Main Subject - Business

Picture the announcer in the middle of the ring broadcasting - "In this corner, wearing the red shorts we have the challenger, weighing 217 pounds, winner of this year's collegiate championship, introducing Sales Mind

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

set. Defending the long-standing domination of this event, winner of 35 title bouts, defending heavyweight champion, weighing 224 pounds, in the black shorts, please welcome Sales Training."

Can you imagine two heavy

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

Examples of combination products may in

weights like Sales Training and Sales Mindset squaring off in the ring? It might be one exciting sparing match. Both are critical to ensuring sales professionals get to, and remain at the top of their game. Which is

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

ost important?

Sales training is a very broad category that includes everything from sales process, product knowledge, dealing with objections, open and closing skills, prospecting, territory management, listening sk

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

lls, networking, presentation skills, and funnel administration, to name some of the assorted topics. This is not a short list. The sales rep would ignore any of these items at his or her peril. Many would be correct

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

Combination pro

to think sales training would rank right up there, perhaps being the hands-on bet if you were to wager who would win the match.

Sales training provides knowledge around specific topic areas a sales rep needs to be pr

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

ficient at their job. There is no point going out to sell, not knowing your product, the process to book the sale, how to deal with client concerns, or where you should be going to find a prospect. Most companies inv

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

st heavily in sales training, especially with new sales representatives. They can't afford to despatch the company's ambassadors poorly equipped. It is in their best interest to train them well.

Sales mindset is perh

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

ps lesser known, less discussed, and a less visible contender. In fact, many sales forces don't pay much attention to the psychology of selling. Some sales leadership survived their selling careers being told, "Activ

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

ity is everything", and when the activity wasn't there, the sales manager reached for a bigger stick. Times have changed. Today we have a much better understand of the sales psyche. Focus, confidence and motivation ar

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

what I refer to as "below the line" subjects, collectively referred to as mindset. Sales mindset development is a specialized area critical for success.

Sales mindset has evolved from cognitive behavioral psycholog

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

Following aspects would a

. It suggests what we are thinking about today will determine our reality tomorrow. Research has found that successful sales people are more likely to engage in constructive thinking while unsuccessful sales people ar

dd to the challenges in developing combination products:

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

prone to think in counter-productive ways. The best sales people are effective thinkers. They think in a way that helps them perform at an optimal level.

So will the red shorts or the black shorts win? In the perfe

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

ct world, our match would end a draw. Let us assume the recruitment and selection process has filtered for sales competencies. The learning and development teams today are right to begin with sales training. The reps

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

need to understand the company's sales process, the products, and acquire the requisite selling skills.

Once the sales training is covered, the rep has had an opportunity to practice and become proficient. At this p

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

int, it is appropriate to turn development efforts to understanding and leveraging sales mindset. Leaning how to become an effective thinker and align ones thinking with the thinking of top performing sales profession

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

Professional from academic institutions, pharmaceutical industries, health care indust

ls can lead to new levels of sales success.

Professional athletes and sports teams have long understood and valued the concept of leveraging mindset. In any competitive environment, it can be a challenge to stay opti

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

mistic, focused, motivated and productive day in and day out. Once they have mastered the skills of their sport, they continue to practice and practice. They complement their physical activity with their mental activ

.

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

ty to reach new heights. The same holds true for sales professionals.

In summary, there really isn't a winner or a loser here. It is more a question of sequencing. It is safe to suggest the new sales representative b

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

Companies that provide selfless information through particip

gin with sales training, and once the basic activities and competencies are mastered, they move onto developing their sales mindset.

Sales training and sales mindset can combine to be powerful allies in sales success

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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