• The role of the sales rep of “tomorrow” and how they might add value to the physician’s practice
• New thinking on how to maximize the potential impact of your reps as the size of your sales force is decreased
• Major trends in the overall healthcare environment and strategic implications from a pharma selling perspective
• Differences between primary vs hospital vs speciality sales and how to adapt your strategy

• Shift the focus of your sales teams towards your customer
• Ensure the success of your regionalization strategy by placing decision making closer to the customer
• How to implement best practices when access restrictions vary between your teams

• Key examples of co-promotion & partnerships for shared call sales programmes
• Understand how to utilise all customer-facing roles for maximum impact on sales
• Determine where your money is best spent depending on the life-cycle stage of your product

• Alter your tactical approach for your specialty sales teams to maximize their impact
• Understand how to change metrics and rewards targeted for specialty
• Implement specialty tactics to your sales team to keep up with the changing environment

• Shift your strategy to put patients at the forefront: leave your product messages in the bag
• Stand out to the customer by creating value in every conversation
• Align incentives to drive the right behaviours

• Understand the significance of engaging with new stakeholders as they gain more authority on decisions regarding drug prescriptions and disease management initiatives
• What are the opportunities and the risks regarding the industry’s interaction with these emerging customers?
• Understand the link between adding value to your relationships and sales results
• Practical examples of the best ways to access these key influencers

• Practical examples from a market access expert in how to work together to increase sales
• Maximise your opportunity in the private payer market: build relationships to ensure your drug gets reimbursed
• Deliver a strong sales message - improve communication between market access, pricing and health economics in your organization

• Understand the shift towards the patient and how to adapt to this change
• Help your teams to foster new levels of cross-sectoral collaboration between academia, health care providers and industry
• Implement changes in your sales team to result in optimal patient outcomes

• Understand what real time data could do for brands
• Knock down the barriers: ease of use, comparability, context, ability to respond
• Hear how one company reimagined every point of data management

• Hear a case study from a different industry of how KAM has been implemented successfully
• Understand the benefits and common challenges of KAM methodology before adoption to maximise the potential for sales
• Learn how to best implement your KAM approach throughout your company

• Feel energized that there is a better way to move hcp's from 'uninterested' to 'on board'
• Identify and prevent the biggest mistake most pharma associates make
• Use 4 tips to move hcp's up the staircase of behaviour change
• Identify the single most important foundation of influence and how they can increase it

• The importance of updating your incentive programme to reflect the current sales challenges
• Retain your top talent: make them a priority with the best incentives
• Create a healthy level of competition between your reps whilst maintaining a team approach

• Discover new ways to assess SFE & performance: Key Performance Indicators (KPIs)
• Characteristics of the ÒbestÓ rep and why it is important to pursue
• Metrics you can use to measure effectiveness within your company and against others

• The key drivers of sales rep performance
• Developing your sales team into top performers
• Creating a high performance sales management team

• Understand how you can make a tailor-made & customised message based on your customers’ needs
• Hear how iPads are already being used successfully to improve internal sales force interaction as an interactive educational aid
• Direct insights on what your customer wants and does not want to see

• Get an inside look at how mobile customer activity capture and integrated 360-degree customer analytics has been successfully implemented on the iPad
• Understand the benefits and common challenges of implementing next generation SFA + BI
• See a live, scenario-driven demonstration of the iPad solution

• Learn how technology has increased return on investment in terms of both money and time
• How the use of a technology platform in training has allowed reps flexibility as they can work at their own pace
• Hear the process from planning to adoption of new technologies to bring your reps more efficient use of their time resulting in more successful calls

Academic Detailing: What will you be doing in 5 years?

No one can doubt that the traditional rep model of detailing physicians is broken. As pharma pipelines continue to decline so goes the role of the representative as fewer doctors find less and less value in the exchange. As governments become the largest buyer of generic drugs, several provinces have joined forces with anti-industry universities to "educate" prescribers to support generics and not write brand name drugs. The strategy of "academic detailing" - one on one accredited CME - may well be the new role for representatives.

Workshop Objectives:

1. Understand the market forces that have changed pharma marketing and sales
2. Review several case studies of academic detailing
3. Foster strategic thinking on how pharma can master academic detailing and thrive in a world of shrinking resources.

E-detailing and CRM efforts are important, but it's difficult to know which tactics and materials are working and not working.

inVentiv Canada introduces Mercury/L5, the first fully integrated detailing CLM solution that allows the power of information to be in the hands of the sales representative, turning content into conversations with seamless reporting for real-time business decision making. You'll learn how;

• Representative call reporting can be made with ease and accuracy
• To make changes to CRM reporting schemes in minutes, not days or weeks, and without IT support.
• To deliver e-detailing content and understand what's working
• To easily share reports between stakeholders
• Mercury/L5 easily integrates with any CRM platform

Join us for an impactful session and live demo.

Pharmaceutical ROI:  Risk / Profit sharing.  Exploring new promotional partnership business models

With the changes in the Pharmaceutical industry landscape, is it time to create, discuss and explore new concepts in promotional partnership models?

Bill Scott, Director of Business Development and Marketing, pharmexx Canada

More information coming soon...

More information coming soon...

An interactive roundtable discussion designed to educate on the strategic uses for sales and marketing performance audits... what are they, how to use them, when to use them and what you can expect to get out of them. We’ll run a mini audit were we’ll discuss questions like “To what extent can your reps correctly recall all of your brand’s key messages?” and how relevant is it to you that they do... see how your answers stack up versus your competitors!... and at the end you’ll leave with a high level prioritized sales management check list of areas for you to focus on which will help you to boost your team’s sales performance. See you there!