Useful Advices - Business

Many salespeople are uncomfortable with the results of their sales efforts. So, they spend time and money

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

on sales training in an attempt to improve themselves. Do they succeed in improving their selling skills

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

Examples of combination products may in

? Rarely.

Why doesn't sales training usually lead to improvement?

Ironically, salespeople often choose

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

workshops focused on what they already know how to do. Training may emphasize practice in old standards s

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

ch as handling objections, or teach a dozen "killer closes."

Most salespeople choose to improve on what

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

Combination pro

they already know because it "feels comfortable." It's comfortable to think that if they can just get bet

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

ter at handling objections, it will make a huge difference in their closing rates. Or, they think if they

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

learn new ways to ask for the order they will get more orders. What they fail to consider is that increme

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

ntal improvements in their skills will only result in incremental improvements in their results. The dram

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

atic improvements that they need and want remain elusive.

How can you achieve dramatic improvements?

In

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

order to get dramatically improved results- much higher closing rates- you need to radically change what

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

Following aspects would a

you're doing. Radical changes can be uncomfortable to learn, and uncomfortable to utilize.

Most people,

dd to the challenges in developing combination products:

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

therefore, don't choose the uncomfortable route. They don't change very much of what they're doing, with

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

the exception of performing a few sales techniques somewhat better. Yet, they expect their results to cha

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

ge dramatically. That's not how the world works!

Here's the good news:

If you are willing to tolerate t

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

he discomfort of changing your behaviors, the uncomfortable will soon become comfortable. Your new sellin

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

Professional from academic institutions, pharmaceutical industries, health care indust

g skills, attitudes and behavior will be far more comfortable than having to deal with continued disappoi

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

tment and the hardships of incremental improvements.

Most salespeople who learn and fully apply High Pro

.

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

bability Selling get over their discomfort within a few months. Selling the HPS way becomes comfortable a

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

Companies that provide selfless information through particip

nd satisfying. High Probability Selling produces the dramatic results that come with radical improvements

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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Formal Problem Solving techniques help to quickly extract the most relevant information regarding the cause of a problem being experienced, and also facilitates development of appropriate alternative approaches/solutions towards achieving the desired goals. One major reason why they are so effective is that the ideas generated and solutions developed get formally documented for future reference by operatives. That way whatever the organisation learns about what works or does not work in any area, is always made accessible for use by all those who have to perform various required tasks towards achieving the ultimate goal of the enterprise.

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Useful Advices - The High Price of Comfort: Dramatic Results Require Dramatic Changes

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