Main Subject - Business

One major problem with sales trainers who have been around the sales game all

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

their life is to actually take on accounts themselves and then due to their ex

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

Examples of combination products may in

perience levels they end up showing up their team. Of course leading by exampl

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

e does have its advantages and they can gain the trust of their sales force me

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

ning the sales people will ask more questions and take the answers to those qu

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

Combination pro

estions at face value.

Unfortunately there are some drawbacks to this as well

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

, for instance it becomes a competitive game and there ends up animosity each

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

month as the sales manager blows away their sales people and causes them defla

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

ed egos. Which, ego is a component of a good sales person, who will undoubtedl

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

y meet resistance often and some rejection too.

Sales Managers who also sell

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

should not back off the pedal in order to allow everyone to feel warm and fuzz

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

Following aspects would a

y, but rather allow sales people to shadow them and learn first hand how they

dd to the challenges in developing combination products:

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

ork their magic. If a sales person cannot perform then they must go, but placi

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

ng doubt or belittling the sales members with performance when they are making

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

great improvement strides and their sales are coming up each month is a mista

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

ke.

The sales manager is a confidant in a way and can help the sales force th

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

Professional from academic institutions, pharmaceutical industries, health care indust

u their issues and needs to remain somewhat humble off the court in order to f

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

oster excellence, teamwork and camaraderie in the sales department. Still in t

.

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

he end it is about winning and sales, so there should be no free-rides, just a

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

Companies that provide selfless information through particip

little thought must go into the over all game here. Consider all this 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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Main Subject - Training Your Sales Force Does Not Mean Showing Them Up

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