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Main Subject - Tough Reprimands -- How To Handle That One On One Discussion With A Sales Person
All companies are in constant need of aggressive, creative and resourceful salespeople to have their products specified, accepted and used by customers. Without informed and capable field salespeople, no distributorship could hope to compete in the marketplace today.
How often have any of us stopped to consider the fact that good salespeople, the kind who can help a company really grow, don’t just happen to come along by chance or fate. There is no su
How often have any of us stopped to consider the fact that good salespeople, the kind who can help a company really grow, don’t just happen to come along by chance or fate. There is no su
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
ch thing as a “born salesperson,” because selling ability is much more than an intangible given that a person either has or doesn’t have.
Selling does require certain attributes in a person. He or she should, for example, be basically outgoing in manner and capable of making a genuinely favorable impression almost immediately. Also, the person must be intelligent, able to grasp ideas and details easily, retain them and recall them for use whenever nec
Selling does require certain attributes in a person. He or she should, for example, be basically outgoing in manner and capable of making a genuinely favorable impression almost immediately. Also, the person must be intelligent, able to grasp ideas and details easily, retain them and recall them for use whenever nec
; 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
ssary in selling situations. These factors and many others relating to personal and emotional characteristics are contributing elements in the makeup of the successful salesperson.
Non Performance ---- Now What?
So, all that being said, what do you do when one of your sales people just isn’t performing up to standards? The key to answering that question is determining the cause of the non performance. Start by reviewing the obvious. A sales person mu
Non Performance ---- Now What?
So, all that being said, what do you do when one of your sales people just isn’t performing up to standards? The key to answering that question is determining the cause of the non performance. Start by reviewing the obvious. A sales person mu
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
st have adequate tools, resources and leadership to maximize their effectiveness.
The review process is a critical component of sales effectiveness. This review should occur monthly for regularly performing sales representatives (reps) and even more frequently for those reps that are under performing. This review enables the sales manager and the sales representative to discuss, plan and measure success. In addition to possessing and capitalizing on c
The review process is a critical component of sales effectiveness. This review should occur monthly for regularly performing sales representatives (reps) and even more frequently for those reps that are under performing. This review enables the sales manager and the sales representative to discuss, plan and measure success. In addition to possessing and capitalizing on c
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
rtain natural talents and traits, the review process should encompass the following issues:
1. Knowledge of products, customers and customer organizations.
2. Skills in the application of this knowledge.
3. Development of a favorable attitude as it pertains to that knowledge and those applied skills.
4. Review of all Target Growth Accounts, Prospects and Long Term Target Accounts
5. Review of all opportunity reports or lack of
1. Knowledge of products, customers and customer organizations.
2. Skills in the application of this knowledge.
3. Development of a favorable attitude as it pertains to that knowledge and those applied skills.
4. Review of all Target Growth Accounts, Prospects and Long Term Target Accounts
5. Review of all opportunity reports or lack of
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
6. Review of specific territory objectives including sales to plan and gross profit to plan
Instructional Guidelines for the Under Performing Review:
I. Preparation
The sales representative (sales rep) and the sales manager should prepare ahead of time by reviewing territory objectives. Preparation should include reviewing personal performance on each target account, opportunities, sales to plan and gross profit to plan. A quick checklist of what w
Instructional Guidelines for the Under Performing Review:
I. Preparation
The sales representative (sales rep) and the sales manager should prepare ahead of time by reviewing territory objectives. Preparation should include reviewing personal performance on each target account, opportunities, sales to plan and gross profit to plan. A quick checklist of what w
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 right and what went wrong for each objective will prove very helpful during the review.
More and more, the sales rep is becoming all things to the customer. Pressed for time, customers tend to require quicker and more complete answers to their inquiries, and they look to the salesperson to provide solutions, not just products. Selling skills tend to center on the ability of a salesperson to translate product features into customer benefits as they
More and more, the sales rep is becoming all things to the customer. Pressed for time, customers tend to require quicker and more complete answers to their inquiries, and they look to the salesperson to provide solutions, not just products. Selling skills tend to center on the ability of a salesperson to translate product features into customer benefits as they
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
apply directly to the prospect’s problems. This in effect is the value proposition.
Lastly, a generally positive attitude is necessary to promote the maximum and optimum use of knowledge and skills in the selling situation.
II. Attitude Is the Foundation
It is agreed that the attitude of the sales rep is a key factor in their success. It is really the foundation for success. The critical question then becomes how to ensure that the best possible at
Lastly, a generally positive attitude is necessary to promote the maximum and optimum use of knowledge and skills in the selling situation.
II. Attitude Is the Foundation
It is agreed that the attitude of the sales rep is a key factor in their success. It is really the foundation for success. The critical question then becomes how to ensure that the best possible at
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
itude exists on the part of the non-performing rep. If the individual is not receptive and has a poor attitude to begin with, very little can be done to create an atmosphere conducive to learning. This attitudinal problem must be corrected before another step is taken. If it can not be corrected then termination may be the best answer for both the rep and the company. However, don’t give up too soon. Sometimes the “devil you know is better than the dev
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
il you don’t know.” In other words, turnover is very costly. Besides, if it is something you as the sales manager or something about the culture of the company that contributes to the employee’s attitude and lack of success, then termination will only temporarily solve your problem.
III. Fundamental Steps to Address Attitude Issues
There are a number of fundamental steps that can be taken to improve the attitude of the employee. Some of these are:
III. Fundamental Steps to Address Attitude Issues
There are a number of fundamental steps that can be taken to improve the attitude of the employee. Some of these are:
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
. Encouragement of maximum participation in sales meeting and other training opportunities.
2. Creation of enthusiasm by demonstrating support and enthusiasm.
3. Creation of confidence in the program by providing support and resources
4. Giving success examples – documenting case studies
5. Asking thought provoking questions (without prying into their personal life) with the hope that they will open up and allow the exploration th
2. Creation of enthusiasm by demonstrating support and enthusiasm.
3. Creation of confidence in the program by providing support and resources
4. Giving success examples – documenting case studies
5. Asking thought provoking questions (without prying into their personal life) with the hope that they will open up and allow the exploration th
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
t points to the real cause of their poor attitude and non performance
6. Personal skill development training that addresses people skills
If you can discover the cause and correct the attitude issue then hope exists for this employee. The proper attitude at the very least can help you determine if this employee is worth the investment of your personal coaching time, additional training and the deployment of other company resources. If the root ca
6. Personal skill development training that addresses people skills
If you can discover the cause and correct the attitude issue then hope exists for this employee. The proper attitude at the very least can help you determine if this employee is worth the investment of your personal coaching time, additional training and the deployment of other company resources. If the root ca
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
use of the attitude problem can not be determined and corrected, probation and termination certainly enter into the equation. Sometimes we just don’t hire right and need to correct our mistakes.
IV. Is Training the Issue
Generally, if you are good at the hiring process, non-performance can often be traced to a lack of or improper training. The training program should be designed to achieve maximum participation on the part of the sales rep; as much t
IV. Is Training the Issue
Generally, if you are good at the hiring process, non-performance can often be traced to a lack of or improper training. The training program should be designed to achieve maximum participation on the part of the sales rep; as much t
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
me as possible should be devoted to realizing this goal. This is especially true if you need to set up a special training program to help a non-performing rep. It has been proven time and again that active participation in sales training is one of the most effective methods of developing both an attitude for learning and an attitude for successful salesmanship.
V. Coaching for Non-performance
To help a poor performer the coaching process would in
V. Coaching for Non-performance
To help a poor performer the coaching process would in
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
clude these five steps:
• Define the Situation Clearly - gather facts and identify performance results. Don’t sugar coat this or pull your punches. It is important that the rep understands the critical nature of this process and the necessity to improve on performance.
• Counsel - meet with the rep and make it clear that your goal is to help them improve their performance. Avoid blaming, reprimanding or delivering ultimatums. Show support and a b
• Define the Situation Clearly - gather facts and identify performance results. Don’t sugar coat this or pull your punches. It is important that the rep understands the critical nature of this process and the necessity to improve on performance.
• Counsel - meet with the rep and make it clear that your goal is to help them improve their performance. Avoid blaming, reprimanding or delivering ultimatums. Show support and a b
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
lief that you can help the rep improve their performance.
• Ask the Sales Rep – Many times the sales rep knows better than you do how to solve the problem. Get their opinion on what they think they need to change. Don’t command an answer or give them instructions on what to do. Help them find the answers with your guidance
• Develop an Action Plan Together – Focus on the activities that are necessary to create the expected results. Make sure the pla
• Ask the Sales Rep – Many times the sales rep knows better than you do how to solve the problem. Get their opinion on what they think they need to change. Don’t command an answer or give them instructions on what to do. Help them find the answers with your guidance
• Develop an Action Plan Together – Focus on the activities that are necessary to create the expected results. Make sure the pla
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
n has clarity; it’s all encompassing, comprehensive and achievable. In other words, look for short term wins and set up success milestones to encourage the rep to be persistent.
• Continuous Review – Once you have established a success plan it is essential to establish regular follow-up meetings to monitor the activities and make course corrections when necessary. This review process is outside the scope of the normal territory review process as it sh
• Continuous Review – Once you have established a success plan it is essential to establish regular follow-up meetings to monitor the activities and make course corrections when necessary. This review process is outside the scope of the normal territory review process as it sh
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
uld occur much more frequently (perhaps even on a weekly basis).
• Take It Seriously -- When a sales rep is under-performing, the manager needs to hold them accountable. In some cases it may be necessary to reestablish expectations. However, if the expectations are not unreasonable and all the other reps seem to be able to meet expectations and additional training and coaching just isn’t working then “Termination” is a decision the rep himself makes f
• Take It Seriously -- When a sales rep is under-performing, the manager needs to hold them accountable. In some cases it may be necessary to reestablish expectations. However, if the expectations are not unreasonable and all the other reps seem to be able to meet expectations and additional training and coaching just isn’t working then “Termination” is a decision the rep himself makes f
.
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
or the sales manager. It’s usually better for the rep, better for the manager and better for the company. That is exactly why this process must be taken seriously.
The sales manager is not personally responsible for sales. However, he is directly responsible for the development of the sales force which generates sales growth. The sales manager is charged with the responsibility of setting proper expectations, developing systems to track and record sal
The sales manager is not personally responsible for sales. However, he is directly responsible for the development of the sales force which generates sales growth. The sales manager is charged with the responsibility of setting proper expectations, developing systems to track and record sal
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
s activities and results and eliminating any excuse making when results are not achieved.
A sales rep cannot perform without knowing what is expected of them. Expectations spell out what is required to succeed, and believe it or not but the majority of sales reps do want to be held accountable. The single biggest key to success is desire and desire dictates attitude. Unless the sales rep has an internal burning desire to succeed, nothing else matters
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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