Sales Force Effectiveness: Global Trends

Sales force effectiveness is an increasingly global concept in pharmaceutical companies. Needs are no longer specific to one country, or even one region. Good ideas are more rapidly deployed across the globe. Learn how one leading pharmaceutical company is managing this trend.

• How do you manage global trends versus
  local needs in sales force process, training and
  support?
• How does CRM drive sales force effectiveness

Hosted by Dave Hanaman, Co-Founder, C3i, Inc.

Sales strategy to key accounts and individual stakeholders

• The stakeholders landscape
• Why is the decision process complex?
• How to coordinate and manage individual stakeholders whithin an account

Led by Cegedim experts

Dashboards to support the decision-making process from senior management to field representatives

• Which are the key indicators to drive decisions?
• How to ensure data consistency and accuracy across all levels of the organization?
• How to implement quickly and easily dashboard projects?

Led by Cegedim experts

How to build the new pharma sales model: Re-Inventing the sales experience to drive physician commitment

• Transition from a sales to a service paradigm: Create a new mix of physician experiences to drive commitment
• Design a new customer-centric selling model for your organisation and understand the change implications for sales training, performance evaluation, targeting and resource allocation
• Identify the commitment leaders and laggards and which brands have the highest and lowest commitment scores and why
• Look beyond traditional Rx measures to uncover hidden risks and opportunities: Take action to protect against unseen threats, seize unrealized potential and improve sales outcomes
• Build long-term partnerships with physicians: Integrate new relationship metrics for more meaningful performance measures

Jeffrey Zornitsky, Senior Vice President, Sales Performance Optimization, TNS
Dorothy Knightley, Chairman, UK, Southern Europe and Asia-Pacific, TNS
Andrew Brana, Consultant, Sales Performance Services, TN

Measure, define and improve Sales Rep Quality

• Discover quality metrics and make the right choices for today’s marketplace
• Deliver quality results and ensure your metrics are actually driving sales
• Global quality platforms: Understand what works and what doesn’t
• Coach on quality and create lasting change

Angela Bakker Lee, Principal, ZS Associates

Greg Ernest, Principal, ZS Associates

A lean mean campaign machine: If you can’t measure - you can’t manage - get compliance for your key messages

• One input, many outputs: Develop multiple channels - learn best practice examples and results from top pharma companies
• Develop powerful strategies that implement face to face, remote, and web technologies to increase bottom line profit
• Provide multiple channels of communication: concentrate on making a clever content

Morten Hjelmso, Founder and Managing Director, Agnitio

Sales strategies - Opportunities and options available to you as portfolios shift and pressure on ROI increases

• Find out how you can achieve sales force excellence across borders
• Practical insights into the challenges of secondary/specialist care and you need to approach them to stay ahead of your competitors
• Discover how data and analytics can be the key to your success but also the thorn in your side

Led by Innovex Experts

Complexities of managing key accounts and how to build effective compensation schemes

• Gain expert advice on when and how to apply key account management sales models vs. traditional frequency and coverage schemes
• Examine different compensation schemes and find out how you can apply them to different sales force scenarios
• Understand the value of using softer physician value metrics to measure value KAMs bring to prescriber relationships
• Discover how to apply and use leading edge solutions to build effective Incentives and Compensations schemes

David Ziedman, Director Marketing EMEA Sales Force Effectiveness, IMS Health

Kevin Dolgin, Senior Principal, IMS Health

Workshop 1

Discover how to quickly alter the customer engagement model by

• Sharing information across cross-functional teams Leveraging customer information gathered across various channels Using advanced, built-in analytics to support customer targeting and segmentation, call execution and reporting, guided selling, territory and objectives management, and cross-functional business processes Benefiting from integrated business applications

Workshop 2

Learn how Business Intelligence for Field Force helps improve overall sales effectiveness

• Using built-in, easy-to-use analytics, Pharma Dynamic Sales solution to leverage customer and market intelligence gathered from multiple sources to better target physicians and maximize sales impact
• Allowing prebuilt analytics capability to be used both online and/or offline, enabling sales representatives to be highly productive
• Bringing analytics capability flexible enough to accommodate changing business needs and requires minimal intervention from IT departments
• Supporting Sales representatives to use target lists to plan routes, plan calls, apply on their calendars, invite medical education event attendees, and more

Led by Oracle Experts

Influencing your influencers

• How to uncover and manage stakeholder influence maps
• How stakeholder maps influence your targeting strategy
• Who are the emerging stakeholders and how do we identify them
• Share experiences in managing stakeholder data and integration into CRM systems and other systems
• What are the constraints of EU data privacy derivatives and which steps do companies need to undertake to respect them
• How influence maps are best used across all levels of the organization

Led by: Lisa Chandler, Director Marketing Solutions Europe, Dendrite

INTEGRATED SEGMENTATION

• While Segmentation has provided guidance for key business strategy decisions in the past, the gap in translating segmentation to actionable targeting and evaluation of resource allocation has been detrimental to achieving planned success and returns. Join this panel where senior strategists and tacticians come together to actively discuss the recent trends and success stories in creating actionable segmentation schemes that translate well to field success.

Graham Parkinson, Manager, Professional Services, market Rx

Martin Morse, Director, Professional Services, market Rx