Tags |
|
|
Links |
|
|
Advice You - Dealing With Troubled Salespeople
Has one of your salespeople recently made you angry or frustrated?
The answer is probably yes. Friction frequently arises when people depend on one another to get work accomplished. If co-workers don't get something done on time, or som
The answer is probably yes. Friction frequently arises when people depend on one another to get work accomplished. If co-workers don't get something done on time, or som
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
ehow drop the ball, you feel “something” – anger, disappointment, frustration – and you may feel that “something” very strongly. Of course, the first step is to talk about what happened and to try and resolve the issue. However, if you a
; 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
e finding that the work of one employee in particular frequently raises your emotional temperature, you might want to consider that he or she may be having troubles outside the job. Those troubles may be marital, financial, alcohol- or
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
rug-related, or perhaps the employee has suffered a loss or is dealing with a sick relative.
In the past few weeks I have learned about these situations:
Cynthia, Lisa and Steve lost their fathers recently, and all three find they can’
In the past few weeks I have learned about these situations:
Cynthia, Lisa and Steve lost their fathers recently, and all three find they can’
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
focus on their jobs. Cynthia is often weepy.
A long-time salesperson in Robert’s team is having tremendous difficulty working because his spouse is ill with breast cancer.
Debra is coping with a clinically depressed husband.
Sonya ho
A long-time salesperson in Robert’s team is having tremendous difficulty working because his spouse is ill with breast cancer.
Debra is coping with a clinically depressed husband.
Sonya ho
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ds a full-time job and is also the primary caregiver for her ill and disabled mother.
David’s 18-year-old child recently died of leukemia. These personal heartaches are not uncommon in any organization. While you may not know the deta
David’s 18-year-old child recently died of leukemia. These personal heartaches are not uncommon in any organization. While you may not know the deta
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
ls of your sales team’s lives, you may have noticed a decline in one employee’s work that does not improve, even though you’ve tried to address it. This decline may be a tip-off that you’re dealing with someone who is struggling.
What y
What y
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
u can do:
Don't go it alone
Most of us can’t sort out difficult situations by ourselves. We need help. (And many of us forget that asking for help is a powerful leadership quality.) Consult with someone who knows how to compassion
Don't go it alone
Most of us can’t sort out difficult situations by ourselves. We need help. (And many of us forget that asking for help is a powerful leadership quality.) Consult with someone who knows how to compassion
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
tely untangle messiness, perhaps an employee assistance counselor, an HR specialist or a coach.
Helpful hint: Before diving into the nuts and bolts of how to work with the issue, talk with your helper about what an ideal relationship wi
Helpful hint: Before diving into the nuts and bolts of how to work with the issue, talk with your helper about what an ideal relationship wi
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
h this salesperson would look like:
Imagine your best hope for the situation. For example, Robert’s best hope was that his salesperson trusted Robert enough to open up about the kind of help he needed, and that this salesperson would be
Imagine your best hope for the situation. For example, Robert’s best hope was that his salesperson trusted Robert enough to open up about the kind of help he needed, and that this salesperson would be
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
an active contributing member of the team.
Then look at what already exists that could make that hope a reality, for instance, you usually like the salesperson's work and you mutually respect each other.
Then talk about your worst nigh
Then look at what already exists that could make that hope a reality, for instance, you usually like the salesperson's work and you mutually respect each other.
Then talk about your worst nigh
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
mare. In Robert’s example, his worst nightmare would be that his salesperson would drain the energy out of the team, that Robert would feel helpless, and that he would have to fire this salesperson. The conditions that could lead to that
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
scenario coming true might be: Robert is getting pressure from above for results, he is uncomfortable giving balanced feedback about poor work, the salesperson is unapproachable and there is no improvement in behavior.
You are in a good
You are in a good
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
position to talk about next steps. Some possible next steps that could arise might be: role playing the conversation beforehand, acknowledging the salesperson’s struggle and their accomplishments, asking them about what is possible for t
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
em given their difficulties, and alerting senior management about how you are handling the situation.
Don't ignore a developing problem
Ignoring a problem doesn’t solve it. In fact, doing nothing just might make the situation worse. Pi
Don't ignore a developing problem
Ignoring a problem doesn’t solve it. In fact, doing nothing just might make the situation worse. Pi
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
k up the telephone and get help at the first signs of trouble. Early action will frequently eliminate the need for discipline.
Be a role model
Support the individual who is struggling, while continuing to promote office morale and prod
Be a role model
Support the individual who is struggling, while continuing to promote office morale and prod
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
ctivity. It may be helpful to ask your employee what the office can do to relieve some of the work stress during this difficult time.
Knowing the "right thing" to say to someone who is struggling or grieving is not critical, but a few g
Knowing the "right thing" to say to someone who is struggling or grieving is not critical, but a few g
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
idelines are helpful. Saying nothing is worse than saying the wrong thing. Appropriate words are: "I am sorry to hear about your loss/difficulties;" "You are (or have been) in my thoughts;” "How are you doing?" or "I don't know what to s
.
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
y, but if I can be of any help, I'm here."
Offering time to listen can be helpful, or temporarily taking over some burdensome tasks. Managers also can show appreciation to team members who may be carrying an extra load due to the situat
Offering time to listen can be helpful, or temporarily taking over some burdensome tasks. Managers also can show appreciation to team members who may be carrying an extra load due to the situat
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
on.
Most employees can and will resolve their problems, given time and support.
Talk Back: I'd love to hear your tips about working with troubled employees. Please contact me at nicki@saleswise.ca
Most employees can and will resolve their problems, given time and support.
Talk Back: I'd love to hear your tips about working with troubled employees. Please contact me at nicki@saleswise.ca
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.adviceyou.org.ua/article/38255/adviceyou-Dealing-With-Troubled-Salespeople.html">Dealing With Troubled Salespeople</a>
BB link (for phorums):
[url=http://www.adviceyou.org.ua/article/38255/adviceyou-Dealing-With-Troubled-Salespeople.html]Dealing With Troubled Salespeople[/url]
Related Articles:
Steady Growth in Attorney Jobs in All Regions
Bookmark it:
|