Understand why you need to rethink your overall approach to segmentation and ultimately sales force size and structure and where you can seek innovation

• Discover the latest initiatives for more advanced segmentation and effective resource allocation

• How to gain enhanced physician access, establish meaningful relationships and
develop winning call plans that are tailored to individual prescribers vs. a mass marketing approach

• Through discussion and real-world examples, this workshop will compare and contrast traditional and emerging approaches, and will feature hands-on exercises that allow attendees to apply key learnings. Attendees will leave the session with a solid framework to achieve more precise segmentation and more effective sales force models.

Led by: Zach Henderson, Director, Sales Force Effectiveness, IMS

With an explosion in the number of sales reps combined with busier physicians, more informed and demanding patients, the growing influence of managed care, the proliferation of federal and state regulations and increasing physician resistance to the traditional detail – the ROI on the sales force has been steadily declining. Meanwhile inefficiency and costs have increased. Sales Managers are seeking answers to these questions and solutions on how to prepare their sales force for the future.

This workshop will focus on 5 best practices you can incorporate into your sales force to drive positive results and equip your team for today’s challenges and those in the future.

Led by:
Dendrite International and Industry Speaker

Incentive compensation programs are a critical lever for driving desired behaviors and results from the sales force. More than
the plan itself, the key to success lies in the effective management of sales compensation and commission programs. Using a case study, this session will dive deep into best practices in the areas of:

• Strategic alignment: What steps can you take to assure plans are aligned with strategies?

• Effective modeling: How you can analyze the impact of changes to various aspects of plans

• Plan understanding: Learn how you can make sure reps fully understand your plans

• Accurate results: What are common areas for error and how can they be prevented?

• Management visibility: Discover what type of information you should be looking for

• Ability to quickly adapt: Hear best practices to implement effective change
management

Led by:
Joanna Stebbins, Director, Sales and Marketing Operations, Allergan

Jim Castello, Managing Director, Synygy

Relative to its importance, sampling is one of the least understood strategic tools in many pharmaceutical sales organizations.  Giving away too many samples cannibalizes sales; giving not enough limits the product’s potential; and giving them to the wrong targets wastes valuable resources.  The workshop’s objectives are to:

• Review analytic techniques to measure the return from sampling;
• Understand the optimal level of samples in aggregate;
• Discuss the effective allocation of samples to targets; and
• Explore using practice affiliation data to improve overall results.

Led by: David Martin, Senior Partner, Haro Cumbusyan, Partner, Healthcare Strategy Practice, Michael Allen Company