Useful Advices - Business

You've heard something like this before: "He's not a leader, he's a salesman." Or: "She was trying to motivate me but gave me a sales pitch instead!"

Being a sales person can provide a poor foundation for leadership. Because leading and selling, though they share c

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

ertain qualities, are different activities. Most people go along in their jobs and careers without thinking through those differences and thus mix up the two in self-defeating ways.

I've seen good sales people fail when moved into leadership positions; and conversely

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

Examples of combination products may in

, good leaders fail when they become sales people or use certain sales techniques to lead.

In both cases, they misunderstood the differences or missed them altogether and so couldn't align their words and actions to take advantage of those differences. You can manife

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

tly improve your leadership and sales skills by understanding what such differences are.

Clearly, on the surface, both sales and leadership focus on ways to influence people to take action. Both sales people and leaders must be knowledgeable, skillful, enthusiastic, a

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

nd convincing.

However, when we drill down into the functions of the relationships involved in selling and leading -- getting customers to purchase products or services as opposed to getting people to achieve organizational results -- the differences emerge.

Here are

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

Combination pro

three defining differences between sales and leadership that can help you both as a sales person and a leader. Note the differences are variations on a single, decisive theme.

(1) Sales people must satisfy customers. Leaders often have to dissatisfy the people. Peo

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

ple in most organizations are in thrall to a powerful force, the status quo. The status quo is simply the existing state of an organization. You might ask, "What's wrong with the existing state of an organization?" My response is, "A great deal." In fact, the stat

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

s quo of any organization is almost always wrong.

The trouble with the status quo isn't that it gets poor results. After all, if you know you're getting poor results, you can do something about it. You can start taking steps to turn them into good results. The trou

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

ble with the status quo is that it gets mediocre results but represents them as good results. And poor results are less harmful to an organization than mediocre results misrepresented as good results.

Leadership is not about maintaining the status quo (as management

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

oes), it's about transforming the status quo to achieve big increases in results. Such transformation cannot be accomplished unless and until people are infused with a powerful dissatisfaction with the way things are. Sales people want customers to like them; but lead

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

ers may have to get some people angry with them and what they are challenging them to do. (If they don't have some of the people angry with them, those leaders might not be challenging all the people enough. Though watch out when you have ALL of the people angry with

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

Following aspects would a

you.)

(2) Sales people get people to do what they want to do. Leaders aim to get people to do what they may not want to do and be ardently committed to doing it. Having people get out of the status quo to achieve great results means challenging them to be uncomfort

dd to the challenges in developing combination products:

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

ble, do things in new ways, learn new skills, and take on perplexing tasks. Good leaders live by the rule that it is better to do the new, right things in the temporarily wrong ways than to do the old wrong things in the right ways.

(3) Sales people must counteract b

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

ad feelings on the part of customers. Leaders may have to live with and even accept bad feelings on the part of the people while getting them to move toward their organization's greater goal. When you lead people to go to the metaphorical mountain, for instance, many

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

of them will want to go to the nearby hill or to stay where they are. Standing pat is more comfortable and less risky than going to the mountain. But the organization badly needs them to move to the mountain. That's where leadership comes in. In sales, you hop on p

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

eople's disapproval right away and try to mitigate or eliminate it. However, in leadership getting people to change from standing pat to being the cause leaders of going-forth can involve having to temporarily put up with their initial misgivings or even their outrigh

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

Professional from academic institutions, pharmaceutical industries, health care indust

defiance. A CEO told me, "The hardest thing I've had to learn as a leader is grace under pressure. How to keep focused on our company's objectives while weathering the criticisms from the inevitable naysayers."

Keep in mind that despite their differences, sales and

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

leadership share useful similarities. Many sales techniques, especially with the art of persuasion, can be effectively used in leadership. Conversely, many leadership methodologies can be used in sales. My article on "Stepping Up Sales Results Using A Leadership Pr

.

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

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

Companies that provide selfless information through particip

ished in newsletters and on web sites provided attribution is provided to the author, and it appears with the included copyright, resource box and live web site link. Email notice of intent to publish is appreciated but not required: mail to: brent@actionleadership.co

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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There are probably thousands of articles on the Internet that tackles the same topic as your website or blog. In order to get the attention of Internet users, which are not only fickle minded but also have short attention span, you need the help of a prolific web copywriter. You need someone who knows how to attract the attention of possible customers and probably help in getting things get sold.

Textile industry is the oldest one around the world and the first one to undergo lots of reformation. It has been in the form of new machines inventions or various types of yarns discoveries. I would say this particular industry is the most reformed and fetched one at any point of time. People have always gone for fashionable clothing and eye-catching upholsteries.

If you don't appreciate and value your customers time, they will go elsewhere, and then where will you be?

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Useful Advices - Sales And Leadership: The Differences That Matter

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