Tags |
|
|
Links |
|
|
Main Subject - The Biggest Challenges in Professional Selling Today
What are the biggest challenges faced by salespeople today?
In my opinion, the biggest challenge exists within our own profession. Many do not realize that 1) selling is not a recognized profession and 2) people have no idea what salespeopl
In my opinion, the biggest challenge exists within our own profession. Many do not realize that 1) selling is not a recognized profession and 2) people have no idea what salespeopl
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
e do 3) what the impact of professional selling is to a company or to the overall economy.
I know that many of your readers would expect me to say globalization or advances in technology are the biggest challenges. But these are not the bi
I know that many of your readers would expect me to say globalization or advances in technology are the biggest challenges. But these are not the bi
; 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
ggest challenges facing sales professionals. In fact, our biggest challenges exist right within our own profession, we simply have to look around.
I have read in some marketing magazines where selling is considered obsolete and still other
I have read in some marketing magazines where selling is considered obsolete and still other
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
s are forecasting the demise of the salesperson all together. Though this talk has existed for many years, the internet has caused it to become more mainstream. Elements such as measuring the cost of sales and believing that it is “too exp
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ensive” to have a sales team or identifying marketing integration and not including the selling team are examples of how the marketing community does not recognize what salespeople do. Another example of this is within the Human Resources
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
iring literature around what it takes to hire a “good” salesperson. Believe me, globalization, internationalization, cultural differences, advances in technology, and lack of differentiation are definitely challenges for salespeople, but th
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
ey pale in comparison to how far the sales profession has to go until it is recognized as a “true profession.” Therefore, the biggest challenges facing salespeople are:
Apathy – There is a tendency for sales people to look at their situat
Apathy – There is a tendency for sales people to look at their situat
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
ion as unique and have some degree of apathy over whether professional training and measures apply to them. The large number of sales training options, many of which are mediocre, cause sales professionals to look at any purported vehicle f
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
or self-improvement and increased professionalism with a cynical eye. It is very difficult to show that training has led to a specific result, meaning that sales professionals often view any training as an activity that takes them away from
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
revenue generating opportunities in the field. By thinking this, they are thinking completely different then any other professional (it’s like a lawyer not wanting to learn about law). What’s worse is the fact that sales training is cons
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
antly dumbing down the complexity of selling. In fact, it seems like today that sales training is supposed to be some sort of entertainment and a “break” from the rigors of the selling world. That, my fellow sales colleagues, is a 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
.
Confusion – I can’t help but remember the first time I went to sales training or the first time I looked for sales books. They all looked the same. Most were designed to be “quick reads” with very little real substance. I remember ask
Confusion – I can’t help but remember the first time I went to sales training or the first time I looked for sales books. They all looked the same. Most were designed to be “quick reads” with very little real substance. I remember ask
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
ing 20 salespeople “What is professional selling?” They would always reply what they did. For example; “Professional Selling requires making phone calls.” Or “Professional Selling is about getting in front of customers.” For every time I
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
asked “what is professional selling?” I would get the reply back “here is what I do.” It’s very confusing. What’s worse is the fact that there is no common language and lexicon in the sales community. Is it an “outside salesperson”, “fi
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
eld salesperson”, “relationship manager”, or “industrial salesperson”? Believe it or not, they all mean the same thing. There is global confusion within the profession of selling and it is a major problem. Because of this, there is even m
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
re confusion outside the profession. This is a bigger problem because without the profession coming together to say “here is what we do”, then others will be left to say “oh! Here is what I think salespeople do”
This would be like going to
This would be like going to
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
a doctor and having them show you how to take out an appendix, but never teaching you about the systems of the body. Advances in the profession of selling cannot occur until the “what” of selling is understood – hence our work in creating
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
the universal selling framework.
Ignorance – Sales people often do not know what they do not know, and though they may have the drive, my not have an appreciation of the benefits of “being a professional.” Whereas apathy could be the primar
Ignorance – Sales people often do not know what they do not know, and though they may have the drive, my not have an appreciation of the benefits of “being a professional.” Whereas apathy could be the primar
.
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
y obstacle for the 80% of sales people that make 20% of the sales revenue, ignorance could be the major obstacle for the 20% of sales people that make the other 80% of the sales. This 20% is important, however, because they tend to be the l
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
eaders. Providing a message that compels sales people who already have ample evidence of being skilled in the profession to become active in the profession itself would serve to drive all other sales people toward being professional as well
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.mainsubjects.org.ua/article/36338/mainsubjects-The-Biggest-Challenges-in-Professional-Selling-Today.html">The Biggest Challenges in Professional Selling Today</a>
BB link (for phorums):
[url=http://www.mainsubjects.org.ua/article/36338/mainsubjects-The-Biggest-Challenges-in-Professional-Selling-Today.html]The Biggest Challenges in Professional Selling Today[/url]
Related Articles:
Is Invoice Factoring an Affordable Business Financing Solution?
Tips for Curing Bad Customer Service
The Ebb and Flow of Network Marketing
Bookmark it:
|