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Digg It - Green and Growing or Dying on the Vine
The real question is what have you learned in last year that you didn't know in the previous year?
Are you growing as a sales professional in 2006?
Or, will 2006 pretty much a repeat of
Are you growing as a sales professional in 2006?
Or, will 2006 pretty much a repeat of
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
2005 with respect to your sales expertise?
For too many salespeople, they have unfortunately had one year’s experience over and over; each year, they go through the same motions, doing
For too many salespeople, they have unfortunately had one year’s experience over and over; each year, they go through the same motions, doing
; 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
the same tasks. Salespeople that don’t grow, rarely experience the income growth of those that seek out educational materials and learn from them.
In my first year in sales I was pitifu
In my first year in sales I was pitifu
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
l. Looking back on that year, I’m surprised that my company didn’t fire me. I was na?ve, inexperienced and my immaturity made my work ethic suspect. But fortunately, I had two excellen
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
mentors that hung in there with me and helped me to develop my professional selling skills.
Who are your mentors? You ARE who you hang out with, you know. Are your best buddies hard c
Who are your mentors? You ARE who you hang out with, you know. Are your best buddies hard c
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
harging superstars at their chosen profession? Or are they goof-offs that pull you down to their level instead of pulling you up and helping you grow?
For the first couple of years I wa
For the first couple of years I wa
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
s in the sales profession, I was guilty of hanging out with losers. The guys that were the most critical of the company were among my best buddies. We would sit around after work bad mo
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
thing the boss. I was not a leader; I was a follower. I fell into a trap I now see so many salespeople fall prey to -- a very bad attitude toward the boss and the company. Our prices w
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ere always too high. Our company policies were anti sales and pro manufacturing.
After a few years, I left that company and joined a start up organization. This company was different.
After a few years, I left that company and joined a start up organization. This company was different.
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
My coworkers were all vastly superior to me in product knowledge, in work ethic and in attitude. I had to work like crazy just to keep up. My coworkers were winners, however. We sat a
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ound and socialized after hours, too, but the big difference was that we were discussing techniques to improve our performance, how to help our customers solve their most pressing problem
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
s, how to help them be more successful and how to help them make more money.
I began to grow more than I had ever grown in my life. Those around me could see my growth. My sales number
I began to grow more than I had ever grown in my life. Those around me could see my growth. My sales number
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
s also reflected my growth and development into a professional salesperson from that of a journeyman salesperson. I began to receive promotions, my income soared and my self confidence a
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
llowed me to overcome obstacles that would have cost me the sale just a couple of years before.
Ask yourself these questions:
What can I do this very day that I could not do in on this
Ask yourself these questions:
What can I do this very day that I could not do in on this
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
ay a year ago?
What talents do I possess today that I did not possess at this same time last year?
What skills did I develop this past year that were not a part of my skill set the year
What talents do I possess today that I did not possess at this same time last year?
What skills did I develop this past year that were not a part of my skill set the year
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
before?
How many sales books did I read over the past 12 months?
How many sales seminars did I attend last year?
How many CDs did I listen to this past year to develop my sales skills
How many sales books did I read over the past 12 months?
How many sales seminars did I attend last year?
How many CDs did I listen to this past year to develop my sales skills
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
?
What did I become capable of doing for my customers in last year that I could not have done for them in the year prior?
Did I gain another year of experience in last year or was last
What did I become capable of doing for my customers in last year that I could not have done for them in the year prior?
Did I gain another year of experience in last year or was last
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ear pretty much a repeat of the previous year?
The answers to these questions will tell you if you’re green and growing or dying on the vine. It’s not just the fifty and sixty year-old
The answers to these questions will tell you if you’re green and growing or dying on the vine. It’s not just the fifty and sixty year-old
.
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
salespeople that have stopped growing, all salespeople that have allowed their formal learning process to move to the back burner fall into this category.
Send me an email at blee@BillLe
Send me an email at blee@BillLe
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
eOnLine.com with sales library in the subject line and I will send you a FREE list of educational resources to get your started building your professional skill set.
Good selling in 2006
Good selling in 2006
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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