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You’ve probably gotten a pretty solid feel for the personality types that formulate your team. You’ve probably also uncovered what your team’s strengths and weaknesses are. Based on where your team is at, you can start de

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

signing rewards and incentives to produce exactly what you’re striving for. When doing so, there are some general rules that are helpful to keep in mind.

First of all, always remember that what is considered a great rewa

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

Examples of combination products may in

d can vary according to the individual and the particular circumstances. Many successful managers suggest mixing individual incentives with team rewards. This way, you are meeting individual needs while still fostering co

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

operation and maintaining attention on company goals. Incentives that are based on group performance also help salespeople become better team players and feel a sense of ownership in company goals. This way, they can feel

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

some internal motivation and personal satisfaction in seeing the job done well instead of always depending on some external, temporary factor to motivate them.

Fair warning, however, that incentives often lead to a warni

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

Combination pro

ng of the diminishing returns trap. What I mean by this is that a certain reward will lose its impact over time if it is used too much. That is, instead of feeling rewarded, people will come to expect the incentive as an

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

utomatic return for their efforts. The other side of this issue is that when the reward is taken away, the good behavior will also disappear. Motivation based on rewards is an external influence instead an internal one. I

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

t is worth pointing out here that the big, tangible rewards can definitely give your salespeople something to keep their eyes on the whole year long, but don’t neglect the smaller incentives. Saying thank you, noticing a

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

ep’s extra effort, helping a rep through a slump and just day-to-day acknowledgements can count big and will contribute to your teambuilding efforts just as much as huge year-end bonuses will.

With any great incentive pr

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

ogram, you have to devote time to promoting it. Obviously, a big, year-long incentive program is going to flop if you only mention it one time. If you want an incentive program to produce maximum return, you’ve got to pro

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

ote it by giving your team members weekly updates, newsletter blurbs, short-term incentives, etc. Find ways to keep the momentum going to make sure the program pays off. Anything creative, fun or different that you can do

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

Following aspects would a

will make your program more effective. It’s also very helpful if there is prominent visual reminder whereby the team can see the countdown to the program’s end.

Below is an extensive list of reward ideas you can incorpo

dd to the challenges in developing combination products:

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

ate into your motivational efforts. Some can be applied short term, others long term. Some are team rewards; others can be adapted to individuals. Some will work great for your team; others will not. See what fits your te

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

am’s situation best. Often, it is just a matter of finding something fun that will break the tedium of the sales cycle. In terms of physical merchandise, remember that the value in the salesperson’s eyes will be much more

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

than the actual price tag. Cash disappears, but your customer will always remember that her/his laptop, TV or whatever it is came from your company.

Just a few more basic guidelines: 1) Be sure your salespeople understan

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

d what’s expected of them, whether any reward is given or not. It is not wise to reward a salesperson for bare-minimum work. Once base requirements are consistently being met, then you have a starting point from which you

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

Professional from academic institutions, pharmaceutical industries, health care indust

can set higher goals. 2) Make the incentive program’s timeline is clear so everyone knows exactly when it starts and ends and exactly what’s required in the interim. 3) Establish the reward up front so people have a clear

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

vision in their minds of what they are working toward. Remember that while cash is exciting, often other incentives can be more powerful. The actual dollar amount of an item and the value placed on that item by the recip

.

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

ent are two different things. If money were enough, why wouldn’t a salesperson working on commission already be excited and motivated enough every day? 4) Whenever possible, use rewards that can be shared with friends or

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

Companies that provide selfless information through particip

family. For example, such a reward could be a free dinner for two at a nice restaurant. If the rep can share the results of her/his efforts with others, the incentive will be more exciting and will drive them to do better

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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Is your resume winning you the interviews you want? If not, try this exercise to ensure yours is as perfect as it can be.

We're not just talking about difficult members of your team; we're talking about all of them and how important it is to understand them as individuals. It's important because it's important to them.

Products go through significant evolutions and conversion trends. If you really understand what is happening you can use this process to define high quality business acquistion candidates.

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