Sales Force Effectiveness 2010

Key Notes

Successfully transform your business model from product focused to customer-facing

Drive your sales force productivity with a sustained coaching culture that empowers managers
Redesign your optimal sales processes for increased capacity and a truly changed model
Maximise sales effectiveness and improve sales efficiency with proven best practice

Business Excellence

Realign your business and your customers with full integration of sales, market access and CSOs

Successfully navigate organisational change with a proven change management approach
Discover the role KAM, regionalisation and the up-skilling of your FLMs will play in your future model
Enhance market response to your promotions with strategic customization and tailoring

Training and Development

Enable your organisation to flourish by ensuring your training department is integral to change

Strengthen and deliver a tight program of training with appropriate follow-up and constant interaction
Advance long term company objectives with an appropriate incentive compensation system
Achieve maximum output with the right balance of out-sourced and in-house training

Key Account Management (KAM)

Achieve increased trust with your customer by successfully engaging all stakeholders

Create increased understanding of your customer with KAM and an ‘influence network’
Surmount the changing sales environment with the correct KAM approach and metrics
Engage stakeholders and improve market access with updated pricing and health economics strategies

Sales Tools

Connect with your customer in the most effective way with use of the best tools and technology

Maximise efficiency with a multi-channel CRM to provide flexible commercial interaction
Address customer needs with a customer centric marketing, e-marketing and sales strategy
Develop a targeted and segmented approach to CRM to ensure your customers needs are always catered to

Change your pharma sales force

Following early bird week- Registrations are up by 62% from last year, so networking opportunities are looking more attractive than ever. So far over 250 people have registered and over 75% of them are pharma industry: to see who has already signed up, click here.

We only have a limited number of space - we are down to our last 100 delegate passes. This may sound like a lot - but with registrations averaging 30 a week - it doesn't give you long to secure your seat. We will sell out. To see what extras we are throwing in to our delegate passes - jump to the registration page

Interest is continuing to ramp up for SFE Europe 2010, with new speakers and case studies being added to the agenda. Including:

Herman Schwietert, General Manager Greater China, Invida: Will focus on a China case study to explore the opportunities and challenges that lie in emerging markets. Click here for the Business Excellence Stream

Trine Lausen, Sales Director, GSK Consumer Healthcare Northern Europe: Will use a recent case study to demonstrate the steps she has made to implement a successful closed loop marketing system. What has worked and what hasn't? Click here for the Sales Tools Stream

Fabrizio Checchia, Head of the Gynecologic Unit, Angelini Italy. Will take us back to the basics. Who is your customer? Who is the decision maker? Click here for the KAM & Specialist Sales Stream

Xavier Camps Business Unit Director Continence and Critical Care, ConvaTec Spain. Will take us through his micromarketing plans to standardize FLM coaching skills & improve targeting and segmentation. Click here for the Training & Development Stream

Have you checked out our podcast series?

We are continually bringing you food for thought from many leaders in the SFE field. Simply download the brochure to receive access to these valuable and interesting audio downloads. We start with Armin Pearn, Associate Director Business Innovation, Pfizer who raises the question with higher costs and more innovative products how do you adapt your sales structure?

We've gathered a group of our most senior keynote speakers ever, to give real insights into how change has been working for them, and how it can work for you too. They will share knowledge to enable you to succeed in your overarching goal to transform your business model from product focused to customer-facing. They will encourage you to redesign your current optimal sales processes for increased efficiency and real change.

Progressing from the keynote day, specialist speakers from 4 key sales force functions will present on different parallel sessions - these will happen in separate areas of the conference centre on Days 2 & 3. You can choose particular topics in which to gain a deeper understanding, and hear case studies from people who have overcome the problems you face. The best place to learn more about this is on the programme page: View The Event Programme.

Companies Already Attending

What the industry are saying...

Very valuable- presentations showed what will be happening in 5 years time

Nick Pope
Global Director of Learning and Sales Force Training
Bausch & Lomb

See More Testimonials

What We're Saying...

@eyeforpharma Cimzia and Vimpat will be blockbusters – UCB http://bit.ly/bacIFr
@eyeforpharma Eli Lilly, Merck & Pfizer are joining forces to set up a not-for-profit company #efp http://bit.ly/ciRi6p
St. Jude Medical strengthens its product portfolio in Japan http://bit.ly/bb7rE7