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Useful Advices - 3 Secrets That Set The Context For Sales Success
In today’s competitive environment, every organization is trying to improve sales results. In every company, the most important – and vulnerable – link in the success chain is the performance of their people. As a sales management trainer and coach, I see that managers across e
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
very industry fail to take a hard look at the capacity of their people to provide the service -- whether it’s to internal or external customers – that puts them in a league apart from the competition.
As a sales manager, you can set the context for your team to pull ahead, or ‘
As a sales manager, you can set the context for your team to pull ahead, or ‘
; 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
reakaway’ from the competition. Context sets the tone and often determines the meaning of events and actions. In business, context affects our vision, motivation, ambition, and follow through.
Some aspects of context are outside of our control. Things happen. Markets rise an
Some aspects of context are outside of our control. Things happen. Markets rise an
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
fall. Yet some people thrive even in hard times. While these people are the masters of context, I would also argue that the ‘climate’ in which they work could contribute enormously to the difference between success and failure.
Here are three ways you can take charge of the co
Here are three ways you can take charge of the co
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
text in which you create an environment where ‘breakaway’ results can happen:
ADOPT A 'NO BULLIES HERE' POLICY
Some people use much stronger language to describe the people I’ll politely call bullies. You may call them: tyrants, egomaniacs, jerks or unprintable. These are the
ADOPT A 'NO BULLIES HERE' POLICY
Some people use much stronger language to describe the people I’ll politely call bullies. You may call them: tyrants, egomaniacs, jerks or unprintable. These are the
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
eople whose behaviour leaves you feeling badly about yourself, and feel free to use whatever profanity you want to describe them, because they are real trouble.
Many ‘stars’ shout, belittle, and make unreasonable demands of support staff and colleagues, while ingratiating thems
Many ‘stars’ shout, belittle, and make unreasonable demands of support staff and colleagues, while ingratiating thems
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
elves with the higher-ups. How people treat both the powerless and powerful is a good measure of human character and the “bully” quotient.
One bully can destroy your team’s morale. You and your colleagues will spend inordinate amounts of time and energy dealing with this perso
One bully can destroy your team’s morale. You and your colleagues will spend inordinate amounts of time and energy dealing with this perso
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
, instead of focusing outward on breakaway performance.
HOT TIPS:
- Protect your people. If you are in a position to do so, aim to nourish a culture of decency in your organization. While you may not have a ‘no bullies here ’ policy in writing, you can have it in spirit. If
HOT TIPS:
- Protect your people. If you are in a position to do so, aim to nourish a culture of decency in your organization. While you may not have a ‘no bullies here ’ policy in writing, you can have it in spirit. If
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
he superstar you’re about to hire has a reputation for being difficult, don’t hire!
- Set this ground rule for sales meetings: focus on the situation, issue, or behaviour, and not on the person. This rule translates into not placing blame on people. It safeguards the self-con
- Set this ground rule for sales meetings: focus on the situation, issue, or behaviour, and not on the person. This rule translates into not placing blame on people. It safeguards the self-con
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
idence and self-esteem of all meeting participants, and provides a process for regulating out-of-bounds behaviour.
PRACTICE ONGOING REGARD
We all do better at work if we regularly hear that what we do matters, that it is valuable, and that our presence makes a difference to ot
PRACTICE ONGOING REGARD
We all do better at work if we regularly hear that what we do matters, that it is valuable, and that our presence makes a difference to ot
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ers.
Nearly every organization or team I’ve been privileged to spend time with under-communicates the genuinely positive and admirable achievements of its members. I can understand wanting to avoid conflict, but avoiding praise is puzzling.
HOT TIP:
Make space at the beginni
Nearly every organization or team I’ve been privileged to spend time with under-communicates the genuinely positive and admirable achievements of its members. I can understand wanting to avoid conflict, but avoiding praise is puzzling.
HOT TIP:
Make space at the beginni
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
ng of a sales meeting for any expressions of appreciation or admiration that anyone may wish to deliver. I recommend that the leader not deliver any of these kudos during the first few meetings so team members get used to practicing ‘ongoing regard.’ If no one has anything to s
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
y, so be it (although I’ve never seen this happen).
You may find that sharpening your capacity to express genuine appreciation or admiration is vitalizing. It will remind you of why you want to be on your team, and why performing at your peak is important.
CREATE ACCOUNTABILI
You may find that sharpening your capacity to express genuine appreciation or admiration is vitalizing. It will remind you of why you want to be on your team, and why performing at your peak is important.
CREATE ACCOUNTABILI
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
Y
How many times have you said that you were going to do something and then not done it because nobody else would know the difference? Try spreading the word. Just the simple act of telling your plan to another person raises the stakes. Most of us place a high value on doing wh
How many times have you said that you were going to do something and then not done it because nobody else would know the difference? Try spreading the word. Just the simple act of telling your plan to another person raises the stakes. Most of us place a high value on doing wh
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
t we say we’ll do. There is something profound about taking our commitments seriously when we profess them to another person or when we join in a pact to reach a common goal.
HOT TIP:
If you are a sales manager, allow your people to tell you how they plan to reach their goals
HOT TIP:
If you are a sales manager, allow your people to tell you how they plan to reach their goals
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
rather than you telling them how to proceed. Create time, regularly, for them to report what they have been doing and learning. Useful questions to help the discussion are:
- What worked?
- What didn’t work?
- What happened?
- What would you do differently next
- What didn’t work?
- What happened?
- What would you do differently next
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
time?
- What assumptions are you making?
- When will you do the tasks you propose?
- How will I know you have started the tasks?
If you are a team member, seek out someone you trust and check in regularly. Declare what you intend to do and watch what happen
- What assumptions are you making?
- When will you do the tasks you propose?
- How will I know you have started the tasks?
If you are a team member, seek out someone you trust and check in regularly. Declare what you intend to do and watch what happen
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
!
'CREATE THE CONTEXT' CHALLENGE
Establish the practice of ‘ongoing regard’ at the start of each sales meeting. The purpose is to recognize people whose performance and integrity helps the team achieve goals and objectives. Acknowledge that their specific behaviour, and the pe
'CREATE THE CONTEXT' CHALLENGE
Establish the practice of ‘ongoing regard’ at the start of each sales meeting. The purpose is to recognize people whose performance and integrity helps the team achieve goals and objectives. Acknowledge that their specific behaviour, and the pe
.
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
sonal qualities that led to that behaviour, had a positive impact on you, on a customer, or on the team.
For example: “Lee, by delegating paperwork to the summer students and making more face-to-face sales calls you are helping us have a great second quarter. You are resourcef
For example: “Lee, by delegating paperwork to the summer students and making more face-to-face sales calls you are helping us have a great second quarter. You are resourcef
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
l and creative.”
It may take a number of sales meetings for the practice to feel comfortable and meaningful. Stick with it.
This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section “About the Author”
It may take a number of sales meetings for the practice to feel comfortable and meaningful. Stick with it.
This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section “About the Author”
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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