Useful Advices - Business

We’ve all had the superstar sales rep, who hits their quota every month and doesn’t need any hand holding, and we’ve all experienc

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

ed the less experienced type that isn’t sure how to fill out a call report, much less make a cold call. Both can bring good resul

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

Examples of combination products may in

ts to the table if they are used effectively. Managing these staff members well is critical to the success of any sales team. By

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

asking the right questions it will allow you to address the problems they are encountering on an everyday basis.

First, ask your

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

self, “who has the problem?” Most staff fall into one of two categories. They are either over or under achievers. Most good sal

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

Combination pro

es teams, the majority of reps are making their quota and have a good understanding of basic sales skills. However, staff that ar

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 in the underachiever group need a large amount of your time to see any type of improvement. Some will get better and others wil

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

l not.

Second, “is this problem real?” You, as a Sales Manager, need to ask yourself if you are looking at the situation objecti

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

vely and if it is serving as a distraction to your team. Sometimes the things that may bother you are personal and are not impact

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

ing the sales team. In other words, is it a behavior or a personal issue?

Third, “Where is the most work needed?” When dealing

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

with underachievers, there may be a variety of behaviors that need to change, don’t try to change all of them at once. Focus on o

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

Following aspects would a

ne new behavior/skill at a time, you may be surprised that once they achieve that skill some of the others may come along more eas

dd to the challenges in developing combination products:

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

ily.

Fourth, “What would you like them to be doing?” Have the rep focus on how to incorporate the new behavior instead of how to

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

get rid of the old behavior. By simply replacing the bad behavior with a positive one the change will take place more easily.

Fi

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

fth, “How can you get your staff to not resist the change?” The best approach is to get them to see the results of their negative

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

behavior. If they can understand how it is impacting their success, they can help create the solutions. By getting them to buy i

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

Professional from academic institutions, pharmaceutical industries, health care indust

n, you are also teaching them the value of addressing problems down the road.

Finally, “How can you keep the change evolving?” K

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

eep encouraging the new behavior and remember that it will take time. Reinforcement is critical to the change, so ensure that you

.

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

don’t let your guard down. As a manager, it is your responsibility to help the change process to take place and without completi

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

Companies that provide selfless information through particip

ng the process the new behaviors will not continue. Don’t forget that it will take place little by little, so be patient with it.

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.usefuladvices.org.ua/article/38746/usefuladvices-Creating-Daily-Success-With-Your-Sales-Staff.html">Creating Daily Success With Your Sales Staff</a>

BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/38746/usefuladvices-Creating-Daily-Success-With-Your-Sales-Staff.html]Creating Daily Success With Your Sales Staff[/url]

Finding work can be difficult - hours spent walking around job centres, scouring job listings in newspapers and calling prospective employers. However, with today’s technology you have the most advanced form of job hunting at your fingertips

Direct marketing works well for many types of small businesses, but how does it work compared to radio advertising? Well let us look that the very different advertising venues and consider each of them on their own merits first.

Is your job search delivering the results you'd hoped for? If not, it may be time to refresh your resume. Here are seven ideas to help you give it a boost.

Tags

Links

Useful Advices - Creating Daily Success With Your Sales Staff

Related Articles: