Advice You - Business

Congratulations!

You’re a sales manager now, responsible for the productivity and careers of others.

How d

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

oes it feel?

Probably a little strange if you’ve been kicked upstairs after being a top seller, yourself.

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

Examples of combination products may in

But you’ll get used to it. In fact, you’ll get so used to it that you may not do any selling yourself, after

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

a while.

Your job will be selling your salespeople on selling more.

And you’ll have mixed emotions about

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

that, being tied down to a desk, filing reports, doing administrative work.

But an insidious process will a

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

Combination pro

lso be underway that you’ll be unaware of.

The longer you’re out of the day-to-day selling game the more yo

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

u’ll come to doubt your ability to open and to close deals. And your once legendary performance as a seller

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

might be wiped out of the corporate memory, and even your own.

Along come your new salespeople, and they do

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

fairly well, and some are exceptionally effective.

They’ll look at you with derision, and possibly contemp

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

t, while lionizing their own efforts as being the heavy lifting of the company.

You, the benchwarmer, will

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

seem wimpy. “I’ll bet he wasn’t so hot,” they’ll think and possibly whisper to each other.

I’ve faced this

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

Following aspects would a

situation as a sales manager and as a consultant. You run headlong into the credibility buster: “Winners DO,

dd to the challenges in developing combination products:

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

while the losers TEACH.”

I like to counter that perception, directly, by strutting my stuff, on occasion.

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

I’ve been known to get on the phones and to make cold calls right next to my salespeople and trainees.

The

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

y hear me practicing exactly what I preach, and I get a chance to encounter exactly the forces they’ve been

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

telling me they’re facing.

Invariably, we gain respect for each other, but we also make more sales, because

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

Professional from academic institutions, pharmaceutical industries, health care indust

literally, everybody is PITCHING-IN.

When I get a sale, I hand it to someone who is struggling, to prime t

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

he pump.

And often, they match it quickly with one of their own.

Aristotle, I believe, said when you’re in

.

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

structing others, “Example is more efficacious than precept.”

And that means people will get you and respec

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

Companies that provide selfless information through particip

t you when you put theory aside and actually show them you can roll up your sleeves and do the job, yourself

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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Advice You - Sales Managers: Should You Prove Yourself By Selling In Front of Your Team?

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