| 1. GAIN INFORMATION-FOCUSED FIELD, COMPETITIVE AND MANAGED CARE INFORMATION FROM RX DATA |
6. HOW TO DRIVE EFFECTIVE INCENTIVE/ COMPENSATION SCHEMES TO MOTIVATE REPS AND SURPASS TARGETS |
• Explore the ways that Rx data can help you find the critical information you need to leverage marketplace changes
• Lessons from other companies on how to use Rx data to drive improved sales performance
• Real-life examples of anomalies discovered through Rx data - and the revenue and market share impact that can
be achieved by leveraging that information
Moderator: Chen Amit,
President and CEO, Business Events |
• Key essentials for designing and implementing incentive programs and motivational tactics that align with your SFE
strategy, fulfill your rep’s potential and deliver big profits
• Hear which incentive schemes guarantee you achieve specific sales objectives and how to directly link your incentive plans to sales results |
2.
WHY YOU NEED TO CHANGE SALES FORCE CULTURE -
BEHAVIOURAL CHANGE IS CULTURAL CHANGE
|
7. CONSTRUCT INNOVATIVE TRAINING AND DEVELOPMENT PROGRAMS THAT PRODUCE REVENUE WINNING SKILLS |
"
How to change mindsets and attitudes by focusing
on behaviours and create quick change
"
Why a cultural change should be neither a long-term
affair nor a painfull and resisting one
Moderator:
Leandro Herrero, Chief Executive,
The Chalfont Project
|
• Learn how to optimize your training capabilities according to behavioral segmentation and develop prize performance replicated across all sales teams
•
Understand how to measure the ROI of your training
programs and how you can use this information
for
constant improvement of your coaching activities
Moderator:
Stephen W. Hastie, Regional
Sales Manager, Abbott |
| 3. HEAR FROM THE PRESCRIBERS: ARE ADDED VALUE SERVICES A TOOL FOR OVERCOMING RESTRICTED ACCESS TO DOCTORS? |
8. MAKE YOUR BRAND STAND OUT! GAIN MAXIMUM PRODUCT DIFFERENTIATION THROUGH EFFECTIVE MANAGEMENT OF YOUR CO-PROMOTIONAL MIX |
• Find out what physicians consider as an added-value service and how you should deliver it
• The key success factors that ensure added value for
each rep visit and ways to provide physicians with the
customized content they are craving |
• Explore what additional powerful marketing solutions you can offer to physicians to enhance their receptivity to your message
• Learn how you can accurately measure promotional
Moderator:
Rebecca Mayer, Senior Editor, MedAdNews |
| 4. TERRIFIC TARGETING: HOW TO DESIGN OPTIMAL SALES FORCE PRODUCTIVITY BY TAKING MAXIMUM VALUE FROM YOUR CRM CAPABILITIES |
9. HOW TO DESIGN AND IMPLEMENT TAILOR-MADE TERRITORY ALIGNMENT MODELS |
• Invaluable merits of CRM systems in finding, selecting and segmenting your key customers
• How you can learn about a physician’s profile from your CRM system and turn that learning into a targeted campaign |
• Key learnings for foolproof territory alignment techniques that ensure you get optimal geographic coverage for each rep
• Hear how the optimization of technology can help you plan territories for higher profitability |
| 5.
OPTIMAL CALL ALLOCATION FOR MULTIPLE PRODUCTS
WITH OVERLAPPING SALES FORCES |
10. BRING DATA TO THE FIELD |
"Discuss
current approaches to address this complex optimization
problem when overlapping sales forces are selling
multiple products
"Explore ways of improving the efficiency
and effectiveness of the sales organization
with better call allocation
Moderator: David Martin, Senior
Partner, Michael Allen Company |
• How to determine the best practical usage of longitudinal data by your sales teams
• Proven ways to provide actionable data for field managers to maximize rep performance |
