Chairman opens the conference

Head of Global Marketing & Sales Operations, Novartis

CASE STUDY: Maximise your sales force development through continuous improvement

• Discover how pharma companies can retain staff and build a positive sales force by maximising development opportunities
• How to ensure your managers are consistent in developing selling skills – replacing ‘nice guy’ reports with constructive, objective observation in field visits
• Learn how each field visit can be used as a development tool to optimise the investment your business puts into their training programme and continued development
• Evaluate the importance of management coaching skills when developing sustainable training relationships to ensure long term ROI from your training strategy

Speaker TBC

CASE STUDY: Size doesn’t matter … optimal size does

• Determine the optimal sales force size for your business to increase sales, enhance physician coverage and lower your sales force costs
• Learn how to save cash through sales force alignment models that equalise your sales force territories and ensure you are targeting your most profitable physicians
• Understand why your business should conduct internal targeting and segmentation analysis to assess whether you have the optimal number of reps selling to the right
  physicians
• Evaluate innovative new business models against the traditional sales force and assess where you can overcome your challenges and increase your sales force productivity
• Take away blueprints for sizing strategy successes – discover what works, the pitfalls to avoid and essential elements that provide the back bone to the success of your strategy

Sales Performance & Productivity Specialist, Merck Sharp & Dohme

Future evolution of SFA systems and of the measurements of ROI

• Understand the evolution of promotional activities
• Optimise the process for targeting and resource allocation
• Orchestrate sales and marketing efforts on the field  for maximum impact
• Monitor the efficiency and effectiveness of your sales efforts through relevant KPI's

Senior VP, Cegedim

INDUSTRY SURVEY: CRM done right

• IBM evaluate findings from a comprehensive survey of 373 companies worldwide and assess why some CRM programmes deliver value and others fail to get off the ground
• Hear how you can define a successful pharma CRM initiative, identify the steps your business needs to take and overcome the road blocks
• Take away top tips for implementing a CRM initiative in your business and understand the human issues of CRM and why you must get them right

Business Consulting Services, IBM

Interactive debate: Working quicker, smarter and more effectively

• Vote now! eyeforpharma give to you the chance to pro-actively influence the latest pharma stats with a unique session that pits you against your peers!
• Hear how your business is leaving money on the table by failing to optimise the time your reps have with your customers
• Survive the customer experience and delivering results to the bottom line
• Examine why it is imperative that your business listens to the needs and desires of your customers in order to align your sales force strategy with your market place
• Discover how you can give your customers tangible added value through improved quality of contact to ensure sustainable long term relationships

Formulary Advisor, NHS (Moderator)
CIO, Galderma
CEO, The Chalfont Project
Supplementary Rx Manager, Janssen-Cilag

Managing influence networks of the future

• Evaluate the shift away from physician prescribing models
• Government intervention - what has been the impact of NICE (National Institute for Clinical Excellence) across Europe?
• Localised funding – what is the future of pharma influence networks?
• How is pharma working within influence networks?

Group Vice President, Sales Force Effectiveness, IMS Health

CASE STUDY: Takeda – the ‘More for Less’ approach through a CSO

• An exciting insight into Takeda’s approach to sales force sizing, recruitment and compensation. Learn from first hand experience the pitfalls to avoid in major organisational change.
• Discover the benefits of outsourcing HR and Administration and take away top tips for assessing how relevant a CSO could be for your business and what your first steps should be when integrating a CSO into your existing business model.

Managing Director, Takeda

Physician Connect: Influence Mapping using the bottom up approach.

• Learn how to improve effectiveness of your sales and marketing activities by uncovering the sphere of influences that drive your target's decision-making process
• Evaluate your current targets against influence networks ranging from technical-advice seeking to trust and friendship networks
• Learn how to “quantify leadership.” Discover what makes one physician more influential than the other
• Critical success factors in adapting your organisation to work with influence maps
• Influence Maps and CRM

Vice President, Dendrite

Pharma workshops - you chose 1 of 7 to attend:

• ZS Associates: How team selling fits within a complete targeting process
• IBM: Using Digital Detailing Technologies - Tablet PC- to Improve Product Positioning and Quality of Physician Interactions
• Cegedim: Assess the impact of your CRM project on Sales Force Effectiveness
• Executive Insight: Boosting profitability through Customer-Centricity
• iAnywhere: Mobilising your training
• IMS Health: Does sales force effort guarantee success?
• Dendrite

Click here to visit the Workshop page and find out more about these hard-hitting case studies

Chairman opens the second day

Head of Global Sales Force Productivity, Lilly

NEW: Interactive roundtables - run alongside morning sessions

A selection of 10 small, topic focussed interactive discussions – each comprising between 10 and 12 pharma sales executives – that are designed to enhance your learning and give you practical know-how to apply to your business.

Click here to visit the roundtable page and find out more

CASE STUDY: Working smarter not harder… making your CRM investment work for you

• Evaluate success models for providing a customer centric CRM system that delivers timely and relevant information to your sales force across Europe…every time
• Understand why your business needs to wrap your sales force around your CRM system to manage change and ensure user adoption for sustained productivity
• Discover how your sales force can provide finely tuned feedback with which to continuously improve your system and ensure you derive long-term benefits without costly system overhauls
• Critical success factors and pitfalls to avoid when executing a pan-European CRM deployment to ensure quick and successful local buy-in and increased system usage patterns
• Hear how CRM can add functionality through reporting, analysis and segmentation to better understand your customers and deliver a more productive targeting model

Project Director, Sales & Marketing Effectiveness, Novo Nordisk

CASE STUDY: Culture Shock! How to manage SFE change in your business

• Discover the importance of managing the cultural change that new SFE strategies bring and identify the processes you need to maintain control from conception to implementation
• Identify who is responsible for the management of change and the core competencies they need to effectively manage the business critical changes - both top down and bottom up
• Step-by-step guidelines for successfully initiating cultural and behavioural changes to ensure that your remodelling process is broken down into achievable targets and goals
• Hear how the movers and shakers in the pharma industry are addressing behavioural changes, the lessons they are learning and the discoveries they have made throughout the execution phase

Head of Marketing and Sales, Boehringer-Ingelheim

CASE STUDY: Sharing your sales force success models

• Learn why your ‘new and improved’ system is not always the silver bullet to sales force excellence and what you can do to change this
• Evaluate the reasons for poor execution of CRM systems and the impact of failing to address the user characteristics of your reps’ in the field
• Discover why your business must not only share information but also share its sales force processes to increase effectiveness

Field Force Support Manager, Pfizer

CASE STUDY: To execute or be executed

• Discover why poorly executed SFE programs are a result of weak strategy planning, failure to appreciate the target audience and inappropriate measurement techniques
• Learn to identify the failure signs that will lead to poor SFE execution and take away benchmarks to assess your SFE strategy to ensure yours is a success story
• Putting the pro into process and taking the anal out of analysis: Hear why data will not change the hearts and minds of your sales force and what you can do today to alter their perception of your SFE strategy
• Hear how you can aggressively take the competitive advantage on your competitors even though you have the same information and consultants!

Head of Global Marketing & Sales Operations, Novartis

CASE STUDY: Harnessing your sales reps competencies for sales force effectiveness

• Learn how to audit your sales force to ensure you find a balance between your company objectives and your sales force core competencies
• Discover how you can analyse your sales force selling style rep by rep and provide constructive feedback to develop rep skills company wide
• Evaluate the feasibility of managing the development of individual reps for long term performance improvements

National Sales Manager, Boehringer Ingelheim

UNIQUE PHYSICIAN PANEL: Power to the Physician

• What’s frustrating your customers? What is the doctors ‘ perception of your service? Where can your business offer value added benefits?
• Our pan – European industry leading physicians discuss, query and debate the key driving factors behind their decision making process and identify areas where pharma companies can deliver an improved service.
• Make sure you’re equipped with the questions
  you want answered by your customers.

Commercial Director, Doctors.net.uk (Moderator)
Joined by a panel of non-affiliated European Doctors

INDUSTRY SURVEY: Revenue generation in an era of change

• Obtain the results of an independent, cross industry, European market research analysis from over 190 respondents and evaluate an omnibus survey of over 3000 consumers
• Discover what your pharma colleagues believe are the major issues facing sales and marketing in the next 10 years and how the empowered consumer will be a force to be reckoned with
• Understand how the market is changing and what can be learnt from the fast moving consumer market in the way we develop and promote medicines
• Learn how the gap created by less productive pipelines may be met through innovation

President, Quintiles Europe

CASE STUDY: Synchronized Selling – Driving effectiveness through teamwork

• Discover why teamwork and co-ordination can be just as important as individual effectiveness for the performance of your sales force and why you can’t afford to ignore it
• Understand the drivers and obstacles to effective teamworking in the field
• Hear case studies of practical field based solutions that create dramatic shifts in sales team behaviour
• Evaluate the impact that upgraded team performance has had on sales-force commitment, targeting accuracy and sales results

Principal, ZS Associates

CASE STUDY: Customer-Centricity – Every thing we do… we do it for you

• Why you must have your customer at the centre of your SFE strategy to deliver a value added service to promote long term relationships and growth
• How to better understand your customer by harnessing the power of market research and existing technology to gather intelligent data
• Understand why your organisational mindset must change to a customer centric focus to build a sustainable relationship
• See how P&G have utilised e-detailing in their SFE strategy and the benefits they have derived as a result

National Sales Manager, P&G

INDUSTRY DEBATE: Innovation not repetition - adding value through effective targeting

• Chase the cash - win over the physicians that drive your market share and are key to your brand for more effective targeting campaigns
• Learn why it is increasingly difficult to see physicians and why pharma companies must change their sales force approach to increase their chances of delivering the right message at the right time
• Hit the bulls-eye – Learn how you can coordinate reps' call planning to ensure they target your most profitable physicians and key revenue earners…more often and with more success
• Discover why your reps should ‘educate not promote’ products to ensure physician added value and ultimately long-term trust based relationships

Head of Global Marketing & Sales Operations, Novartis
UK Managing Director, Merck Sharp & Dohme
Sales Operations Manager Europe, Novo Nordisk
Field Sales Manager, Clissmann (Schering AG)

CASE STUDY: Unique Change Management strategies at Lilly

• An in-depth evaluation of the unique approach Lilly has taken to the Change Management aspect of their largest CRM project and why they have a dedicated internal resource
• Learn why and how Lilly prepared and supported employees and regional organisations during implementation and execution
• Hear how Lilly created conditions for a more customer centric organisation by enabling behavioural and cultural change

Change Manager Europe, Lilly