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Main Subject - It's not your attitude, stupid
Please save the “attitude equals success” and “positive attitude means positive career” jargon for the magic sales fairy. Only a magic sales fairy could be the positive attitude cover girl for today’s always happy sales attitud
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 crowd. You know who they are; they’re preaching a life time of sales success if you can only maintain a positive attitude.
No human being, especially with a Chicago commute (yours truly) can possibly stay positive all the ti
No human being, especially with a Chicago commute (yours truly) can possibly stay positive all the ti
; 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
me. I contend that positive attitude is much harder to control and much less important than daily success. Daily success can be controlled.
Speaking of daily success do you remember “one day at a time”? Does Alcoholics Anony
Speaking of daily success do you remember “one day at a time”? Does Alcoholics Anony
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
mous preach a life time of sobriety to their members? No. If they did what alcoholic could get through the day with that challenge awaiting him? “Oh my God, a life time of sobriety! Someone pour me a scotch, quick!” The messa
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
e is; just don’t drink today, not in the next 24 hours, that’s all, just not today. So as salespeople we simply need to define results that will make a successful next 12 hours and execute to produce said results. And don’t ob
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
sess about staying positive; you have enough to worry about.
If we agree that a successful sales day can be achieved without positive attitude fairy dust, then let’s talk about what really impacts us. Two things are the founda
If we agree that a successful sales day can be achieved without positive attitude fairy dust, then let’s talk about what really impacts us. Two things are the founda
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
tion of any successful day in selling and they are all but out of your control:
1. That your direct boss whom you respect (a separate challenge) is purposefully charging forward and blazing a path of which you can follow.
2. T
1. That your direct boss whom you respect (a separate challenge) is purposefully charging forward and blazing a path of which you can follow.
2. T
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
at you have a firm belief that the products and services which you provide your clients truly have an opportunity to help them win.
If either of these two criteria are not crystal clear when you open your eyes in the morning th
If either of these two criteria are not crystal clear when you open your eyes in the morning th
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
en you’re already one step behind ideal. (Yes, if you lack these two things then you may have a bad attitude but the fix is in adjusting the cause, not the effect.)
There are thousands of other things that can make or break th
There are thousands of other things that can make or break th
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
e success of a day, however when these two foundational principals exist in your selling world then blame only yourself for an unsuccessful day. If they do not exist then feel free to point the finger at others as well. It’s o
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
, some excuses are indeed valid. Many great sales people thrive daily with just one or none of these two assets in hand. However, if you’re a sales manager or sales executive looking for an instant advantage in the marketplace
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
, be certain these two foundational criteria exist. Your salespeople will thank you.
If you’re a salesperson like me, trying to put together a successful year or a successful career without first defining and gaining experienc
If you’re a salesperson like me, trying to put together a successful year or a successful career without first defining and gaining experienc
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
e in putting together a string of successful days then you’re going about things backwards. The story of my sales career looks like a Cedar Point roller roaster, successful up days and non-successful down days litter my work we
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
eks. As salespeople we need to make our week look more like a merry-go-round. Just a bunch of even keeled smiling horses buzzing in a consistent direction. So what do we do about the 2 foundations of success? Here are three
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
ieces of advice:
1. If you have a strong direct manager whom you respect and who attacks selling everyday with a passion for success AND you have a product and/or service offering which you passionately believe can help your pr
1. If you have a strong direct manager whom you respect and who attacks selling everyday with a passion for success AND you have a product and/or service offering which you passionately believe can help your pr
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
ospects win, stop reading and go sell something. You’re one of the fortunate ones.
2. Apart from your level of respect for your manager if you feel he or she is either a burden on your efforts or simply irrelevant to your succ
2. Apart from your level of respect for your manager if you feel he or she is either a burden on your efforts or simply irrelevant to your succ
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
ess BUT you have a product and/or service offering which you passionately believe can help your prospects win then pretend you’re the CEO of your own business and go sell something.
3. Apart from your level of respe
3. Apart from your level of respe
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
t for your manager if you feel he or she is either a burden on your efforts or simply irrelevant to your success AND you feel like your product and/or service offering provide no real opportunity for your prospects to win, spend
.
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
2 hours a day prospecting for a new career and the rest trying to sell something.
Regardless of which category you fall into, the possibility of putting together a successful day is still very much in your control. Your abili
Regardless of which category you fall into, the possibility of putting together a successful day is still very much in your control. Your abili
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
ty to string them together more than less is what will define your success. Continue to evaluate the two foundational criteria and their impact on your day. It’s only ok to blame others when they deserve it, including yourself
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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