Useful Advices - Business

Question: What do the following have in common?

- I spend a lot of time spinning my wheels and not getting very much done.

- I am continually frustrated with the performance of my sale

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

s team.

- Why can’t my sales team be more independent thinkers? They come to me with EVERYTHING!

Answer: These statements reflect people who are continually frustrated with the same pr

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

Examples of combination products may in

oblem. They are stuck and their problems can probably be traced back to making Big Assumptions.

Making assumptions about yourself or others, without checking them out, can diminish your e

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

ffectiveness.

Now, there are assumptions . . . and then there are Big Assumptions. A Big Assumption is an assumption about ourselves that masquerades as the truth. We don’t even know we

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

old them, yet they inform how we make decisions, and then how we act based on those decisions.

Note: our Big Assumptions always have dire consequences attached if we don’t live up to them

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

Combination pro

. They’re nasty.

A Big Assumption in the ‘spinning my wheels’ example could be that this sales manager can’t say no to requests. She assumes that if she does, she won’t be seen as a str

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

ong leader, people won’t like her and she’ll be shunned.

Here are some common Big Assumption that I see many sales people and sales managers hold:

· They assume that the have to do every

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

thing themselves, do it well, and do it today. If they don’t, they assume they will be seen as weak, ineffective, or a loser.

· Many sales managers constantly solve other people’s problem

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

. The Big Assumption could be that if the salesperson solved the problem themselves in a less than perfect way (i.e. the sales manager’s way), the sales manager would be seen as a failure

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

. Or, that the sales manager’s service would no longer be needed. Who needs a manager when people can solve their own problems?

The list is endless. I have noticed that my own Big Assu

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

mptions are bigger when I am in a bad mood and begin to disappear when I am feeling good. My definition of a bad mood is feeling lonely or overwhelmed.

I can (usually) interrupt the downw

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

Following aspects would a

ard spiral of a Big Assumption by looking at my moods. When I feel overwhelmed and/or lonely, I look for my Big Assumption and I question it.

My moods remind me to challenge my Big Assump

dd to the challenges in developing combination products:

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

ions by doing something different. First, I have to notice and admit I am caught in the Big Assumption spiral (the hardest part.) I keep a list on my desk of the Big Assumption to challe

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

nge, and note what is going on to make me feel this way. Then, I intentionally take a walk, notice things that make me smile, give myself permission to be imperfect, and make a date to se

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

e a colleague who I know will give me feedback, advice or energy.

What are your Big Assumptions, and how are they keeping you stuck?

BUSTING ASSUMPTIONS CHALLENGE

1. Observe how your Bi

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

g Assumptions show up in your thoughts and behaviours. This month, look at your moods and see if they reflect a Big Assumption playing itself out. Don’t try to change anything; just notic

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

Professional from academic institutions, pharmaceutical industries, health care indust

(and maybe write down) where and how Big Assumptions show up and what happens as a result.

2. Once you firmly understand your Big Assumptions, actively look for proof that casts doubt on

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

them. In the case of solving other’s problems, hold off giving advice, let people run with their ideas, and see what happens. Did you get fired? Do people really see you as a failure?

.

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

Or, did something else happen?

Have fun with it! You’ll be taking steps toward becoming a more effective sales manager, inspiring success in your sales team, and connecting more deeply a

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

Companies that provide selfless information through particip

nd authentically with others.

---

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

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.usefuladvices.org.ua/article/38848/usefuladvices-Change-in-Sales-Organizations-Starts-with-Me.html">Change in Sales Organizations Starts with Me</a>

BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/38848/usefuladvices-Change-in-Sales-Organizations-Starts-with-Me.html]Change in Sales Organizations Starts with Me[/url]

In the arena of marketing, the weapon of choice is always advertising. Only through advertising can the target market know about your product, what it can offer and what edge it has above other brands, products or services in the same category.

Need to know how to create a great slide show for your next occasion? We tell you the top 5 things that will help you create an amazing slide show.

Is honesty the best policy when it comes to sales? I believe that honesty is in fact the best policy, but unfortunately it seems that most business people don't necessarily agree.

Tags

Links

Useful Advices - Change in Sales Organizations Starts with Me

Related Articles: