Advice You - Business

If you are a sales manager you know it is difficult to motivate your sales

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

team, but you also know that your ability as a coach is based on their ab

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

Examples of combination products may in

lity to succeed in sales. The mark of a good sales manager is one who is

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

aking less in salary than their least performing sales person.

But how yo

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

develop a motivational plan to help your sales team achieve more? One wa

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

Combination pro

to do this is to redefine the sales goals in terms stated more readily un

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

erstand in their personal lives. Below is an excerpt from a speech I gave

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

to a sales management class, as I explained to them how best to talk to th

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

ir salespeople in terms they could visualize and thus work to achieve thos

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

goals;

“I need month-by-month break-downs, names of accounts, material o

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

jects you want, family free time increases, co-brands you wish to establis

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

Following aspects would a

. This will help me strategize with each of you in your regions and devel

dd to the challenges in developing combination products:

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

p a plan of attack to achieve our goals simultaneously. We have so far to

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

go to conquer the market that right now we can focus more on a regional sa

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

uration set of plans rather than a Global Plan. As long as everyone is wi

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

ning we are happy. Since each one of us has our own set of goals, let us

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

Professional from academic institutions, pharmaceutical industries, health care indust

ear them.”

This method of motivational work very well because each salesp

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

rson was able to put into personal terms what each incremental sales succe

.

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

s meant to them personally. I hope you will consider this type of motivat

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

Companies that provide selfless information through particip

ng your small company or in your large sales force. Think on this in 2006

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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