Tags |
|
|
Links |
|
|
Advice You - They're Not Robots
Do you know each of your people? The individual they really are, not just the person who works for you? Do you know their spouse's name? What about the kids? As much as we are individuals we also have common desires that motivate us.
In his theory “The Hierarchy of Needs” Abraham Maslow defines those common desires as:
Physi
In his theory “The Hierarchy of Needs” Abraham Maslow defines those common desires as:
Physi
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
ological- The desire for food, shelter, warmth and comfort
Safety- The desire to survive without threat
Belonging- The desire to be a part of something with common interest
Esteem- The desire for recognition of the mastery of tasks
Self-Actualization-The desire to maximize potential
These desires are the fuel of your sa
Safety- The desire to survive without threat
Belonging- The desire to be a part of something with common interest
Esteem- The desire for recognition of the mastery of tasks
Self-Actualization-The desire to maximize potential
These desires are the fuel of your sa
; 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
espeople. Some are further along than others. When they are new they are still looking for food, shelter and warmth. Your top people are striving for self-actualization. They want maximum results. Everyone else is somewhere between.
You cannot make all of them superstars. You can however find some common threads am
You cannot make all of them superstars. You can however find some common threads am
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ng your top producers. Help the others find them and you will be on your way to building a great team.
Look for this in your top people and teach it to the others.
They are realistically oriented
They know when they are getting the job done and when they are not. You do not need to remind them, you need to help
They are realistically oriented
They know when they are getting the job done and when they are not. You do not need to remind them, you need to help
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
them. Beware of the salesperson who isn’t performing up to par and it doesn’t seem to bother them.
They accept themselves.
They are aware of their shortcomings, whether they have shared them with you or not. If you will find out what they perceive those areas to be and can suggest how to improve them you will devel
They accept themselves.
They are aware of their shortcomings, whether they have shared them with you or not. If you will find out what they perceive those areas to be and can suggest how to improve them you will devel
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
p a loyal employee.
They are spontaneous
The ability to “think on your feet” is paramount to the salesperson. Being flexible is a trait that successful people are proud of. Allow your salespeople to be spontaneous and think “outside the box”. You will learn and hear things that will astound you if you will give the
They are spontaneous
The ability to “think on your feet” is paramount to the salesperson. Being flexible is a trait that successful people are proud of. Allow your salespeople to be spontaneous and think “outside the box”. You will learn and hear things that will astound you if you will give the
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
the chance.
They are problem centered
Successful people identify the problem and then take the necessary steps to rectify, correct and improve. As part of the development of your sales team ask your people who have this area of strength to share with you and other members of the team how they handle problem situat
They are problem centered
Successful people identify the problem and then take the necessary steps to rectify, correct and improve. As part of the development of your sales team ask your people who have this area of strength to share with you and other members of the team how they handle problem situat
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
ions.
They have an air of detachment and a need for privacy
Part of the psyche of successful people is they consider themselves to be “a cut above” and not like the rest. Don’t we always remark that the successful salesperson doesn’t have time to join the “pity party” or wait for customers? It isn’t always that th
They have an air of detachment and a need for privacy
Part of the psyche of successful people is they consider themselves to be “a cut above” and not like the rest. Don’t we always remark that the successful salesperson doesn’t have time to join the “pity party” or wait for customers? It isn’t always that th
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
y are busy, oftentimes it is simply due to the fact they do not want to be considered as just another member of the team. Assign them a task to assist you that they consider to be of vital importance to the mission and they will shine.
They are independent and autonomous.
This salesperson is the one who recognizes
They are independent and autonomous.
This salesperson is the one who recognizes
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
hat needs to be done and sets in motion the forces to accomplish the task. They make great team leaders and mentors. This salesperson is the one who doesn’t look busy but always has deals working, is using the phone effectively and seems to get the most referral and repeat business.
They have an appreciation for people and
They have an appreciation for people and
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
events.
This salesperson is the one who is aware of his surroundings. He is a reader, learner and student of human nature. You will recognize him immediately because he is the salesperson who will make you aware there is a situation that needs to be addressed. Your other salespeople will turn to this person for advice or to sh
This salesperson is the one who is aware of his surroundings. He is a reader, learner and student of human nature. You will recognize him immediately because he is the salesperson who will make you aware there is a situation that needs to be addressed. Your other salespeople will turn to this person for advice or to sh
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
are a grievance.
Most have had a life-changing experience.
A profound change in circumstance will make people aware of what is important and teach them to overcome adversity. (Ask your salespeople who served during wartime in the military or have experienced the death of one of their children how crystal clear your
Most have had a life-changing experience.
A profound change in circumstance will make people aware of what is important and teach them to overcome adversity. (Ask your salespeople who served during wartime in the military or have experienced the death of one of their children how crystal clear your
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
focus can become). By applying the mental toughness learned during their experience they succeed in spite of the circumstance.
They value intimate relationships
Successful people may know many, but have real relationships with only a few. They value these above all. If your salesperson considers you to be one of th
They value intimate relationships
Successful people may know many, but have real relationships with only a few. They value these above all. If your salesperson considers you to be one of th
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
se chosen few guard it carefully. If for any reason they feel you have violated that intimacy you will lose them.
They do not confuse the means with the ends
They recognize what is good and what needs improvement in all areas of their work. They examine what steps, procedures and plans need to be in play in order
They do not confuse the means with the ends
They recognize what is good and what needs improvement in all areas of their work. They examine what steps, procedures and plans need to be in play in order
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
to achieve the result. They recognize that success is the by product of effort guided by a plan.
Their humor is philosophical as opposed to hostile
Successful people can laugh at themselves and their humor is often self deprecating. Recognize that this person learns from humor and it is one of the forces that keep
Their humor is philosophical as opposed to hostile
Successful people can laugh at themselves and their humor is often self deprecating. Recognize that this person learns from humor and it is one of the forces that keep
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
hem grounded. Let them express their humor; successful people use it as a means to relieve stress, bring themselves back to focus and move on.
They resist conformity
Successful salespeople are always looking for a better way to accomplish the job. They know that just because it’s always been done a certain way does
They resist conformity
Successful salespeople are always looking for a better way to accomplish the job. They know that just because it’s always been done a certain way does
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
’t make it right or the best way. This is also the reason they have that air of detachment about them. They want to be viewed as different.
They transcend the environment
Successful people do not get caught up in office politics, nor do they want to. Their focus is on accomplishing the goal. They are the person who
They transcend the environment
Successful people do not get caught up in office politics, nor do they want to. Their focus is on accomplishing the goal. They are the person who
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
doesn’t fall victim to circumstance. This person is the one who says “I don’t care how many salespeople you hire, I will still be able to succeed and come out on top”. This person is a valuable commodity in helping others see the big picture.
The secret to finding these qualities in your salespeople is to get to know them.
The secret to finding these qualities in your salespeople is to get to know them.
.
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
/b>
Learn about them as individuals. If you are like most managers your time is limited. Time is all you have; it is what you allot your time to that differentiates us.
The reason you are consistently out of time is you haven’t taken the time to develop your people, both their skills and their person. The result is your s
Learn about them as individuals. If you are like most managers your time is limited. Time is all you have; it is what you allot your time to that differentiates us.
The reason you are consistently out of time is you haven’t taken the time to develop your people, both their skills and their person. The result is your s
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
aff is constantly turning over and you spend a great deal of time looking for their replacements. They are not prepared to do the job so you spend your time doing it for them. (And resenting them for it) You haven’t developed them to be problem solvers so you solve the problem for them. Learn to develop them and your job will be easier
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/38444/adviceyou-Theyre-Not-Robots.html">They're Not Robots</a>
BB link (for phorums):
[url=http://www.adviceyou.org.ua/article/38444/adviceyou-Theyre-Not-Robots.html]They're Not Robots[/url]
Related Articles:
Applying Positioning Strategies to Boost Profits
How To Grow A VEO (The One Thing Competitors Can't Steal)
Bookmark it:
|