Sales Force Effectiveness Russia-CIS

Overview

 

An in depth look into the near future

 

• The Sales Force is increasing: Make your Sales Force more effective, not just larger to ensure long term success

 

• Explore the links between you, the government and the wholesaler and learn how working with these important stakeholders can smooth sales processes

 

• How will the recent period of fast growth affect your company in the next 2-5 years? Learn how to predict and plan future developments

 

Proven Strategies to Upgrade Your Talent Pool

 

•  Discuss proven strategies including retention strategies that have enabled companies to significantly improve their yield of top talent, and to greatly reduce hiring mistakes

 

•  Explore the benefits of sub-contracting and discover how to achieve the right balance of outsourcing vs. ownership of the screening & selection process

 

•  Does pharma need a new type of rep? And what would they look like? Learn how reps from a non-medical background can be more flexible and effective in today’s market

 

It’s increasingly difficult to recruit from abroad: Learn how to develop a recruitment program that guarantees you get the best local talent

 

• Learn how to identify the right candidates for internal development to upgrade the talent pool within your sales organization

 

• How to develop a strong evaluation team, who will pick the right talent for the right job, including finding you high caliber managers

 

• Explore innovative assessments to ensure you employ an educated, stable team

 

 

Data Analytics

Explore the benefits of Patient Level Data and analyze how these methods can give your reps the edge

 

• Why do your customers choose the drugs they take? Why do they stop taking certain drugs? With this insight you can create a system that will ensure you target your market more effectively

 

• Understand how accurate Patient Level Data can increase the trust between your reps and your targeted physicians

 

• Learn to produce a comprehensive data program that targets more than the big cities, to increase the effectiveness of your targeting and sampling strategy

 

Identify the Best Data Source for Your Company to Produce a Reliable Data Program

 

• Health Care Data is not available, particularly for the hospital market so where should you get your market and sales data from? Analyze the best independent data providers

 

• Understand how to internally generate useful and accurate data that is kept clean and updated so you can create a reliable sales reporting and analysis process

 

• Discover how your data can utilize analytics to create more effective Territory Management Systems

 

 

Learn how Incentives Schemes can retain your Sales Force and encourage staff loyalty

 

• Build an Incentive Compensation System that drives the right behaviour from your employees and includes long term objectives for your company

 

• Analyze the effectiveness of monetary bonuses compared to health insurance plans and education programs, and learn which balance is right for you

 

• Discover how to produce a targeted compensation scheme and learn how this will prevent your employees “dumping” to another company

 

Improve your employee’s skill base and understand how this is vital to the growth of your company

 

• Learn how to produce long term education and coaching programs for reps and management teams to increase employee loyalty

 

• Discover how probation and training periods combined with continual assessment can increase the effectiveness of your Sales Teams

 

• Maximize new product launch training to enable a greater sales force focus and understanding

 

Evaluate the Balance between Out Of Field and Remote Training and Discover Which will Work Best for your Sales Force

 

• Learn how to develop an “in-house academy” that will provide your sales reps and management teams with quick and efficient training

 

• Convince your company of the value of creating internal training champions to push a culture of training and development

 

• Discover the optimum balance for training a high volume of staff. How much should you outsource?

 

Proven strategies to accelerate the effectiveness of First Line managers

 

• Identify the key indicators that recognize top performance in different management settings to ensure employees don’t get promoted too quickly

 

• Explore the importance of ensuring First Line managers have enough face to face contact with their team and learn how these interactions will increase the productivity of the sales force
  
• Examine effective coaching and development that will continue training into higher management to encourage company loyalty

 

 

Sales Models

With the current rapid growth in the market, explore which selling models will give you competitive advantage

• Examine Key Account Management and discover how accountability can improve the productivity of your reps

 

• Analyze selling models such as the Micro Territory system and discover how Territory Management reduces travel times, covers more distance and increases your reps local understanding of your customers

 

• Specialize your sales force: Discover how organising your Sales Force around specific brands can increase your reps knowledge and efficiency

 

 

Learn how to structure your company to maximize the ROI of your increasing sales force

 

• What is the optimum size of your Sales Teams? Discover how you can structure your company around this for maximum benefit

 

• Best practice in internal communications to improve relationships between management and reps and between different business units to promote unity and growth

 

• As sales forces have spread out of the big cities how do you effectively manage their performance? Analyse systems such as the “optimal approach”

 

• Understand how a strategy that links field coaches to reps shortens the gap between them and increases reps productivity

 

Powerful methods to create, improve and increase the use of your CRM systems

 

• Discover how to target your customers more effectively and facilitate more focused marketing activities through CRM systems that are made specifically for Russia , not copied from the West

 

• Learn how to implement a user friendly CRM strategy, which can continually update and synchronize to ensure data isn’t lost

 

• Understand why your employees aren’t filling out your CRMs properly and analyze methods such as increased training which encourage them to do so

 

 

Analyze the best ways to maintain and grow access to physicians

• Understand what doctors consider helpful and valuable and learn how to create a strategy that will enable you to create successful physician relationships
  

• Don’t be scared of technology; find out how this will improve your reps time efficiency- stop writing on paper!

 

• Identify the best tools and processes such as segmentation you should use when targeting physicians with vast territory to cover

How can your Reps be more effective?

 

• Learn how limiting the amount of rep visits per physician, and segmenting those physicians for more effective visits will have a positive impact on your reps reputation in the field and on your sales figures!

 

• What makes a successful sales call? Learn how to compress the most valuable information and build the foundations of a long lasting relationship in the short time of a call

 

• Hear examples of innovative promotions to doctors including objective information and sampling strategies to ensure your reps visit is remembered

 

Partner with distributors; learn how collaboration can increase sales

 

• Learn best practice to create long lasting relationships with reliable distributors

 

• Explore the role of pharmacy chains and learn how these can be a vital advantage to your distribution strategy

 

 

How can technology improve your sales force effectiveness?

 

• Can Western technology be applied? Analyze Western and Russian technology and discover which balance is right for your company

 

• Hear low-budget but high ROI reporting systems to ensure your rep is efficient out in the field

 

• Discuss how wireless communication and E-management methods like TAM can provide you with successful marketing and sales systems tailored for different territories

 

 

Learn how the right metrics can enhance program effectiveness

 

• Understand how a back to basics approach can give your programs the right foundations. How many calls should be made? What are the right targets?

 

• Hear how a common measurement system within your company for measuring sales and benchmarking competition can increase your company’s push-through

 

• Learn about innovations in geographic customization & tailoring -- how to track, and diagnose trends to enhance market response to your promotions