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Digg It - Recruiting and Retaining Top Sales People
Two of the biggest issues facing the industry today are recruitment of sales personnel and retention. Problems in this area may not be due to bad hires or low unemployment rates. If they are related to bad hires then it means you don’t fire well. You are not holding people accounta
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
ble. If that’s the case, it only stands to reason that you are probably overpaying a sizable portion of your sales force, as they are not performing as “A” players.
The first thing you must do is a gut-wrenching honest assessment of your personnel. This must be done both quantitat
The first thing you must do is a gut-wrenching honest assessment of your personnel. This must be done both quantitat
; 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
vely and subjectively. Measurements must be in place. You cannot manage what you cannot measure.. Once you do have a sales system with measurement you must complete your personnel assessment. Upgrade your sales force to minimum acceptable standards. It would be exceptionally rare t
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
o find any distributor that didn’t have at least one salesperson that wasn’t performing up to expectations. “If you pull the gun, don’t be afraid to shoot.” Being fearful of sales consequences by terminating a salesperson is the lifeblood of mediocrity in a sales force.
Question:
Question:
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
s your sales force prepared and held accountable?
Conduct an assessment. Do this for each sales rep. Answer the following questions honestly and fairly. Use this scale as a guide:
1. Very Little
2. Somewhat but needs improvement
3. Meets acceptable standards
4. Above expectati
1. Very Little
2. Somewhat but needs improvement
3. Meets acceptable standards
4. Above expectati
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ons
5. Walks on water
Number Question
Assign Assessment Score for each question
1 Meets revenue and margin objectives --------------------------------------------Score
2 Follows through on all major issues -----------------------------------------------Score
3 Does not panic
5. Walks on water
Number Question
Assign Assessment Score for each question
1 Meets revenue and margin objectives --------------------------------------------Score
2 Follows through on all major issues -----------------------------------------------Score
3 Does not panic
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
hen facing a challenge and uses all resources effectively----Score
4 Is confident and knows how to effect change -------------------------------------Score
5 Committed to territory and account penetration planning------------------------Score
6 Is clearly focused and has establi
4 Is confident and knows how to effect change -------------------------------------Score
5 Committed to territory and account penetration planning------------------------Score
6 Is clearly focused and has establi
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
shed priorities----------------------------------Score
7 Is well thought of and respected by their peers----------------------------------Score
Interpretation:
28 – 35: You have identified an “A” player.
21 – 28: May indicate a solid performer but additional training and mento
7 Is well thought of and respected by their peers----------------------------------Score
Interpretation:
28 – 35: You have identified an “A” player.
21 – 28: May indicate a solid performer but additional training and mento
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ing may be advisable to help them reach their maximum potential.
0 – 21: Needs serious attention. Replacement may be the only answer.
“It is OK to carry your wounded but you must bury your dead.”
Once you have done an assessment and established new acceptable standards the situa
0 – 21: Needs serious attention. Replacement may be the only answer.
“It is OK to carry your wounded but you must bury your dead.”
Once you have done an assessment and established new acceptable standards the situa
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
tion you find yourself in may be due to the fact that you don’t clearly recognize your employees as one of your core competencies.
Admittedly, they don’t fit the purest definition of core competency as stated in “Facing the Forces of Change”, but it is a fact that it is your emplo
Admittedly, they don’t fit the purest definition of core competency as stated in “Facing the Forces of Change”, but it is a fact that it is your emplo
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ees who are responsible for creating profit.
Once you accept that concept, your next step is to make people part of your strategic initiatives. That means becoming an “Employer of Choice” – someone everyone would like to work for. The following attributes are absolute musts in bec
Once you accept that concept, your next step is to make people part of your strategic initiatives. That means becoming an “Employer of Choice” – someone everyone would like to work for. The following attributes are absolute musts in bec
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
ming an “Employer of Choice:”
• A personnel skills inventory: Questions would include: What functional area or position is ultimately desired? What interim positions would help you on your way to reaching this desired position? What training do you need to accomplish this? To w
• A personnel skills inventory: Questions would include: What functional area or position is ultimately desired? What interim positions would help you on your way to reaching this desired position? What training do you need to accomplish this? To w
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
hich area and branch office(s) would you be willing to relocate, if any? List the languages you speak fluently. Hobbies/Interests. Experience in any field including computers, marketing, sales, distribution, and management. All training and education.
• People are the company
• People are the company
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
s highest priority (people aren’t profit but without people there are no profits)
• Pay at market wages
• Recognize employee contributions with praise and awards
• Have a well organized and defined orientation and training program
• Review your total compensation programs annua
• Pay at market wages
• Recognize employee contributions with praise and awards
• Have a well organized and defined orientation and training program
• Review your total compensation programs annua
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
lly. Do market testing to ensure you are paying competitive wages.
• Make sure Human Resources is more than just one person handling insurance and benefits.
• Create an E.A.P. (Employee Assistance Program)
• Do more than annual performance reviews. Insist that all managers meet
• Make sure Human Resources is more than just one person handling insurance and benefits.
• Create an E.A.P. (Employee Assistance Program)
• Do more than annual performance reviews. Insist that all managers meet
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
ith their employees for a minimum of ? hour once a month documenting the pluses and minuses of their performance.
• Use the monthly informal evaluations to complete the annual appraisals (example of this form follows).
Informal Monthly Employee Review
Date:
Supervisor Name:
Em
• Use the monthly informal evaluations to complete the annual appraisals (example of this form follows).
Informal Monthly Employee Review
Date:
Supervisor Name:
Em
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
ployee Name:
Dept.
Positive contributions or strengths demonstrated:
Negative issues, problems or weaknesses demonstrated:
Recommended Action
Supervisor Signature
Employee Signature
“ A warning. . .make sure you have assessed your team fairly and removed the bad apples from
Dept.
Positive contributions or strengths demonstrated:
Negative issues, problems or weaknesses demonstrated:
Recommended Action
Supervisor Signature
Employee Signature
“ A warning. . .make sure you have assessed your team fairly and removed the bad apples from
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
he barrel.”
If you still are too small to adopt some of these initiatives, that’s OK, as long as you make your people your highest priority, they will notice.
• If you have a recruiter, use them. Do not allow sales management to waste time recruiting or screening new applicants.
If you still are too small to adopt some of these initiatives, that’s OK, as long as you make your people your highest priority, they will notice.
• If you have a recruiter, use them. Do not allow sales management to waste time recruiting or screening new applicants.
.
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
If you don’t have a recruiter, assign a non-revenue producing person to screen sales applicants based on specific guidelines.
• Create a probationary program that has a definite timeline and a plan for improvement that is measurable. It should be crystal clear to the employee that
• Create a probationary program that has a definite timeline and a plan for improvement that is measurable. It should be crystal clear to the employee that
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
they either meet the criteria in the improvement plan or they are terminated. This follows your assessment rating.
• Create both a formal and informal communication channel.
• You must build the human resource strategy, “The People Plan,” into your business plan or strategic plan
• Create both a formal and informal communication channel.
• You must build the human resource strategy, “The People Plan,” into your business plan or strategic plan
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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