Advice You - Business

Communication is often touted as the most important aspect of sales training, but the most important thing about sales training is whether or not it brings about results. Why is it

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

that when you simply repeat your requests in memo after memo or yell what you need changed, the change in sales training that you are hoping for doesn’t come about? Because what i

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

Examples of combination products may in

s going to happen if they don’t implement the new training procedure? Another memo? Another yelling session? For most, this is not enough motivation to make a change, especially a

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

hange that they are not inspired to absorb.

A child does not stop repeating bad behaviors and adopt new ones because her mother is disappointed in her. She stops because she quick

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

ly learns that there are repercussions for her actions. In sales training, an effective tool that is often downplayed is the idea of consequences. You can effectively communicate t

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

Combination pro

he sales training techniques, share this effectively communicated sales training softly or loudly, repeatedly in memos and meetings and trainings, but still not have the desired ou

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

come.

The problem comes in when you don’t follow through. For example, you have spent a great deal of time encouraging them to learn the sales training techniques that you’ve desi

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

gned because, ultimately, it will make their jobs easier and more fluid. However, learning these new techniques may be more difficult or time consuming than they may have thought a

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

nd, for them, their job is not made easier with this new responsibility. You may have communicated quite efficiently to your employees that you would suspend anyone who wasn’t impl

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

menting the new sales techniques by a certain date, but that date came and passed without suspensions despite the fact that many were still using the old ways. This may be due to a

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

n overwhelming work load or an inability to do the actually suspending, but whatever the reason, your lack of follow through communicates to your employees that you probably won’t

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

Following aspects would a

follow through with these new sales training techniques either, so why bother?

Along with working out how you will communicate your new sales training, decide what consequences, o

dd to the challenges in developing combination products:

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

incentives, you will put into place. When an employee successfully learns and implements the new training, there should be a benefit or reward. When an employee does not learn the

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

new training or does not put it to use, then, too, should there be a consequence.

These consequences should be very personal to your employee they should not be benefits or drawb

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

acks for the company. For example, the benefit should be a monetary bonus for the individual employee instead of the airy concept that profits will soar for the company and that th

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

s will trickle down into raises for everyone. The drawback should be a suspension for the individual employee or a cut in hours rather than the general threat of bankruptcy for the

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

Professional from academic institutions, pharmaceutical industries, health care indust

company – or even the threat of layoffs in general. Just like sales to the customers, the way to sell your new sales training techniques to your employees is to make it personal.

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

Simply put, repetition or angry tirades do not back up effectively communicated sales training strategies. Instead, put your time and energy into creating and backing up consequen

.

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

es for jobs well done (or not done). Plan casual meetings during the work day to get input on how things are going, to see if anyone has questions, concerns, or needs help. In this

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

Companies that provide selfless information through particip

way, you will create an environment of trust and a foundation of follow through that will not only help you implement your current new sales training ideas but future ones as well

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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