Training & Learning

The Pharma sales market is evolving at a phenomenal rate, the market forces are demanding a more specific, quality focused approach from Pharma's sales force. This change in demand has made training & development of your sales force more critical than ever in order to improve performance, increase motivation, respond effectively to the market and retain skilled people within your organisation. This conference will address these issues head-on and present best practices in meeting these challenges.

You will learn to...

• Formulate the right training strategy by analysing what the most effective tools and methods are in the market and how you can successfully implement them.

• Create the best sales teams to meet your company's strategic target by knowing how to develop and build upon the strengths and weaknesses of your team.

• Increase the flexibility and longevity of training by introducing a culture of learning in your organisation.

• Enhance Managers talents by engaging them in new skills development.

• Identify the role technology will play in the future of training and how this will affect you company's strategy.

• Align and improve training in order to create transparency and cost-effectiveness throughout your organisation.
  
  
  Training and Development Programme (3-4 April)
  
  
  
  

KEYNOTE CASE STUDY: sanofi-aventis' proven methods to measure the impact of your training programmes on sales force effectiveness

• Examine the challenges in measuring training effectiveness and gain concrete insights with take home best practice.

• Understand the case for sharper metrics and how you can implement them easily to increase transparency of training methods across the organisation

Mike Capaldi, Associate VP Training and Development, Sanofi-Aventis

Session 1: Training Tools and Methods

Enhance sales effectiveness through blended learning: Learn how to create a unique mix of e-learning and face-to-face learning

• Examine the benefits of using the latest computer-based programmes to create a progressive learning culture and understand how they can be tailored to meet your organisational needs

• Understand how to effectively combine the best mix of e-learning and faceto- face learning to achieve improved training performance and enhance the effectiveness of your sales force

Debbie Hanson, European Sales, Training & Development Manager, GE Healthcare

Simulation-based training- Assess the potential this prevalent tool can have on your organisation

• Strategy simulation, how to teach a way of thinking: Consider the history of strategic simulations and the current state of the art, as well as the reasons why simulation is such a powerful tool

• Understand the pitfalls and success factors of simulation-based training: how to build a coherent training course around the simulation

• How to build good simulations through reality, pressure and analysis, as well as the crucial role of the debrief

Kevin Dolgin, Associate Professor of Marketing, University of Paris

Session 2: Management Development

Discover the most powerful ways to train, learn & develop your managers

• Understand the skill gaps in your managers in order to improve quality and ensure continuity of development throughout your organisation.

• How to move to a culture of learning to help deliver constant selfimprovement of your managers to increase motivation and productivity.

Enrique Garrido, European Training Manager, Grunenthal

Learn how Wyeth have successfully used assessment tools to develop and build a strong sales force

• Hear what capabilities and profiles Wyeth look for when hiring sales professionals for winning sales teams

• Discover their secret behind their ability to keep staff turnover to just 3% annually

• Find out the key lessons learned in selecting and developing a highperformance sales force

Magnus Wassen, Group Product Manager, Wyeth

Session 3: Sales Force Training

Selling in a complex healthcare environment: What is the future for your sales representatives and how should this effect your current training programmes?

• Understand payer controlled prescribing and the latest data on the impact on the quantity and quality of sales calls to ensure you optimise your sales message

• Account Management or Selling to Accounts - is there a difference and what are the implications for your Sales Representatives to get it right?

Tim Townend, Sales Training Director, Bristol-Myers Squibb

Specialist Sales - how to fill the experience gap; re-deployment or re-training

• Expert solutions for developing the right skills needed such as key account management, project management, the ability to work with key decision makers and discuss clinical data with specialists and professors

• The power of simulated and front-line assessment to demonstrate your reps are hitting their core competencies for ground-breaking assessment and training

Alison Clough, Vice President, Global Business Development & Operations, Innovex

Are today's sales force models and competencies reconcilable with future industry trends and demands?

• What is driving the business today and what are the future trends for the pharma industry

• Examine the effect new models will have on your sales force structure, management, training and development and how you can shape them to meet your organisational goals

Saila Roitto, Senior Project Manager, Commercial Operations, Novartis

Create the most effective training strategies for your sales force in order to help them understand

customer issues and maximise their sales approach.

• Find the right ways for your sales force to build good relationships with customers in order to develop repeat sales

• Understand the skills of the effective sales rep and develop the knowledge to implement those skills in your organisation to optimise training and development to ensure cost-efficiency.

• Get inside the key motivators for your sales reps and see how they impact on performance.

Tim Bachelor, Learning & Development Director, Actis

Session 4: Outsourcing v In-House Training

Optimise the performance of your training department: Learn how to create leading edge in-house training networks.

• Create viable and effective alternatives to outsourcing training to facilitate your business options and strategies.

• Convince the business of the value of internal training champions to create a culture of training and development

• Maximise new product launch training to enable greater sales force focus.

Nick Pope, Director of Sales Training EMEA, Bausch & Lomb

Outsourcing or In-House? What is right for your organisation?

• Examine the debate for both methods and assess the applicability and effectiveness of each against your organisation.

• Listen from experts of both schools of thought about where the future of training is heading.

Mike Capaldi, Associate VP Training and Development, Sanofi-Aventis

Nick Pope, Director of Sales Training EMEA, Bausch&Lomb

Kevin Dolgin, Associate Prof of Marketing, University of Paris

Who should attend

• Training & Development Managers
• Consultants
• Human Resources
• Sales Managers
• Regional Managers
• Chief Learning Officers
• Project Leaders
• Specialists of Learning and e-Learning
• Sales and Marketing Trainers
• Learning Services
• Organisational Development
• Knowledge Management

If you have any questions or queries regarding this event, or are interested in becoming a speaker or sponsor then please do not hesitate to contact Ged Moore at eyeforpharma on +44 (0) 207 375 7510 or gmoore@eyeforpharma.com.