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Digg It - How To Become An Inspiring Sales Leader
An inspired and motivated workforce is essential for any business that hopes to stay ahead of the competition. But just how do you motivate people? What kind of leadership do people respond to? And how can you improve the quality of leadership in your business?
The Inspiration Gap:
In a survey of more than one
The Inspiration Gap:
In a survey of more than one
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
and a half thousand managers, people were asked what they would most like to see in their leaders. The most popular answer, mentioned by 55% of people, was ‘inspiration’.
When asked if they would describe their current leader as ‘inspiring’, only 11% said yes. The two attributes that people actually mentioned most of
When asked if they would describe their current leader as ‘inspiring’, only 11% said yes. The two attributes that people actually mentioned most 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
Examples of combination products may in
ten when describing their leaders were ‘knowledgeable’ and ‘ambitious’. As well as this thirst for inspiring leadership, there’s also evidence to support the idea that companies with inspiring leaders perform better.
The Sunday Times publishes an annual survey of the ‘Best Companies to Work For’, which is compiled fro
The Sunday Times publishes an annual survey of the ‘Best Companies to Work For’, which is compiled fro
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
m the opinions of the companies’ own employees. One interesting fact is that those ‘Best Companies’ that are publicly quoted consistently outperform the FTSE All-Share Index. Five-year compound returns show a 5.7% negative return for FTSE All-Share companies against a 13.6% gain for the Best Companies. Over three years
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
, the returns were -11.3% and 6.7% respectively while, in the last twelve months, they were 23.1% and 44%.
The ‘Best Companies to Work For’ have also performed impressively on staff turnover, sickness rates, absenteeism, and the ability to recruit good quality people.
The stereotype of the inspirational leader as som
The stereotype of the inspirational leader as som
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
eone extrovert and charismatic
is the exception rather than the rule. Looking at best practice across
business, though some inspirational leaders certainly do fit this mould, a large
number do not. Many are quiet, almost introverted The following are some of the most commonly observed characteristics of inspiring le
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
aders:
Strong Strategic Focus:
They are very good at ensuring that the business only does those things where it has the resources to do a good job and where it can add real value.
Lateral Thinkers:
They are particularly adept at drawing on experiences outside their own sectors and taking a much broade
Strong Strategic Focus:
They are very good at ensuring that the business only does those things where it has the resources to do a good job and where it can add real value.
Lateral Thinkers:
They are particularly adept at drawing on experiences outside their own sectors and taking a much broade
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
view than the norm. They look at things very laterally and encourage their people to do the same.
Vision And Communication:
An inspirational leader has a very strong, customer-focused vision of where the business should be going. Importantly they are also able to communicate their vision so that their people
Vision And Communication:
An inspirational leader has a very strong, customer-focused vision of where the business should be going. Importantly they are also able to communicate their vision so that their people
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
feel they own it and know where they fit into it. The best leaders are great communicators who prefer plain speaking to jargon.
Principled:
They are deeply committed, courageous, demanding of themselves and their people and confident, albeit often in a quiet and under-stated way. What singles them out is an ex
Principled:
They are deeply committed, courageous, demanding of themselves and their people and confident, albeit often in a quiet and under-stated way. What singles them out is an ex
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
ceptionally strong set of values built on honesty, openness and true respect for their people.
What makes an inspiring leader?
Reflective:
What distinguishes them is genuine humility and not being afraid to show vulnerability on occasions. This comes from regular periods of reflection and an unquenchable thir
What makes an inspiring leader?
Reflective:
What distinguishes them is genuine humility and not being afraid to show vulnerability on occasions. This comes from regular periods of reflection and an unquenchable thir
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
st for learning.
Risk Takers:
They have a marked tendency to ‘bend the rules’, take calculated risks, and, on occasions, be guided by their gut-feelings. They also tolerate this in other people, recognising that a certain amount of flexibility is essential to adapt to circumstances and make real strides forwar
Risk Takers:
They have a marked tendency to ‘bend the rules’, take calculated risks, and, on occasions, be guided by their gut-feelings. They also tolerate this in other people, recognising that a certain amount of flexibility is essential to adapt to circumstances and make real strides forwar
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
d.
Accessible:
They make time to get out and speak to people. This informal and personal contact is a very powerful motivator. Equally, when they are at their own desk, they aren’t cosseted behind a wall of PAs.
Value Attitude:
They value skills and training very highly, but they also focus heavily on
Accessible:
They make time to get out and speak to people. This informal and personal contact is a very powerful motivator. Equally, when they are at their own desk, they aren’t cosseted behind a wall of PAs.
Value Attitude:
They value skills and training very highly, but they also focus heavily on
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
attitude, believing that, without the right attitude and motivation, nothing will be achieved.
In the previous section, we looked at the qualities of inspiring leaders. The question is, why do these traits produce results?
Pay is only one component of job satisfaction. Other factors like respect and prestige can be
In the previous section, we looked at the qualities of inspiring leaders. The question is, why do these traits produce results?
Pay is only one component of job satisfaction. Other factors like respect and prestige can be
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
tremendously important in making staff feel good about their jobs. The reason that inspiring leadership produces results is that it contributes directly to fulfilling many of people’s emotional needs.
The following are some of the ways that best practice in leadership contributes to improved job satisfaction, motivati
The following are some of the ways that best practice in leadership contributes to improved job satisfaction, motivati
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
n and productivity.
Why people respond to leaders
Being Listened To:
A business where only senior managers are allowed to ‘have ideas’, rarely achieves great staff satisfaction. Inspirational leaders ask for, and respect, what their people tell them about how to do things better, and they provide the resource
Why people respond to leaders
Being Listened To:
A business where only senior managers are allowed to ‘have ideas’, rarely achieves great staff satisfaction. Inspirational leaders ask for, and respect, what their people tell them about how to do things better, and they provide the resource
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
s to ensure that the solutions are delivered.
Being Involved:
Inspirational leaders involve their people in changes for them to be a success. They give their people the freedom and support to get on with the job. When you walk around these companies, there is electricity in the air – you can feel the energy an
Being Involved:
Inspirational leaders involve their people in changes for them to be a success. They give their people the freedom and support to get on with the job. When you walk around these companies, there is electricity in the air – you can feel the energy an
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
d buzz.
Having Fun:
In successful companies, people work hard but enjoy themselves in the process. Fun is a great indicator that an organisation is innovative and is also a key innovation driver. At the ‘100 Best Companies to Work For’ you see a lot of fun at work.
Being Trusted:
It’s no coincidence t
Having Fun:
In successful companies, people work hard but enjoy themselves in the process. Fun is a great indicator that an organisation is innovative and is also a key innovation driver. At the ‘100 Best Companies to Work For’ you see a lot of fun at work.
Being Trusted:
It’s no coincidence t
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
hat, when you ask people what it is like to work in an organisation run by an inspirational leader, they talk about openness, honesty, respect and trust. These firms can boast highly committed staff that has a great sense of responsibility to their work.
Being Appreciated:
Recognition is an absolutely crucial
Being Appreciated:
Recognition is an absolutely crucial
.
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
element of inspiration, and few things are more powerful, or simple, than a genuine ‘thank you’. Inspirational leaders know that it’s vital that people feel appreciated and valued, so they show their appreciation through extensive celebration of success – both formally and informally.
Summary:
The best leaders
Summary:
The best leaders
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
promote a culture where their people value themselves, each other, the company and the customers. Everyone understands how their work makes a difference. This helps to build a commitment to higher standards where everybody is always looking to do things better.
Copyright © 2006 Jonathan Farrington. All rights reserve
Copyright © 2006 Jonathan Farrington. All rights reserve
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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