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Does your company have a good sales performance planning process? Are you

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

r people on your sales team fully benchmarked against a measurable set of

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

Examples of combination products may in

nnual goals? Do they understand exactly what it is that they’re tasked wi

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

th over the next year, to drive revenue growth for your company?

We find

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

hat many companies under-perform in doing proper sales performance plannin

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

Combination pro

g with their sales people. As a result, their sales representatives under-

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

erform and so do their companies. If your company is moving towards its f

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

iscal year end, now’s the best time to engage in sales performance plannin

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

with your sales team; particularly if you’re having a kick-off event to c

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

elebrate the end of your fiscal year and start a new one. It’s a great ti

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

e to make sure you’ve set proper objectives and talk with each team member

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

Following aspects would a

about what their upcoming revenue, margin and activity goals will be for

dd to the challenges in developing combination products:

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

he upcoming year.

Many companies that do sales performance planning feel

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

that it’s absolutely a key part of their overall performance management sy

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

tem. Performance management is key to holding your people accountable and

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

driving your sales team to achieve your company’s revenue targets. If yo

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

Professional from academic institutions, pharmaceutical industries, health care indust

r company has not enacted a sales performance planning system yet, conside

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

r doing so immediately. If you need outside help, there are many sales co

.

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

sulting firms that can help you to put together a framework and system for

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

Companies that provide selfless information through particip

effectively planning and measuring your sales teams overall effectiveness

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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