I read the part about how managers will hold salespeople accountable, and will inspect to be sure that the plan is being

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

Combination pro

ollowed. I immediately got the picture of the stereotypical raving lunatic, "little dictator" sales manager who terrorizes his or her salespeople through micro-management an

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

d blunt orders.

Is this the kind of organization good salespeople would want to work for? I'm amazed that this kind advice is still being given in this day and age.

I also

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

have a major problem with mandated role playing in training sessions. I hate role plays. I always have and always will. I think they're stupid and a complete waste of time

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

They're absolutely BANNED from my training programs. The biggest problem with role plays is that they're NEVER realistic. In fact, if you train a salesperson through role

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

plays, he will be completely blind sided and blown out when meeting with real prospects who have real problems and real objections. All of the example sales dialogues I use

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

in my programs have come from REAL sales appointments, those carried out by either myself or other salespeople I know and trust.

When I was in sales, I was almost always a t

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

Following aspects would a

p performer. The only times I was not a top performer was while working at companies that had a mandated sales process that I was required to follow. It always baffled me a

dd to the challenges in developing combination products:

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

s to why companies that forced us to follow their plan would hire experienced sales reps. Why not hire inexperienced people right out of college? They won't have any pre-co

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

ceived notions of how to sell, won't have any prior experience or training, and therefore will blindly follow the company's system, no questions asked.

Here are a couple of

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

ealities that managers and sales directors must face up to:

1. If you want an experienced sales force with a proven track record, you must understand that they already know h

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

ow to sell. How else could they possibly have a great track record? Attempting to force them to learn a new system and follow it negates their talent and experience and wil

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

Professional from academic institutions, pharmaceutical industries, health care indust

immediately destroy their top producer status. Proven salespeople excel and perform at their very best when treated like independent contractors.

2. If you really want to

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

implement and mandate a company sales plan, the only way to do that successfully and with little turnover is to hire people with no experience right out of school. And even

.

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

then, you'd still be much better off with sticking to option 1.

If you want a successful organization, hire the best and place your trust in them that they know how to sell.

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

Companies that provide selfless information through particip

They've done it before and can do it again for you. Don't derail their performance and undermine everyone's success by forcing something on them that is totally unnecessary

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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The author cautions business people about paid experts who use scare tactics to prolong the work.

Catalogs are commonly used in the libraries. These catalogs are called the library catalogs. Library catalogs are full of information regarding the resources that can be found inside the library.

If you are in business then you will be considered with efficient operations and that is where Six Sigma comes into play. Yes of course you have heard of this if you are in management, manufacturing processes or up on the latest business management industry buzz words of this decade. But did you know that Six Sigma is once again re-branding itself? It is true. Now meet the Lean Six Sigma.

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Useful Advices - A Standardized Company Sales Plan - Good Idea or Bad?

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