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Advice You - 5 Secrets to Managing Your Sales Manager Productively
Many people believe that the main reason for representatives leaving their organisation is that of money in that they leave for a bigger salary. In fact, the biggest reason why people leave organisations is that the role they are doing is no longer offering any challenge or excitement. The second reason
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
is due to the behaviour and capability of the immediate line manager. More often than not, the two are strongly linked with the manager taking little interest in the representative’s development and as such the representative feels under valued and bored due to the lack of attention and challenge.
Ofte
Ofte
; 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
n the blame is laid at the manager’s door, but the representative must take a share of the responsibility also. The trouble usually arises when expectations are not laid out “on the table” with both parties unaware of each other’s needs, motivations and expectations. The end result is often a lack of tru
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
st and respect between the representative and manager which leads inevitably to conflict. A good manager will ensure that a “contract” is created between the manager and the representative and that this contract is “two-way” but unfortunately this rarely happens and if any contract is put in place it is
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
2one-way2 with the manager outlining what he or she expects from the representative and not the other way around.
So how can you avoid this conflict and start to work productively with your manager? Act on these five secrets and watch the relationship with your manager grow.
Secret 1: Learn about behav
So how can you avoid this conflict and start to work productively with your manager? Act on these five secrets and watch the relationship with your manager grow.
Secret 1: Learn about behav
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ioural styles and find out what your own is and your manager’s. Compare the two and if there are differences then work on these differences by matching your manager’s body language very discreetly. Match their tone and volume of voice, remembering not to mimic only discreetly match. Look at their eye mov
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
ements and do similar. Again, do similar with body movements. When you start to discreetly match their body language you will be amazed that they start to match yours also. This is the start of the rapport building process and this goes a long way to start the building of trust.
Secret 2: Contract with
Secret 2: Contract with
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
our manager by getting agreement about how best the two of you are going to work together. Ask questions such as:
“What are your specific expectations of me as your representative?”
“What are my specific objectives and how am I going to be measured?”
“What behaviours annoy you?”
“What motivates and d
“What are your specific expectations of me as your representative?”
“What are my specific objectives and how am I going to be measured?”
“What behaviours annoy you?”
“What motivates and d
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
e-motivates you?”
“What reports do you want? When do you want them? What content?”
“How often do you want to visit me in the field?”
Contracting is all about managing expectations. A good manager will always outline his or her expectations and will ask you about yours. Once you both are clear about wh
“What reports do you want? When do you want them? What content?”
“How often do you want to visit me in the field?”
Contracting is all about managing expectations. A good manager will always outline his or her expectations and will ask you about yours. Once you both are clear about wh
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
at each other’s expectations are, then this is another building block in the foundations of trust and respect.
One of the hardest lessons I learned was when I did not contract with a senior sales manager. We had completely opposite behavioural styles, which meant that we didn’t get off to the best start
One of the hardest lessons I learned was when I did not contract with a senior sales manager. We had completely opposite behavioural styles, which meant that we didn’t get off to the best start
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
. He thought I was too energetic, flighty and too much of a risk taker and I though he was too detailed with no personality and constantly stuck in front of spreadsheets. We were in constant conflict because he asked me for reports that I could see no reason for and I was frustrated when he ignored my pl
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
eas for more training budget. If we had contracted and discussed our similarities and differences and how best to work with them, we may not have had the conflict that we did have. The result of this “personality clash” was that there was little trust and respect between us and very little communication.
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
Meetings between the two of us were, to say the least, fraught!
Secret 3: Ask for regular feedback on your progress. Ask your manager to coach you. Be pro-active and do not wait for your manager to come to you. On the other hand do not always be seen to be reliant on your manager and give them space. A
Secret 3: Ask for regular feedback on your progress. Ask your manager to coach you. Be pro-active and do not wait for your manager to come to you. On the other hand do not always be seen to be reliant on your manager and give them space. A
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
gree this area of support in your contract. A great time to enlist this support is on field visits. Ask your manager if some time can be “protected” during the field visit to discuss your progress and for them to coach you through any ideas and, or, challenges you have.
Secret 4: Be seen to be a support
Secret 4: Be seen to be a support
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
for your manager. Management can be lonely and stressful particularly if the manager isn’t managing their boss particularly well or if the company and/or team results are not doing as well as expected. Be supportive and offer to take on extra tasks. These tasks will not only make space for the manager to
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
work more productively and strategically they will also enable you to develop your own capabilities. Be careful to ensure you manage your team-mates expectations here too. Being seen as supporting the manager can be taken the wrong way by some of your colleagues and on occasion, the less enlightened rep
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
resentatives can see this behaviour as threatening.
Secret 5: Go with your instincts! If you feel that the relationship with your manager is starting to go sour, then immediately call a meeting and openly discuss your feelings. To make this easier than it may sound, again build it into your contract rig
Secret 5: Go with your instincts! If you feel that the relationship with your manager is starting to go sour, then immediately call a meeting and openly discuss your feelings. To make this easier than it may sound, again build it into your contract rig
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ht at the start. Something like, “If I feel our relationship is not what it should be, can I address it immediately as opposed to letting it linger?” Do not where possible discuss your feelings with all of your sales team. You will find some people very supportive and helpful but you may also find that
.
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
some may go out of their way to reinforce the feelings you have thereby making it more difficult to address with the manager. Always best to tackle these feelings head on without referring to your team mates. If you have a coach, then they are often the best people to enable and support you to handle the
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
se situations.
Relationships between managers and representatives usually deteriorate because there was little trust in the first place and as a result openness is not usually achieved. Follow the five secrets and you will go a long way to ensuring a lasting and productive relationship with your manager
Relationships between managers and representatives usually deteriorate because there was little trust in the first place and as a result openness is not usually achieved. Follow the five secrets and you will go a long way to ensuring a lasting and productive relationship with your manager
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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