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Advice You - Hiring and Training of New Sales Staff
How do you train your sales personnel? Perhaps a better question would be…Do you train your sales personnel? As silly as this may sound a lot of organizations hire a salesperson and tell them to go get it. I have personally dealt with such a
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
n organization and this was considered the norm. Why? Because they have always done it this way! I suspect a lot of individuals have heard this comment from other organizations.
Past experience has shown me that the normal way a lot of smal
Past experience has shown me that the normal way a lot of smal
; 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
l companies hire salespeople is by word of mouth or recommendation from a friend or customer. More times than not this method is flawed from the beginning. Depending upon your industry or product offering you may have experienced something li
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ke the following dialogue.
Question: “Do you know anyone you would recommend for a job”?
Answer: “Yeah, Joe has been with me forever and he needs to make more money and I cannot afford to pay him. He would be great for your job. OR
Que
Question: “Do you know anyone you would recommend for a job”?
Answer: “Yeah, Joe has been with me forever and he needs to make more money and I cannot afford to pay him. He would be great for your job. OR
Que
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
stion: I need to hire a new salesperson to call on your account and several others in this area. Do you know anyone who would be a good fit?
Answer: Why yes, my son (Daughter) is looking for a job and they know this business well. They wi
Answer: Why yes, my son (Daughter) is looking for a job and they know this business well. They wi
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ll make a great salesperson.(Watch out for this landmine)
There are many more examples but hopefully, you get the picture. Why do we as business owners or managers spend so little time hiring the individuals who will represent us in the marke
There are many more examples but hopefully, you get the picture. Why do we as business owners or managers spend so little time hiring the individuals who will represent us in the marke
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
tplace? Keep in mind I am not speaking of Fortune 500 organizations because companies in this arena spend a lot of money and hours interviewing and investigating. Small or medium sized businesses sometimes do not believe they have the time or
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
money to recruit and hire properly. This is a tragic mistake.
The mistake is compounded when after hiring a warm body for the position the owner, sales manager or whoever is available may train the new employee for at least 2 days. Sometime
The mistake is compounded when after hiring a warm body for the position the owner, sales manager or whoever is available may train the new employee for at least 2 days. Sometime
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
s this training takes place in a distribution center where the new employee may be subjected to negative comments from various individuals. Perhaps if the new employee is lucky he will be placed with a marginal salesperson and told to ride aro
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
und with him or her for a few days. The marginal salesperson is chosen because the top performers do not want to be bothered nor do they want to give away any “secrets.” The marginal salesperson knows all of the right language to use on a sal
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
es call and he will be everyone’s best friend. A lot of coffee may be consumed and a lot of the world’s problems may be solved but your products will not be sold and the new employee will learn quickly how to perform bad habits.
Should the ne
Should the ne
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
w employee be astute enough to ask he or she may inquire as to sales manuals, product sheets, account information sheets etc. A typical organization will have some of these items but not all. New employees may receive all manner of explanatio
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
ns as to why the territory has not much available information. The employee may even be told that the lack of information and performance is the reason he was hired. He has to turn this train wreck around. Not wanting to appear timid the new
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
salesperson will gather up as much bravado as possible and shout to the rooftops how he will be the savior for whom the company has been looking. All the while he may be thinking, what kind of mess have I gotten myself into?
The owner or sal
The owner or sal
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
es manager most likely will sit back and wait for the rain to fall from the sky because this new salesperson told everyone he is the best thing since sliced bread and he will show the existing sales force how to make hay when the sun shines. (
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
Pardon the use of metaphors.) Reality will set in around the 60th day of employment when the new salesperson has done very little to earn his keep (with good reason) and the owner or manager will begin to get a little nervous. At this point 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
he owner of my old company used to tell me to “put them on the get well program.” Translated this meant to reduce their draw from a living wage to starvation wages. This move usually achieved the desired result. The new salesperson quit and
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
the process began anew. By the way, at this juncture the adage defining madness as doing the same thing over and over and expecting different results, needs to be stamped on a decision maker’s forehead.
During the recruitment and hiring phase
During the recruitment and hiring phase
.
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
I strongly recommend the owner and sales manager be left out of the initial interviews. This is important because the easiest person to sell is another salesperson and in the case of a lot of small companies, the owner and sales manager have
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
usually carried most of the water with which to prime the pump of prosperity. Con artists and hucksters know exactly what buttons to push when dealing with this type of personality. More on recruiting and interviewing in the next installment
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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