Main Subject - Business

Increase sales training is necessary if you wish to make 2007 better than 2006. Given that most companies now compete in a global market, today's sales force must be tra

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

ined to close more sales. These 7 tips may help you increase your sales force training results.

Align sales force training to the strategic plan

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

Examples of combination products may in

establishing any sales force training, the strategic plan needs to be reviewed to ensure alignment between the training and the existing plan. If there is not a strategi

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

c plan, then the executive management needs to develop a strategic plan immediately. Alignment is critical to the success of any organization especially when establishi

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

ng goals from sales force training to marketing.

Infuse a proven sales process

The benefit of a proven sales process is in the sales process steps. Clearly de

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

Combination pro

fined steps allows individuals to know when to proceed forward during the sales and when to stop. Additionally, a proven sales process helps to make the necessary cours

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

e corrections not to mention identifying any mis-steps during the selling activity.

Include mentors as part of communication feedback

Mentors can provide comm

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

unication feedback. This tips allows the sales force training participants to share what is working and provide some guidance from those who have more experience.

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

evelop attitudes and habits

Attitude is everything. Unfortunately in most sales force training, attitudes are not consistently developed. The continued focus on k

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

nowledge and skills to improve performance through sales force training while performance failure more often than not is due to poor attitudes and habits demonstrates wh

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

y most sales force training is ineffective to non-sustainable.

Identify desired results to ensure positive return on investment (ROI)

When the sales force tra

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

Following aspects would a

ining is aligned to the strategic plan, the sales training is immediately aligned to the desired results. If this is not the case for your business, then identify the d

dd to the challenges in developing combination products:

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

esired results to include pre-determined benchmarks such as number of leads, number of appointments, number of meetings, number of closes, number of follow-ups and numbe

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

r of referrals.

Schedule training on consecutive weeks

Many sales force training engagements are one to two days without reinforcement. Scheduling training a

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

nd development on a weekly basis for no more than 2 hours each session will increase cognitive retention, provide opportunities for practice and constructive feedback. R

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

esearch suggests that a one time exposure to a learning event after 16 days delivers 2% cognitive retention while multiple exposures to that same learning event deliver

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

Professional from academic institutions, pharmaceutical industries, health care indust

65% retention. What makes more sense to you?

Combine sales force training with corporate coaching

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

Corporate coaching provides opportunities for continued reinforcement after the initial sales force training or developmental sessions have been completed. Given th

.

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

at research confirms that one on one executive coaching delivers a significant return on investment, including corporate coaching will only increase the return on invest

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

Companies that provide selfless information through particip

ment.

Are these the only 7 tips for improved sales force training? No, but they do provide a solid foundation from which to create a high performance sales force

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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