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Most sales managers got to where they are because they were effective salespeople, first.

An

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

d they became effective in sales because they were optimistic.

Then they were elevated to a

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

Examples of combination products may in

anagement post, and they retained that optimism, projecting it into their crew. But the mark

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 a mature manager is adding a certain amount of realism to their mental mix, especially whe

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

it comes to evaluating the people under their supervision.

This is especially necessary whe

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

Combination pro

n our hires don’t live up to our expectations for them.

Many managers are reluctant to confr

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

nt the fact that they brought aboard someone who, for whatever reasons, just doesn’t have wha

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

t it takes to succeed. Instead of biting the bullet and dismissing them promptly, they hope f

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

r a turnaround.

What is it that can tell us the person should be let go? Here are five signs

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

that you hired a loser:

(1) Distractions constantly beg for their attention.

(2) They succ

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

mb to analysis paralysis.

(3) They ask everybody for their tips.

(4) They make excuses.

(5

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

Following aspects would a

) Their attitudes change, noticeably, from positivity to creeping negativity.

The best hires

dd to the challenges in developing combination products:

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

by comparison, tend to be READY-FIRE-AIM types who want to:

(1) Eschew all distractions and

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

focus on selling, alone.

(2) Keep their task simple and unambiguous.

(3) Follow management

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

s directions or stick to their personal formulas for success.

(4) Take total responsibility

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

for results.

(5) Stay positive, knowing that nothing can withstand an ongoing assault of som

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

Professional from academic institutions, pharmaceutical industries, health care indust

one that perseveres.

As a sales manager and a consultant I’ve seen very few salespeople who

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

survive the negatives noted in the first list, and none that have gone on to achieve distinct

.

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

on.

All of the true winners have manifested the second set of characteristics, however.

Loo

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

Companies that provide selfless information through particip

k at your sales crew and assess them using these items.

Let me know if you find them helpful

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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