Workshops

DAY 1

IMS

Market changes: ¿is your Sales Force ready to perform an effective promotion activity in hospitals?

• How to analyze territories maximizing the available information.
• How to analyze hospitals & departments.
• How to set objectives & priorities and assign resources among hospitals/departments

Joseph Leah - Principal, Learning Solutions & Change Management, IMS Americas

Pedro Pablo Gomez - Project Manager Consulting, IMS México

Segmenta

a) Influence of Medical doctor satisfaction on sales force effectiveness.

We carried out a complete investigation to share with those who assit to our workshop.

On the one hand, we conducted focus groups with highly visited doctors and pharmaceutical representatives as well as in-depth interviews with Pharmaceutical Sales Force Effectiveness leaders.

In addition, we complemented the research with a quantitative study to obtain the Pharmaceutical Representative´s Best Practices.

Our workshop consists of presenting the methodology followed by measuring the influence of medical doctor satisfaction on sales force effectiveness. The methodology will be accompanied by the results of our research, showing the corresponding benefits.

Rafael Valencia, Director General, Tendencias Industriales.

b) Sales Force Effectiveness Evaluation in private hospitals.

We will share data about injectable antibiotics therapeutic class to show the use of our Private Hospital Consumption Audit, the only system that measures with accuracy and clarity the consumptions of pharmaceutical products in private hospitals.

Our workshop consists of presenting concrete uses to value hospital therapeutic classes, set objectives and measure results through an actionable and easy use mechanism to manage the marketing and sales force efforts, providing indicators up to the Pharmaceutical Representative level.

Miguel E. Argáez, General Director, Segmenta

Infonis

CRM evolution towards an Analytical ERM (Enterprise Relationship Management)

• Find out the advantages of a wider and more open infrastructure involving the whole organisation (eg, Sales, Marketing, Training, HHRR, Regulatory Affairs, etc,…)
• How to cross-analyse different types of data from various sources in a unique, flexible and powerful analytical tool based on interactive Balanced Scorecard Boards
• How to make your organisation more efficient by moving smoothly and painlessly from your current CRM to an up-to-date analytical ERM concept.

Alfredo Nissim – President of Infonis International Group – with 22 years experience in analytical  CRM solutions for the Pharmaceutical Industry

DAY 2

Cegedim Dendrite

¿Qué hacemos con la información que viene del campo?

• Cómo Ventas y Mercadeo puede usar la información que se obtiene del campo y revertirla en acciones estratégicas
• Cómo contrarrestar la sensación de la fuerza de ventas de solo provee datos y no obtiene ningún valor de ellos

 Cegedim Dendrite

Grupo Knobloch

The World of A.T.V.

Methods and analysis required for the appropriate creation, administration and compensation of the Sales Force.

Are we managing our Sales Forces in an optimal way?

• How to assign the most productive people to the most potential territories?
• How to design the information flow to measure field results.
• Establishing a clear and precise incentive system.
• Company’s annual budget alignment with personal monthly quotas.
• Control of monthly budget vs. real results and deviations.
• Presenting monthly results to the General Direction based on analytical maps.

Juan Knobloch Muller   -  General  Director CID / Knobloch Information Group

Arturo Alonso Vega – Commercial Director CID / Knobloch Information Group

Telefonica

“Launching exclusive application for Pharma Industry”

Telefonica Mobile Pharma. Improve the productivity across an automated Force of Sales

An effective sales team should spend most of the time out of the office: so much in waiting, meetings, trips, etc. This supposes a dead time in which nobody is free to attend to urgent requests of the clients or to realize internal communications. Without an effective mobile solution, it is possible that the sales force has to act without being able to consult the lineaments indicated by marketing in the last promotional plan adapted to the visited client. One tool of Mobile Pharma helps to improve the productivity across an automated sales force.

Marcelo Ricardo Caputo - VP. Mexico & Central America, Telefonica Enterprises Mexico