Selling in a regulated environment -
Does it have to kill the sale?

• Get an expert analysis of how laws and regulations have impacted the sales force and hear how to navigate the legal and regulatory hurdles
• How to develop better adjusted training programs for reps that will help make their performance more dynamic in a strict legal environment
• Determine effective approaches to improve physician access that are in accordance with the regulatory framework you have to operate in
• Strategies and tactics for monitoring sales force compliance without impacting sales force effectiveness

Director, Promotion Compliance, Bristol-Myers Squibb
Partner, VantagePoint Consulting Group

To get more info on speakers click here!

Gain a new perspective: Industry challenges seen through a financial analyst’s eyes

• Benefit from the latest data on the cost drivers of the pharma industry and identify the best channels that will enable you to overcome global revenue slowdown
• How to take maximum value from the shortterm lifeline offered by the recent shift in sales mix towards specialty/secondary care
• Discover what else can be done to increase the ROI on sales from a financial
  perspective and how you need to transform your sales performance to achieve this objective
• Learn why cost management becomes high priority and what the buzz words such as outsourcing, partnering, ROI, efficiency really mean and how to tackle them

Pharmaceutical EquityResearch, Lehman Brothers

Case Study
How to maximize a co-promo agreement with Big Pharma

• Real-life examples of what works and what doesn’t work in co-promotion relationships in various markets (cholesterol, hypertension, antibiotics)
• Discuss how to best choose your official representative and hear why you must set clear boundaries of responsibility
• Best practices for making the team accountable for the overall success of your co-promo deal without experiencing a “too many meetings” syndrome

Associate Director, Sales Strategy & Operations, Solvay

Rethink your sales force strategies: The time is now – find out where to begin to achieve a competitive advantage

• Gain an exclusive insight on some of the most current macro trends in field operations and sales force implementation like innovative approaches to physician segmentation
• Best methods for developing successful just-in-time and real-time field force management strategies
• How to effectively identify predictive capabilities for improved call planning and compensation strategies
• Proven strategies to benefit from closedloop marketing and multi-channel marketing at the individual rep level

Global Practice Leader, Sales & Account Management, IMS Consulting

Case Study
Design and manage a flexible field force structure by optimizing CRM tools and processes

• Learn how to avoid adding more reps to visit physicians who don’t have time to see them
• Hear dynamic methods for deploying reps to where opportunities exist and find out why a flexible approach to sales force starts with a fixed number of territories
• Understand the importance of receiving field input into their targets and activity in creating ownership at a team level
• Effective ways to make your reps validate and change their call plans based on local knowledge they gathered

Executive Director, Sales Administration, Boehringer Ingelheim

Improve sales & marketing effectiveness through dynamic targeting

• Find out why accurate and flexible targeting is bound to become even more critical for success in the coming years
• Discover dynamic targeting that maximizes ROI throughout the life-cycle of the product – including launch and generic entry
• Learn how this effective targeting approach allows Marketing’s input to be easily integrated into call plans
• See how the same methodology can also be used to prioritize physicians based on a Managed Care Favorability Index

Senior Partner, Michael Allen Company, Senior Partner, Healthcare Strategy Practice, Michael Allen Company

Case Study

Increase your productivity by constructing optimal sales force sizing and deployment

• Identify absolute sizing, deployment and territory alignment models that guarantee an optimal number of reps selling to each physician in different market conditions
• Learn how to evaluate the impact of your sizing strategy on the short and long-term profitability of your drugs and hear how it will reduce costs
• Explore innovative approaches for deploying reps around the key customers and where the opportunities exist to achieve a maximum market reach

Director, Sales Force Effectiveness, Organon

Case Study
Drive sales force and deliver greater revenues through innovative approaches to group practices

• Learn about the current landscape of group practices and hear why this is an essential part of your sales business
• Higher cost pressures continue to drive MDs into larger group practices, increasing their influence now more than ever - find out how you can turn this challenge into an opportunity
• Identify the right steps you should be taking to excel in group practices and exceed sales targets as a result

Director, Long Range Strategic Planning, Abbott

Case study

Are Speaker Programs a valuable tool to improve your sales force? Find out how to get the most for your investment and how to measure the ROI

• Learn how to structure and execute your speaker programs to develop brand awareness and boost sales as a result
• Find out how the collected data can help you evaluate program/speaker effectiveness
• Understand why you need to report program characteristics and activity at various levels of hierarchy such as nation, area, district, territory, speaker, product, program size, venue, topic, geography - and how the data will enable you to achieve this objective

Associate Director Sales and Marketing Operations, CV Therapeutics

“Category Captain Management” comes to Healthcare: What is it and how can it provide a new way for Pharma to compete?

• Determine the best channels to add value beyond just the drug or medical device and examine what Pfizer and BMS do to be successful in their initiatives
• How you can maximize member retention in the US managed care system by accompanying your drug with profitable programs
• Look outside the industry: Learn how global brands like IBM and Kraft shape their consumer marketing and sales - and apply these learnings to your own product

Pharma Branding Expert, St. Joseph’s University

End of day one

Case Study

Benchmark and evaluate the characteristics of effective representatives and managers

• Understand behaviors of highly effective reps and district managers vs. average performers and hear why your team is only as strong as your managers
• How to best use information you get from tracking behaviors and measuring the ROI of a single rep
• Assess your managers by comparing them to each other and to industry norms relating to coaching, motivation and leading meetings
• How to develop a training plan for the managers on an individual and team basis to get their skills up to the benchmarks

Director of Professional Sales, Johnson & Johnson Consumer Companies

Find out what the market trends dictate for the pharma industry and hear best strategies to position your sales force for maximum gain

• Develop 360° visibility between the brand, rep, physician, and patient and build sales programs that leverage these insights
• How to decrease time doing menial tasks, increase performance and improve quality of life for your sales reps in times when the average sales call lasts from 60 to 90 seconds only
• Explore new technologies that are designed around usability and the “human aspect” of the sales rep that will make your teams more flexible and responsive to your programs

VP of Product Development, Dendrite International

Panel Session
Best practices in attracting, selecting, developing and retaining top performing sales people

• Identify key value drivers and common mistakes in building a high performance sales culture with self-driven sales people
• Recognize the importance of a Front Line Manager and hear how you can benefit from his impact on the overall sales force
• Lessons from other industries on attracting high performing sales reps and managers and how to assess experience vs. attitude
• Benchmarking techniques for selecting high performers based on behavioral event interviews and psychometric profiling that will allow you to avoid hiring mistakes
• How to precisely differentiate investment in top performers to develop and retain star reps and managers

Moderator: President, Star Solutions
SFE, International Pharmaceutical Operations, Fournier
Director, Sales Effectiveness & Development, Altana Pharma
Hospital Director, Daiichi Sankyo
Vice President, Sales, Bausch & Lomb Pharmaceuticals

Case Study
Proven methods to precisely measure the impact of your training programs on sales force effectiveness

• Measuring training programs – find out what it is all about – the ROI, fact or fiction
• Identify best practices for measuring training’s impact on SFE and hear how you can best use this data to build a better sales force
• Find out how you can maximize pullthrough of training programs and drive overall effectiveness as a result
• Learn why Sanofi-Aventis applies “Continuous Learning” as a core strategy for the retention and development of top talent – and how you can use this learning to improve your training initiatives

VP, Urology Business Unit, Sanofi-Aventis

Case Study
Incentive and compensation schemes that work

• Key success factors for driving powerful incentive schemes and motivational tactics that align with your SFE strategy, fulfill reps’ potential and deliver big profits
• Discover the best empowerment initiatives that will help continue effective sales performance and boost long-term profitability
• How to measure the motivation levels of your sales teams and hear how your incentive and compensation programs should change according to reps’ performance
• Understand how to practically implement incentives schemes, measure sales growth and set targets for both top performers and weakest links according to their individual capabilities

Director Sales Operations, Otsuka Pharma

Case Study
Enhance critical co-ordination between marketing and sales departments for increased market reach

• How to ensure that reps are playing a valuable role in building a database that helps marketing departments shape customer-centric promotional campaigns
• Exploit the power of your IT department as the backbone of your sales activities to ensure seamless data transition between marketing and sales teams
• Blueprints for bridging the gap between IT, sales and marketing for significantly improved sales force planning

Vice President, Sales, Ferring

Panel Session

How to gain maximum product differentiation

• Identify additional effective marketing solutions you can use to improve prescribers’ receptivity to your message
• Hear which educational initiatives will enable you to enhance customer access and learn how to differentiate messaging to physicians according to behavioral segmentation
• Proven techniques to evaluate promotional response and hear how to use this measurement on an ongoing basis for better targeting

Moderator: Senior Editor, Med Ad News
Neuroscience ABSO, Eli Lilly

Case Study
Optimize customer access through targeted customer messaging

• Understand what customers expect of your communication channels and identify proven strategies in aligning messaging to programming at the field level
• Find out how mapping customer’s conversations and aligning brand communications will help you deliver an accurate message to your key customers and drive your brand
• Discover why successful customer messaging lies in better understanding of your segmentation processes and learn how marketing and sales departments should liaise to build stronger relationships with physicians

Neuroscience ABSO, Eli Lilly

End of Conference