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Useful Advices - Improve Your Inside and Outside Selling Skills
One of the greatest joys of the selling profession is the
extraordinary responsibility one takes on as THE company
representative to the “outside world”. More often than not the
company sales representative IS the company to so many people
t
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
hey interact with on a daily basis.
To many customers the vendor’s sales representative is the relationship and the continued justification that drives the business commerce between the parties. No one knows, or should know, the customer’s p
To many customers the vendor’s sales representative is the relationship and the continued justification that drives the business commerce between the parties. No one knows, or should know, the customer’s p
; 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
oduct or service requirements better than
the sales representative. No one should know the customer’s
business challenges, decision makers, financial status and
history of use of the company’s product or services better than
the sales rep.
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
Often an effective sales representative can make or break a
critical business conflict resolution among the customer and his
company. A strategic company will always leverage the developed
relationship between their representative and the cus
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
omer to
maintain the business. If the company cannot utilize their
representative in this capacity, they have the wrong person on
the account!
The Inside and Outside Selling Functions
A sales person is ultimately responsible for retaining a
The Inside and Outside Selling Functions
A sales person is ultimately responsible for retaining a
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
nd
ideally increasing, sales revenues from his or her existing
customers. They are also charged with finding, qualifying or
disqualifying and eventually securing new business from
alternative revenue sources. This is called “outside” selling
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
A sales representative is also required to represent his or her customer to or within his company for the betterment of the customer/ company relationship. Betterment of the customer/ company relationship equates to more sales from that cus
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
tomer.
This is called “inside” selling.
For a professional sales representative to maximize their sales revenues he or she must constantly strive to improve both their outside and inside selling skills. Hundreds of books have been written a
For a professional sales representative to maximize their sales revenues he or she must constantly strive to improve both their outside and inside selling skills. Hundreds of books have been written a
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
out how to improve one’s outside selling skills, but
little has been written about the inside selling skills concept.
Depending on the sales representative employer’s propensities or
resource levels to “service” their customers – the sales re
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
ps
inside selling skills must be better honed than their outside
selling skills.
Customers consistently demand more value from their vendors for product or services provided. Competition among suppliers of same products and services has tra
Customers consistently demand more value from their vendors for product or services provided. Competition among suppliers of same products and services has tra
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
itionally increased along
with an unsettling trend of reduced customer purchase loyalty
due their cost reduction priorities, often driven by their own
competitive market environment.
When there are finite resources within the sales represen
When there are finite resources within the sales represen
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
tative’s employer or limited customer service focus
coming from senior management, all intensified with competing
demands for same resources and attention among other company
sales representatives, an inside sale success can make or break
th
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
outside selling success for any given account.
Fundamental Inside Selling Tactics
Given the above circumstances of a sales representative needing to grow his or her outside business via successful persuasion of inside the company decision m
Fundamental Inside Selling Tactics
Given the above circumstances of a sales representative needing to grow his or her outside business via successful persuasion of inside the company decision m
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
akers, one should focus on the
following tactics to improve their odds of overall selling
success:
1) Strive to get your company management to interact with your customer’s management, professionally or socially
2) Eliminate any propensity
1) Strive to get your company management to interact with your customer’s management, professionally or socially
2) Eliminate any propensity
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
n your part to totally control
the customer yourself, the more people who have
relationships with your customer from your company the
greater the probability business will increase over time
3) Hold people within your company accountable for
3) Hold people within your company accountable for
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
their
actions or in-actions relative to your customer – you are
the voice of the customer – never forget this!
4) Be fair and honest at all times – representing both your customer to your employer and vice versa. There is no exception to t
4) Be fair and honest at all times – representing both your customer to your employer and vice versa. There is no exception to t
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
is rule!
5) Whenever prudent, document successes to both the customer and to your company. Copy everybody on the success in both directions and give credit to BOTH parties for the success. In many cases, the written document is the ONLY mea
5) Whenever prudent, document successes to both the customer and to your company. Copy everybody on the success in both directions and give credit to BOTH parties for the success. In many cases, the written document is the ONLY mea
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ns an executive from either your customer or employer
has to appreciate the relationship in hand.
6) Effectively and continuously enhance the mutual perception that both parties have of each other to maximize their own profitability
In conc
6) Effectively and continuously enhance the mutual perception that both parties have of each other to maximize their own profitability
In conc
.
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
usion, there effectively is nowhere for a sales
representative to hide if a customer decides to take their
business elsewhere. The sale representative ultimately is
responsible for either mismanaging his company’s resources and
support of th
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
e customer or not effectively communicating or
exhibiting the value of his product or services to the customer.
Hopefully this article gives another perspective as to how to balance outside and inside selling skills for maximum sales success
Hopefully this article gives another perspective as to how to balance outside and inside selling skills for maximum sales success
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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