Advice You - Business

Salespeople face a variety of challenges in their career. Selling is like no other profession in that it requires exceptional people skills as well as the mastery of a great number of specif

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

ic sales competencies and attitudes that are not generally found in other careers.

For you sales veterans, please don’t stop reading now, as I believe that many well established sales profes

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

Examples of combination products may in

ionals often struggle with these same three challenges.

There are obviously more than three challenges that new salespeople must deal with on a daily basis, so how did I single out the follo

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

wing three as the most critical? You can survive in a sales career without many of the others that are not mentioned here, but if you can’t overcome or deal with these three your successful

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

uture career in sales my be in doubt.

Here are the three.

1) The ability to control your attitudes no matter what is going on around you.

In sales you will be bombarded daily with economic

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

Combination pro

issues, customer challenges and organizational problems that will never go away. Sure, many of them will subside from time to time, while other new ones will surface. But, you will soon dis

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

cover that your success can’t be subject to the ebb and flow of these external issues, many of which you have no control over.

What can you do?

- Recognize that your ultimate success is ult

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

mately in your hands and not the control of the government, your organization or your competitors.
- Accept the fact that a positive attitude is one of your greatest allies in a succe

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

ssful career.
- Don’t ever give up control of your ability to control your attitudes.
- Read self-help materials with a vengeance.

2) The ability to manage your time and resource

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

.

The single common denominator in all salespeople whether they are just starting out or are making significant 6 figure incomes is – time. People who fail and people who succeed all have t

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

e same 24 hours to work with. Some may have a better education while others may be endowed with a great family heritage, but in the end everyone gets only 24 hours a day to use as they will.

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

Following aspects would a

What can you do?

- Develop an – early start concept. Start your day, your planning, your goalsetting – your

everything – while everyone else is still thinking about ‘getting started’.

-

dd to the challenges in developing combination products:

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

Whatever time a task or activity takes, get in the habit of cutting the time you have available for it in half.

- Make focus, concentration your mantra. Don’t let distractions and interru

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

ptions rule your day or your life.

- Spend ten percent of your time in planning and goalsetting activities.

- Develop a ruthless attitude about self-evaluation of your activities and resu

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

ts. Keep asking yourself – why, why not, how could I be doing – anything – better.

3) The ability to handle failure, rejection and discouragement.

Failure and rejection come with the ter

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

itory on a fairly routine basis in sales. No one is immune to a lost sale after a significant amount of time and resources were invested. No one sells everyone all the time. The resiliency

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

Professional from academic institutions, pharmaceutical industries, health care indust

to overcome disappointment, rejection and yes, even failure, is a critical part of the successful salesperson’s psyche.

What can you do?

- Accept the simple premise that not everyone you m

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

et is going to like you or buy from you. This doesn’t mean you shouldn’t try.

-Learn to learn from your failures. See failure as a stepping stone to being better.

-Fail often so you can

.

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

succeed sooner.

-Spend routine time in self-evaluation (I have two great tools that can help you. My book, Life Questions and my manual, Sales Competence and Evaluation. See my website to or

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

Companies that provide selfless information through particip

er them both.)

The rest is up to you. You can settle for being average or even mediocre or you can decide that your future is up to you and no one or nothing else is going to stop you, ever

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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