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Digg It - How to Hold a Successful Sales Meeting
Sales meetings. What kind of feeling does that term bring up in you? If you're a manag
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
er, do you struggle to find meaningful, fresh content each week? Or are you prepared an
; 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
d look forward to the chance to lead and inspire your sales team?
If you're a sales rep
If you're a sales rep
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
, do you dread taking time away from the phone and think your company's meetings are jus
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
t a big waste of time and energy?
Here's the good news -- a good sales meeting can be a
Here's the good news -- a good sales meeting can be a
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
powerful sales tool and can provide valuable training and information that helps everyo
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
ne perform better. If you're a manager use this outline to instantly improve the effect
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
veness of your sales meetings, and if you are a sales rep, forward this to your manager!
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
The Successful Sales Meeting Agenda:
1 Start and end your meetings
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
on time. If any sales reps are consistently late, sit with them after the meeting and e
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
nlist their support and express your expectations of them. But lead by example -- start
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
and end your meetings on time
2 Print out your meeting agenda and pass it out at the
2 Print out your meeting agenda and pass it out at the
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
beginning of the meeting
3 Start with a sales quote of the day
4 Discuss office prod
3 Start with a sales quote of the day
4 Discuss office prod
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
uction (not individual)
5 Marketing updates.
6 Upcoming training schedule (give brie
5 Marketing updates.
6 Upcoming training schedule (give brie
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
details and stress the importance of attendance)
7 Sales training portion (15 to 20 m
7 Sales training portion (15 to 20 m
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
inutes)
8 Office administrator announcements
9 A quick have and wants session
10 R
8 Office administrator announcements
9 A quick have and wants session
10 R
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
ecognition of top performance -- give out a weekly trophy to the producer or sales rep o
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
f the week. (Reusable trophy gets transferred from rep to rep based on production, lead
.
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
generation, attendance, best effort, etc.)
11 End meeting (on time!) Follow this str
11 End meeting (on time!) Follow this str
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
ucture and begin having powerful, value packed meetings starting with your very next one
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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