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Half asleep but with a look of fear still present in her eyes, Sandy stared into the bathroom mirror. Her right cheek displayed the remnants of pillow w

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

rinkles and still revealed a telltale sign of the drool that escaped her mouth during the night as she slept. Sleep hadn't come easy for Sandy that enti

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

Examples of combination products may in

re weekend. In fact, this was the worst weekend she could remember having since her Grandmother passed away. Sandy looked into the mirror only to see an

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

unsympathetic face filled with anxiety staring back at her.

"Just call in sick," she commanded to her own image in the mirror. "Better yet, why don't y

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

ou just quit, that'll fix that Bozo of a boss. I'm the best Inside Sales person our company has. They'll miss me when I'm gone."

The coldness of the wa

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

Combination pro

er on her hands coming from the faucet she had turned on brought Sandy's thoughts back to reality. She knew she couldn't "Just Quit." She was a single M

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

om and they paid her a good salary.

"Besides," she thought, "I've got ten years with this company. They shouldn't treat me this way. What am I going to

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

do?"

What caused Sandy to be so upset? What caused her to lose so much sleep over the weekend? What filled her with anxiety and fear? What made her co

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

sider giving up a ten-year career as an Inside Sales person?

"MANDATORY OUTCALL"

Although this little story is fictional, many of your employees may h

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

ave experienced or be experiencing these same exact feelings.

"FEAR OF MAKING PERSONAL CONTACT WITH THE UNKNOWN"

Outcall is an exceptionally good Mark

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

ting/Sales tool if it is done right. There is a lucky few that can just pick up the phone, make a cold call and it comes naturally to them. But for most

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

Following aspects would a

of your employees, making that call is the most unpleasant and difficult task you could possibly ask them to do. It's actually unfair to send them onto

dd to the challenges in developing combination products:

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

the "Outcall Battlefield" without arming them with the proper weapons. Those weapons are generated through training. It's true that for some people Out

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

all is no big deal. It's also true that for some people no matter what you do, or how much training you provide, they just wont be able to do it success

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

fully.

However, for the vast majority of the Inside Sales people and Call Center Agents employed in this country today, Outcall training can be extreme

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

y beneficial. A solid outcall program with trained personnel can provide a major impact to revenue and bottom line profits. Think about it. If you have

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

Professional from academic institutions, pharmaceutical industries, health care indust

only five inside sales people making ten outcalls per day, that totals 250 calls per week which equates to 1000 new proactive customer contacts per mont

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

h.

It has been said: "You can send a gorilla out as a field sales rep and if he calls on enough people, sooner or later someone will pin an order to hi

.

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

chest and send him home."

With the sheer volume of contacts alone, sales have to increase. Think about the significant contribution your inside sales

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

Companies that provide selfless information through particip

people can provide if they are trained and really know what they are doing. Add a new account bonus program to the formula and results can be astounding

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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Are you trying to delegate to others and in the end, more work is created for you? Why is this phenomenon often true?

Looking for sales success? Sorry, you won't find the real secret at a book store. Where should you look for this secret? How about inside yourself!

Sales is a demanding field, whatever your niche. With the constant threat of rejection, quotas, competition – it can all be a little overwhelming unless you have a positive mindset and certain firm rules to adhere to.

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