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Useful Advices - Stop Shaking A Stick At Sales Training
I ran across a very insightful article in CLO Magazine today written by Tina Teodorescu (I had to cut and paste that one!). Th
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
e article, “How Effective is Your Sales Training Program?” talks about the unique challenges of developing an
; 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
effective training program for people that fund your payroll.
Tina brings light to the fact that we’ve come to rely on Sales
Tina brings light to the fact that we’ve come to rely on Sales
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
Managers, who were in many cases top performers themselves, to develop their team’s talent. The problem is these people were
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
promoted because of their excellent sales skills, not their employee development skills. In other cases we rely on HR or T&D t
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
o develop these programs when they don’t have a sufficient understanding of the dynamics of sales to do so.
The article menti
The article menti
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
ons using your top performers actual day to day tasks and activity (if I am reading correctly) as the basis for your training
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
rogram instead of skills and competencies. This is where our opinions start to differ.
I have always been a believer in bench
I have always been a believer in bench
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
marking your top performing sales people and developing toward that baseline. I also agree that competencies and skills are ve
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
ry difficult to measure in such a subjective process as sales. However I don’t feel that duplicating an activity pattern alone
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
is going to get you where you need to be.
If you have a salesperson who is a terrible communicator, do you really want them
If you have a salesperson who is a terrible communicator, do you really want them
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
speaking to an extra 20 prospects a day? If a salesperson can’t close deals, do you really want them working more of them?
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
lockquote>It reminds me of the old seminar joke - “don’t send idiots to motivational seminars because you only end up
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
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
I really feel that there needs to be a balance between process and execution. I personally wouldn’t want certain salespeople
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
doing certain tasks - like writing a blog for example - It may be your top performers key to success, but the dynamic of that
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
persons abilities cannot be mirrored in process alone. Communication, comprehension, confidence and expertise are all skills t
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
hat must coexist with activity.
Let your sales managers help benchmark top performers on both activity and skill, and leverag
Let your sales managers help benchmark top performers on both activity and skill, and leverag
.
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
e T&D to figure out how to translate that into a program that can be coached to and measured.
I just don’t know if I would wo
I just don’t know if I would wo
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
rry so much about mirroring activity. Sales Managers have every metric and dashboard you could think of for that stuff already
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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