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Sales Recruiting is an important element in building a successful company. Without a solid sales team to spread the word and secure orders, companies are facing an uphill battl

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

e.

If you're in the market to hire a new salesperson or wondering why the salespeople you've hired in the past aren't producing, here are some important characteristics of top

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

Examples of combination products may in

salespeople that may help you improve your Sales Recruiting skills.

Hire a Racehorse

Based on my experience, top salespeople are a special breed. Salespeople are kind

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

of like horses. Some horses are destined to be racehorses, while others are better suited for plowing fields or carriage rides. Top salespeople are similar to great racehorses

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

in that both seem to have huge drive and huge egos. Racehorses can be a bit tempermental, even tough to work with at times, but their inner drive helps them win and deliver mo

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

Combination pro

re sales for their companies.

Companies and sales managers hoping to jumpstart their sales production hire racehorse-like salespeople. One of the biggest mistakes I see compan

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

ies make with their Sales Recruiting efforts is that they look for and ultimately hire "nice", as in "I think he/she will fit in nicely with our team". In other words, they hir

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

e a plow horse. Plow horses are nice. They work 'til they drop and don't have and aggressive bone in their bodies. They tend to move rather slowly, and so will your sales if yo

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

u hire salespeople like this.

To be successful in sales, customers must like and trust their salespeople, and the salesperson needs to have the skills to move a customer forwa

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

rd quickly. I'm not suggesting that you hire overaggressive salespeople, just likable, positive people who have honed their selling skills.

Create a Qualifications - Skills

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

List

When it's time to start the Sales Recruiting process, have a list of qualifications and skills that you require which would be beneficial to the position but not nec

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

Following aspects would a

essarily required. If no quantified numbers are available, you can still ask a candidate to rate his or her specific skill level (ability to overcome objections, closing skills

dd to the challenges in developing combination products:

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

, for example) on a scale of 1 to 10.

Since people are generally drawn towards enthusiastic people, enthusiasm should be at the top of your list. Most companies insist on hiri

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

ng someone with knowledge of the industry above all else. In almost every industry I can think of, you can teach industry knowledge, but it's almost impossible to teach enthusi

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

asm and like ability. Other characteristics of top salespeople: Ability to think on their feet; flexible, good problem-solvers; consumate listeners; and good sense of humor.

T

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

aking the time to create a qualifications checklist will help you write your ad for your sales position, whether it's online or the newspaper. Online job boards such as Sales C

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

Professional from academic institutions, pharmaceutical industries, health care indust

areers Online, are used by many as the primary place to look for jobs, especially in major cities.

Prepare For Your Interviews

I always encourage interviewers and ever

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

yone involved in the Sales Recruiting process to have a mini-commercial about strengths of your industry and company ready. Years ago, when unemployment was high, employers did

.

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

n't have to sell their industry, company or position. Times have changed, smart companies realize survival depends on having the best possible talent. Today, qualified candidat

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

Companies that provide selfless information through particip

es have lots of choices, so it's important to have a presentation that paints the most favorable view of your company and a Sales Recruiting plan that's at the top of it's game

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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