Sales Excellence

This two day knowledge-packed parallel session will focus on the key issues and challenges that you are faced with when it comes to delivering sales excellence in your organisation. The 12 dynamic speakers and interactive sessions will look at:

Key Account Management:  How to evaluate how key account management will work in your organisation and how to align functions for a single view of the customer

Sales Force Development:  Powerful methods for managing sales force development in a changing environment

Performance Management:  Techniques for choosing the right KPIs that truly drive the business

FLM training:  How it can successful programmes can motivate your sales reps and impact your sales

CRM optimisation:  How do you make the most of your CRM system for tracking performance, getting information from the sales force and targeting and segmentation

Incentive schemes:  Learn how to implement incentive schemes that motivate every single sales rep

Benchmarking: Find out how to compare the quality of your call and rep against your competitors

Sales Excellence Programme

Session 1: Define your sales excellence strategy

Why sales force strategy matters - Working smarter, not harder!

Traditional sales management assumes that a field force implements just one common strategy and that performance may be driven by an optimal mix of coverage, call rate and frequency Recent research shows this traditional view to be wrong and reveals that sales forces in reality may implement 6 or 8 different realized strategies, which may differ markedly from the company's intended strategy.

• Hear research on how individuals in a sales team may differ in their work experience, education, aptitude, training etc and how they will actively copy successful practices and discard unsuccessful ones

• Discover how to recognize these different 'ways of working' and migrate your sales team from a less effective strategy on to a high performing one offers an opportunity to rapidly increase sales by 20 to 30%

Graham Leask, Lecturer, Aston University

Practising what you preach; how does a new sales rep with a sales effectiveness background see the strategies coming from marketing & sales now?

• Find out what your messages/sales excellence strategies look like when they are delivered to their final customer

• Practical ways to motivate your sales force to follow-through and execute the SFE strategies that you create

• Understand why sales excellence/effectiveness strategies stumble or fail and what you need to do in order to ensure a successful implementation and execution every time

Mark Sales, Senior Territory Business Manager, Novartis (formerly Global Sales Effectiveness Manager, Novartis )

SESSION 2: New Selling Models

How to define Key Account Management: What does it mean and what skills do you need to implement it?

• Expert tips on how to clarify what the environment and situation is – (strategically and locally) before you make the move

• As a sales-orientated organisation, how do you go about internally incorporating medical, IT, marketing, clinical, HR into the selling process?

Esther van Hulten, AVP Global Accounts, Cegedim Dendrite

Debate & discuss how sales models are changing & what you should be planning for

• Hear from pharma experts on best-practice techniques for designing the right sales model for your market and products

• Discuss internal barriers to implementing new selling models and how to overcome them

Panellists:

Typhaine Servant, Emerging Growth Markets - Head Sales Force Effectiveness, Novartis

Mark Sales, Senior Territory Business Manager, Novartis (formerly Global Sales Effectiveness Manager, Novartis )

Graham Leask, Lecturer, Aston University

SESSION 3: How behavioural change can improve your sales success

Training & Development Case Study: How to implement a strategic vision of behavioural change

How to use behavioural, activity and sales data to find out how your sales people and their managers are really doing and how this will help you in strategy execution
Identify the key behaviours that make the difference between average and excellent performance

Richard Whitehead , Global VP Sales and Marketing, from CSL

Colin Hurst, Director, Global Learning and Development (EUCAN), Schering-Plough

SESSION 4: Performance management and Incentive Schemes

Supporting sales strategy through effective change management and sales incentive design

The European Healthcare scene is changing fast. The UK is no different where AstraZeneca had to change the way it sold to its client (the National Health Service) - including a review of the structure of its sales organisation, the focus of different roles and the behaviours of its sales force. A powerful tool to reinforce the change was alignment with sales force rewards.

  - Hear how focus on client and account management drove multiple sales effectiveness initiatives

 - Discover how to maximise return on your investment in total sales force compensation

 - See an example of how sales incentive plans are tailored to meet particular sales priorities

Chantal Free, European Leader, Sales Effectiveness and Compensation, Watson Wyatt

Discover how to identify impactful KPI's that will drive your business forward

• How many KPIs do you actually need? Find out how to assess the right KPIs for your business model and how to eliminate KPIs that are just wasting your time

• Powerful methods for using technology to enable you to track, all KPIs easily, simply and visually

Damian Colehan, SFE Manager, Actis Sales Technologies

SESSION 5: CRM Optimisation & Implementation

Optimise the use of your CRM system and align sales force automation

• How to support the utilisation of regional CRM systems from the global perspective

• Expand the use of your system and build in-depth customer insights across your prescriber base

• The human factor: How to embed processes and integrate your CRM system business processes of sales and marketing

Juergen Greillich, Head of Global Information management Sales & Marketing, Solvay

Micromarketing: A quantum leap in Novartis business philosophy

• Hear how a change of mindset helped Novartis move from strategy to execution and helped ensure swift roll-out of strategies with quick results

• Improve marketing plans implementation in your field force through effective resource allocation

Jose Matias Perez, Brand Manager, Respiratory Unit, Novartis Pharmaceuticals Spain

Francisco Ballester, Head of General Medicines Spain, Novartis

SESSION 6: Sales Force Development: Organisational design, structure and size

How to overcome the challenges in defining & implementing SFE strategies in emerging growth markets

• Understand the key differences between emerging and more mature markets: growth rates, lack of transparency, low maturity of the HC system

• Find out how to plan consistent and comprehensive SFE strategies in this context with smooth roll-out and implementation; hear about Novartis experience

Typhaine Servant, Emerging Growth Markets, Head Sales Force Effectiveness, Novartis

For the full programme and details of all presentations click here.