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Time management is difficult. You are busy. You have lots to do. Study these 7 habits of successful sales managers. How many of them are part of your schedule ?

Identify items as urgent, important and secondary.<

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

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Devote time to each but do it in the proper order. Urgent activities take priority over everything else. Anything that is hindering the completion of a sale is an urgent activity.

Do nothing else until these ar

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

Examples of combination products may in

e completed, you have scheduled their completion or delegated the completion to someone else.

Important activities occur daily. These deal with current business and ongoing programs that lead to furthering bu

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

iness. Included in this group is sales follow-up, customer follow-up, training, recruiting and hiring.

Secondary activity includes anything in your job description that does not deal directly with customers o

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

r making a sale.

The simple way to prioritize is to WRITE IT DOWN in order of importance and cross it off when completed. If you have a task that is scheduled but not yet completed be certain you follow up un

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

Combination pro

il it is done. A hint here:

the best organization system ever created is the legal pad.

Acknowledge every Person in the Building

Management by walking around is a vital part of your success. Spend time ever

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

y morning walking through your place of business. Acknowledge everyone there. A wave, a quick smile. You do not have to engage them in conversation. The benefits are enormous. The first impression you create is that

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

you genuinely care about their well being. When you need a favor it will be easier to get it done. Do not make the mistake of being the type of manager who goes to work, goes in their office and appears only when the

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

want something.

Touch Every One of your Salespeople

They need to know you have a genuine interest in their success. Simply ask them the following question. “What can I do to help you make a sale today?”

Th

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

is simple question will get all the information you want regarding what they are going to do today. Do you know what they are going to do?

They will tell you about each and every deal they have working, customers th

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

y are going to contact, appointments, etc. Avoid the frustration of demanding they come to you with their daily work plan. By asking them what you can do to help you will not only get the information, they will come

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

Following aspects would a

to expect it and have their game plan prepared. It might take several days for the idea to become part of the routine but once it is ingrained it will never go away.

Look at Your Numbers

Look at the numbers

dd to the challenges in developing combination products:

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

that tell you about the performance for each of your salespeople.

Be reminded that you cannot manage results, they have already happened. You are merely trying to identify trends in your salespeople before t

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

ey become a problem.

Take time to analyze the numbers.

Look at Your People

Are they ready to work? Their time must be managed by you. Activity breeds activity. If they knew how to stay busy they wouldn’t be

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

idle in the first place. Get them involved in meaningful activities during slow traffic periods. Product knowledge, certification, helping newer salespeople, etc. These are things we never seem to find time to do. B

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

getting them involved early each morning you set the tone for the day.

Look at Your Advertising

Is it there? You pay money to advertise. Make sure the ad ran. This is important every day but especially if y

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

Professional from academic institutions, pharmaceutical industries, health care indust

ou are running a promotion. More than one sales manager has had egg on his face by not doing so.

What is the competition advertising? Do not make the mistake of waiting until the last minute deadline established by

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

the newspaper and just throwing something in to have representation. It’s quality, not quantity that counts. What is the message? Why is it different? Why should they call? Who is your ad designed to attract?

The

.

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

Secret of Time Management is Managing Yourself

It is setting priorities, taking charge of your situation and utilizing your time to its highest potential. It means changing habits or activities that waste it. At

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

Companies that provide selfless information through particip

tempting to do too much at once will insure you completely lose track of time. Break tasks down into components that can be easily managed. All successful time management begins with planning and focusing on the 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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