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Just Other Articles - What Kind Of Sales Manager Are You?
Which is better, a sales manager who is benevolent, friendly, approachable or a sales manager who is strict, authoritative and a disciplinarian?
Throughout a sales person’s career, he is likely to encounter many manag
Throughout a sales person’s career, he is likely to encounter many manag
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
ers who fall into either category. A sales manager who is friendly and easy going acknowledges parity with members of the sales team, by emotionally interacting with employees on an equal level. The potential benefits
; 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
of this, is greater trust, loyalty and effort. The friendly sales manager is more likely to have greater knowledge of all key information with regards to his department. The only problem with this way of managing a sal
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
s team is not in knowing information, but in affecting it. If targets aren’t reached or sales efforts aren’t maintained, a friendly sales manager has a problem in that he needs to motivate a change in attitude or proce
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ss. By basing a management style on creating trust, the friendly approach is left open to abuse. This is not a problem if all sales personnel are 100% dedicated to the same effort, but in all reality, the members of a
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ales team will not all be singing from the same song sheet. Some will have their own ideas on how to proceed, some will only be interested in making minimum sales quota’s and some will have their own agenda. The greate
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
st threat to a friendly manager is being taken for granted and in extreme cases ignored completely.
This is precisely the reason that a proportion of managers choose to adopt a stricter and more distant attitude towar
This is precisely the reason that a proportion of managers choose to adopt a stricter and more distant attitude towar
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
s sales management. The idea of remaining aloof from people who are directly in your responsibility stems from the military train of thought where officers purposely remain distant from soldiers in their command. Maint
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
aining discipline and making sure optimum effort is pursued is much easier if there is no emotional attachment to those under you. For the authoritarian sales manager, motivating change and attitudes in the sales force
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
is not a problem. Rarely, is a sales manager with this attitude going to be regarded with much affection, and here is where the barrier to this method of management begins. The distance created in maintaining disciplin
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
e creates the potential for loss of communication between sales manager and sales team. For members of a sales team under an authoritarian manager, there is always the likelihood that an “us and them” attitude will be
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
prevalent. In such a case, there will be a protective and defensive attitude and the information the sales manager has at hand will contain information generated with this in mind.
As with most things in life, things
As with most things in life, things
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
ren’t black and white, and this is no different with management. It is quite possible to amalgamate the two approaches of management and gain the trust and loyalty of the work force while maintaining discipline. By ado
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
pting a ‘mentor’ approach to management, a sales manager can be on a separate level to that of the sales team but also on a friendly basis. The key to sales management is knowing information and acting on that informat
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
on at the right times. A sales mentor’s key goal is to gain information from the workforce and gain the trust in order for that information to be free and forthcoming. A sales mentors discipline stems from a driven nee
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
d to improve the members of a sales team in the same way a teacher improves students, but is distant enough to be able to exert authority when it is needed.
When someone becomes a manager, they don’t usually conscious
When someone becomes a manager, they don’t usually conscious
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
y decide what style of management they are going to pursue with all the permutations of what that style encompasses. To get this balance in management styles a manager has to understand that he is managing people that
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
need different approaches dependant on their personality and experience. Managing by authority alone is managing the sales process irrespective of the personalities. This is the reason why so many managers choose such
.
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
black and white’ methods of management. Knowing that there are shades of grey in between means that a sales manager can interact with sales personnel and enjoy greater benefits to different management approaches. After
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
all how many times have you heard that the greatest assets of the business is its staff. Then treat them as individuals and with respect and they will respect you whatever shade of management style you use at any time
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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