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As a small business owner, at some point in time, you will most likely decide to hire your first salesperson. This process can be exciting and rewarding but only when the proper planning is completed. It is important to keep in mind the old saying; proper planning preve

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

nts poor performance. This new sales department needs a plan for performance. Listed is a performance process you want to have predetermined and in place before you hire your new superstar.

1. Hire a recruiter first.

Recruiters may cost a few thousand dollars or so, b

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

Examples of combination products may in

ut a good recruiter will save you that plus tens of thousands of dollars or more that it would cost you if you hired the wrong candidate. Not only do recruiters take the time screening candidates and finding you the best performers but a good recruiter will help find yo

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

u the person whom will work with you the best.

2. Decide on the level of experience needed.

Is it optimal that the first salesperson becomes the sales manager of other hires? Not only do you want the new sales rep to be a true performer for you, you also want them to

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

be able facilitate your future growth. At one point will you need to hire an additional sales person? You may consider hiring experience over inexperience for this very reason.

3. Formulate compensation plans.

Have a compensation plan that not only rewards your first

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

Combination pro

salesperson but also allows for future growth of additional sales people. Think long term. Consider as an example, that your budget is factored at 4% of sales are allotted to sales compensation but your current sales levels can only afford one sales person. You need to

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

have a plan in place that allows the liberty of hiring an additional salesperson as the situation demands, but also pays for them. Consider at what point the new salesperson will be overburdened and a new salesperson is warranted.

4. Create focus and goals.

Not only 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

s the budget important but the sales goals should be clearly defined for the new hire. Some refer to these as focus plans; what is expected and when is it expected by. Focus plans clearly define what is expected and leave out room for interpretation. Salesperson activit

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

y reporting procedures should be developed. A company owner has a right to know what their sales staff is up to at any given time.

5. Salesperson activity reports.

Salesperson activity reports should be developed. They should be quick and to the point. A company owner

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

has a right to know what their sales staff is up to at any given time. Each salesperson most likely will want to have a record of who they talked to and when.

6. Assesment Procedures.

Solid assessment procedures should be developed. Assessments determine the barriers

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

to performance as well as show where success is being created. They are fair to all involved; the owner of the company and the sales team. A company owner has the right to know how well the sales process is working and the salesperson has a right to have the ability to

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

Following aspects would a

improve on a daily basis. An assessment protocol that is based on fact ensures the best results. The information for these assessments are derived from the reporting procedures and information from the meetings. Not only are sales figures important in figuring out if yo

dd to the challenges in developing combination products:

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

ur new sales department is working, but assessment is not limited to only that. A thorough assessment of; sales plans, sales skills, natural abilities, time management practices and organizational efforts should be looked at on a weekly basis. As the assessment process

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

takes place reinforcement or correction should coincide.

7. Meeting formats and time should be predetermined.

A meeting format should be in place that will help facilitate communication between sales and upper management. Sales meetings should include; training; revie

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

w and planning of the sales process. In addition chose a regular meeting day that can be adhered to on a regular basis.

8. Assessment Procedures.

Solid assessment procedures should be developed. Assessments determine barriers to performance as well as show where succe

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

ss is being created. They are fair to all involved; the owner of the company and the sales team. A company owner has the right to know how well the sales process is working and the salesperson has a right to have the ability to improve on a daily basis. An assessment pr

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

Professional from academic institutions, pharmaceutical industries, health care indust

otocol that is based on fact ensures the best results. The information for these assessments are derived from the reporting procedures and information from the meetings. Not only are sales figures important in figuring out if you new sales department is working, but ass

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

essment is not limited to only that. A thorough assessment of; sales plans, sales skills, natural abilities, time management practices and organizational efforts should be looked at on a weekly basis. As the assessment process takes place reinforcement or correction nee

.

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

ds to take place as needed.

9. Review process.

Finally a review process should be developed. This process will align the focus plans and assessments that quickly enable the owner and sales rep to adapt for growth.

This may seem like a daunting task, but these steps s

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

Companies that provide selfless information through particip

top the pains before they happen. The downside of not doing the above is miscommunication, under performance and eventually the utter failure of your new sales department. Following the above guidelines will help provide consistent sales growth without the growing pains

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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Owning your own business can be very rewarding both financially and emotionally. Business ownership provides innumerable opportunities to put ideas into action and reap the rewards (and sometimes the pain).

To gain respect from others, you have to respect yourself first. People will give you their undying respect as long as they recognise that you portray these 3 key attrib-utes: trustworthiness, integrity and mindfulness. Because having these qualities demonstrates your level of consciousness and maturity.

The majority of executive job seekers prefer to undertake their campaigns as efficiently as possible: find a prospective employee, prepare and send a resume, wait for a response. Many, however, lose time and opportunities needlessly or, worse, settle for lower job offers because they have not promoted themselves in an effective manner.

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