Useful Advices - Business

How do you get your sales team solidly behind your telephone sales campaign and telephone sales

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

goals?

Here are 5 Training Tips for Sales Managers:

1. Identify your goals

• Identify the g

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

Examples of combination products may in

oal of your telephone sales campaign.

• Identify the goal of every telephone call your team wi

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

l make. (These may differ from your overall campaign goals.)

• Know the difference between you

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

r campaign goals and your individual telephone call goals. (For example, if your team is making

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

Combination pro

calls to set new business appointments, the goal of the call is the appointment. The goal of t

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

e overall campaign is to gain new customers.)

2. Communicate your goals

• Make sure that your

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

sales team understands your campaign goals.

• Make sure that your sales team understands the

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

goal of every individual call.

• Make sure that your sales team knows and understands the diff

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

rence between the campaign goals and the goals for individual telephone calls.

3. Plan your ca

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

mpaign and your calls

• Plan out every potential sales scenario.

• Develop an appropriate scr

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

Following aspects would a

ipt for each scenario.

• Make sure that your script includes answers to the objections your sa

dd to the challenges in developing combination products:

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

es team is bound to hear.

• Make sure that your scripts are well written and in “spoken” Engli

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

sh.

• Test and refine your scripts.

4. Report

• Have a method in place ahead of time to trac

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

k all calls.

• Track all calls.

• Make sure that your sales team reports all unusual or unexp

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

cted sales scenarios.

• Analyze those unexpected scenarios and adjust your plan and scripts ac

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

Professional from academic institutions, pharmaceutical industries, health care indust

cordingly.

5. Trust your sales team

• Once you have planned your campaign, communicated all o

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

f your goals and trained your sales team, give your team a voice and decision-making power in h

.

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

ndling prospects and customers.

• Trust that your sales team will handle calls appropriately a

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

Companies that provide selfless information through particip

nd professionally.

• Your trust will result in better morale, better effort and better results

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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This article provides two examples of pathetic customer service and offers insights on how to sound more professional when using the telephone in sales or customer service situations.

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