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Useful Advices - Sales Force Follies: The Tribal Wisdom of Many Sales Forces
The tribal wisdom of the Dakota Indians, passed on from one generation to the next, says that when you discover you are
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
riding a dead horse, the best strategy is to dismount.
In many sales organizations, the heavy investment in existing sa
In many sales organizations, the heavy investment in existing sa
; 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
es practices makes dismounting unfeasible, and these creative strategies are adopted instead:
1. Providing motivational
1. Providing motivational
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
seminars, tapes, and group sessions, to encourage riders to stay on their dead horses longer.
2. Threatening riders wit
2. Threatening riders wit
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
termination when they can't get their dead horses moving.
3. Providing riders with stronger whips.
4. Determining how
3. Providing riders with stronger whips.
4. Determining how
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
more successful organizations ride their dead horses. Then, adapting those methods as the company's new "Best Practices.
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
5. Determining that riders who don't stay on dead horses are lazy, lack drive, and have no ambition - then replacing t
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
em.
6. Appointing an intervention team to reanimate dead horses and assure that all riders are in compliance with appro
6. Appointing an intervention team to reanimate dead horses and assure that all riders are in compliance with appro
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ed riding standards.
7. Awarding professional certification plaques to riders who learn the best techniques to stay on
7. Awarding professional certification plaques to riders who learn the best techniques to stay on
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
heir dead horses for long periods of time.
8. Reclassifying dead horses as "living-impaired."
9. Directing management
8. Reclassifying dead horses as "living-impaired."
9. Directing management
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
o find new and better ways to inspire riders to charge their dead horses into battle.
10. Teaming several dead horses t
10. Teaming several dead horses t
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
gether for increased speed.
11. Donating old dead horses to a recognized charity, thereby deducting their full original
11. Donating old dead horses to a recognized charity, thereby deducting their full original
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
cost. Then using the savings to buy new dead horses.
12. Proving that the reason for diminished sales results is a comb
12. Proving that the reason for diminished sales results is a comb
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
nation of macoroeconomic circumstances and increased competition from other dead horse teams.
13. Developing contests a
13. Developing contests a
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
d incentive plans to reward the best dead horse riders.
14. Enacting a strict dress code so that their riders look "pro
14. Enacting a strict dress code so that their riders look "pro
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
essional."
15. Prohibiting riders from purchasing and riding their own live horses since that is not in accordance with
15. Prohibiting riders from purchasing and riding their own live horses since that is not in accordance with
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
the company's time-tested methods.
16. Promoting the most persevering of dead horse riders to manage and train new ride
16. Promoting the most persevering of dead horse riders to manage and train new ride
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
s.
Did you chuckle as you read this? Salespeople stuck riding dead horses need a good laugh. Sales managers who read th
Did you chuckle as you read this? Salespeople stuck riding dead horses need a good laugh. Sales managers who read th
.
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
s and laugh in embarrassed recognition need to abandon their dead horses-now.
If you're ready to abandon the 'tried and
If you're ready to abandon the 'tried and
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
false,' if you're ready to commit to a sales process that really works, you're ready for High Probability Sales Training
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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