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While the inspiration approach is certainly the more appealing of the two motivational methods, sometimes there has to be an element of “desperation.” I don’t mean that you want to cause your team members to feel despair, but sometimes things that push us away have to

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

be present just as much as things that draw us near. The main reason for this recommendation is that if inspiration isn’t quite enough, your prospects may just simply fall into inactivity. That is, they fall into a comfort zone.

I’ve developed a grid that maps out t

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

Examples of combination products may in

he different motivators, their varying degrees and the effects they have on others. Draw a horizontal and an intersecting vertical axis on your paper. On the left of the horizontal axis, write “Desperation.” On the right of the horizontal axis, write “Inspiration.

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

” At the top of the vertical axis, write “Internal” and at the bottom of the vertical axis, write “External.” In the Internal Inspiration quadrant, write the letter “A.” In the External Inspiration quadrant, write the letter “B.” In the Internal Desperation quadra

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

nt, write the letter “C.” In your last quadrant, External Desperation, write the letter “D.”

The central region is the comfort zone, where we experience complacency. How do you get someone on your team to move outside the middle? Let’s start with the short-term, eas

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

Combination pro

y form of motivation, quadrant D, where we find external desperation. You apply an external pressure to force someone into action. In other words, your team members must do what you say or they’re fired. “Hit these numbers or pack your bags.” Sure, it will work tempor

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

arily, but long-term consequences will result.

The next area of the Motivation Equation is quadrant C, where we find internal desperation. Desperation motivation can be made internal if you can use your prospects’ sense of duty or obligation to get them to move. Inte

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

rnal motivation works something like this: “I’m getting paid, so I guess I have to do this. If I don’t do this, the team will miss its quota.” You can see that in both of these examples, the person is acting of her/his own initiative but only out of obligation or to a

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

void a worse consequence.

So, is there a place for either of these latter two motivational approaches? Yes, but use them sparingly. Most teams will not put up with this treatment unless they know it is tough love. Every once in a while, when other things have failed,

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

you can use these types of motivation. You have to let your team know not only that there are positive consequences for their actions, but if they don’t perform, there may be negative consequences as well. There has to be a baseline or a standard from which to evalua

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

te the situation. Your team members can’t think that no matter what they will always have a job. Let’s face it—sometimes we all need a kick in the pants. When we do resort to this approach, it’s usually a negative circumstance based on desperation. Just don’t go overb

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

Following aspects would a

oard or take it to the extreme. Make sure before you use any negative reinforcement that your sales rep has the tools s/he needs to get the job done. Does s/he need more training? Does s/he know exactly what you expect and how to do it?

The next quadrant is quadrant

dd to the challenges in developing combination products:

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

B, where we find external inspiration. Here, it is still external factors that influence you, but this time in a positive way. You are inspired and energized rather than acting simply to avoid pain. External inspiration is getting on the right motivational track becau

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

se it can grow into internal inspiration. Sometimes, this quadrant is referred to as “borrowed light.” It’s OK to be guided and inspired by borrowed light until you’ve lit your own flame. At least this kind of motivation keeps you progressing in a positive way. Even w

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

ith external influences, this type of motivation can produce long-term effects because it is inspiring and thus begins to tap into your inner emotions.

The best type of motivation is internal motivation, as shown in quadrant A. This quadrant is what we call passion.

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

There’s no stopping the person who has found inspiration that is purely internally driven. You can wind her/him up and s/he’ll go on forever.

Hopefully, this chapter has given you lots of ideas on how to help individual team members as well as your team as a whole fe

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

Professional from academic institutions, pharmaceutical industries, health care indust

el more motivated. As I said earlier, this material will apply to certain people in certain situations and will help them learn to find the right tools. The point is, you possess the knowledge and are equipped to take on any situation. Review this chapter anytime you

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

need to give your team a boost, or even just to keep current momentum going. Of course, any of these suggestions may be adapted to suit your team’s specific needs.

Questions

1. Why is the mindset of your sales force the foundation of your success?

2. What are three

.

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

ways in which you can praise and recognize your team? How will you implement these strategies?

3. Gallup Consulting Group has spent more than two decades interviewing hundreds of thousands of salespeople in an effort to help corporate clients form and develop their

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

Companies that provide selfless information through particip

sales teams. Its findings suggest that the top four qualities of top-tier producers are: 1) solid closing skills; 2) self-motivation; 3) strong work ethic and 4) excellent people and relationship skills. How can you implement these four qualities into your sales team?

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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Howard Archer, an economist from the Global Insight, said that the scare might have an effect on tourism, airline commerce, and other industry sectors related to the travel business.

Online work from home jobs or work at home are a form of self employment. It is a new trend that is gaining more and more popularity and acceptance in these days. The concept of legitimate work at home programs is becoming more popular day after day and this is possible on due to the development of the network market.

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