Programme

Day 1 | Day 2

Day 1: 23rd June
08.30	Opening of the Conference
	Chairman- Ted Craft
09.00	STRATEGIC OVERVIEW SESSION
	Sales Force Effectiveness 2010: An In-Depth Look into the Near Future Examine the Macro and Micro trends affecting you and understand the implications for your sales force Learn how to implement strategies that guarantee long term success Hear what is next on the horizon for Sales Force Effectiveness, so you can plan and take full advantage of it Ken Liss, National Sales Director, Bayer HealthCare
09.40	A GSK VP Perspective: The Value of Medicine and The Value of The Sales Representative
	Explore the current state of trust between consumers and the Pharma industry and learn ways to improve your relationship with your consumer Analyze the current threats to accessing prescribers and hear cutting-edge methods to overcome these What are the long term solutions? Understand how the Sales Force can contribute to improving industry reputation and maintain customer relationships Mike Pucci, VP, External Advocacy, GlaxoSmithKline
10.20	TRAINING AND DEVELOPMENT SESSION
	Proven Strategies That Will Accelerate the Effectiveness of First Line Managers Identify the key indicators that recognise top performance in different management settings in order to increase the effectiveness of your management team Explore the importance of face to face contact with the team and learn how these interactions will increase the productivity of your sales force Improve your sales force from the top down: Examine effective techniques that will continue training into management Stan Metter, Metabolic Specialty District Manager, Takeda
11.00	Break & Exhibition (30 minutes)
11.30	Evaluate the Balance between Out Of Field and Remote Training and Discover Which will Work Best for Your Sales Force
	Learn how to develop a Remote Training Program that will provide your sales reps and management teams quick and efficient training Maximize new product launch training to enable a greater sales force focus Convince the business of the value of internal training champions to create a culture of training and development John Hawkins, VP, Glendinning Management Consultants
12.10	Proven Strategies to Upgrade Your Talent Pool
	Are you leveraging the most powerful tools and techniques available to upgrade the talent pool within your sales organization? Discuss proven strategies including retention strategies that have enabled companies to significantly improve their yield of top talent, and to greatly reduce hiring mistakes Discover how to achieve the right balance of outsourcing vs. ownership of the screening & selection process Determine if your hiring criteria are still the right criteria for today's market Angela Bakker Lee, Principal and Global Head of Effectiveness and Productivity Practice, ZS Associates Roundtables: Roundtable 1 - Best Practices for planning, communicating and assessing changes that supports the shift in sales strategy Mark Bernstein , Senior Director Sales Planning, Wyeth Jeff Kahan , Director of Sales Incentives, Wyeth Jeff Evernham , VP of Client Services,Synygy,Inc
12.40	Lunch & Exhibition (1 hour) Ted Craft Book signing
13.40	Sponsored workshops: Cambell Alliance-Sales Excellence: The Top 10 Initiatives That Will Drive Success in a Competitive Selling Environment Roundtables: Roundtable 2 - Evolution of Group Practice and Sales Force Effectiveness Dean Slack, Former VP, King Pharmaceutical John Ryan, President, AdvantageMS Roundtable 3 - Improving Sales Effectiveness Mark Gleason, VP Corporate Development, Aptilon Roundtable 4 - Differential Resourcing Chris Wright, Managing Principal, ZS Associates Roundtable 5 - Utilizing alternative channels to maximize commercial effectiveness Cecil Kost, President and CEO, MedManage Systems
14.40	Break and Exhibition (15 minutes)
14.55	SALES TOOLS SESSION
	Technology as an Enabler for SFE and efficency Examples of new and improved HCP technology channels in the market place Analyze the best new channels for your business- and ensure they are right for your customers Learn how to manage multiple channels and intergrate them to provide superior customer vlaue and Sales Representative Effectiveness Mike Fowler, Virtual Sales Manager, Eli Lilly and Company
15.35	Panel Session: 2/3 of Co-Promotions Fail: Ensure yours is Not One of Them
	What makes a successful co-promotion relationship? Understand how co-promotions fail in order to increase your likelihood of success How to pick a partner and structure the relationship to ensure you achieve a winning co-promotion Learn how to measure a successful co-promotion and understand how this will give your company the edge Alan Birtchet, Chief Operating Officer, InVentiv Health
16.15	Break & Exhibition (30 minutes)
16.45	Identify the Best Data Source for Your Company to Produce a Reliable Data Program
	Improve rep lead time: Get business critical data to reps. Fast! Examine the shift towards Data Housing projects and discover how these can give your sales force the edge Explore effective techniques that enable you to interpret and manage data and learn how these will allow your business to grow Ed Bryden, Senior Director Marketing Analytics, Abbott
17.25	Extract Maximum Value from Patient-Level Data to Optimize Rep Face-Time
	Learn how to distinguish Patient-Level Data from other Data Assets to save your reps time Best practice methods to interpret your Patient-Level Data to guarantee an increased success rate with physicians Understand the HIPAA and PDRP issues and learn proven methods to turn these challenges into business opportunities Jeremy Stamer, Director Business Analytics, Amylin
18.05	Hear how Sanofi-Aventis Leverage Data Analytics in the Current Business Climate to Improve Sales Professional Effectiveness
	Smarter Not Harder! How to really optimize rep time with effective targeting and segmentation Demonstrate how data analytics improves effectiveness through improved territory knowledge and opportunity identification Understand how to incorporate Six Sigma principles into your company to improve your sales reporting and analysis process Key Account Management: Use cutting edge methodology to respond successfully to evolving customer needs Christopher Leidli, District Sales Manager, Sanofi-Aventis
18.45	End of day one. Conference Networking Reception.
Day 1 \| Day 2 Back To Top
Day 2: 24th June
08.50	Opening of Day two
	Chairman- Gregg Ciarelli
09.00	SALES EXCELLENCE SESSION
	KEYNOTE: Incentive Schemes: An expert guide from BMS and Pfizer on how to Deliver Faster, Better, More Effective Results Build an Incentive Compensation System that includes long term objectives for your company- from the guys that wrote the manual! Learn proven techniques for selecting the most effective incentives to encourage growth of the company, not just the individual brand of a drug Is your Sales Force Incentive Compensation Plan driving the right behaviour? The Means AND the End! How to ensure your Sales Force is compliant and hits the targets Irwin Darack, Director of Sales Excellence, Bristol-Myers Squibb Duke Garvin, Former Director of Sales Force Effectiveness, Pfizer
09.40	The Person Behind the Physician: How to Deliver Personalized Value to Your Top MDs
	Understand how to get insights into physicians' attitudes and beliefs, and how their approach impacts prescribing behaviour which can increase your efficiency Explore new, out-of-the-box methods for reaching specific physician segments to build different and lasting relationships Learn how to deliver real value in a time where a traditional sales call has lost much of its impact Elizabeth Sozanski, Senior Director of Marketing Strategy, AstraZeneca
10.20	Zero to SFA in 30 Days or Less
	What is Software as a Service (SaaS) and why is it important for pharma companies? Learn how SaaS is enabling pharma companies to accomplish more with less Hear a case study of how ProStrakan quickly deployed its Sales Force and the subsequent results Paul Bidawid, VP Managed Markets & Supply Chain, ProStrakan USA Matt Wallach, VP Sales & Marketing, Verticals on Demand
11.00	Break & Exhibition (30 minutes)
11.30	Analyze the Best Ways to Maintain and Grow Access to Physicians
	Identify the best tools and processes to use when targeting physicians, insurers and government agencies Successfully implement strategies that will effectively target each of these important stakeholders Discover how to harness the power of technology and find out how this will improve your reps’ time efficiency Doug Woolley, National Institutional Sales Director, Reliant (GSK Affiliate)
12.10	Super Panel Session:
	Know Your Customer: 3 Key Opinion Leader Physicians Answer Your Questions on What They Require From You Physician best practice and pet peeves: Tailor your messages to ensure you add real value to the physician relationship Explore the KOL favorite policies and analyze alternative methods for granting representative access to the physician Understand physician expectations when engaging with a representative and learn means to put this in practice 3 non affiliated KOL Physicians
12.50	Lunch & Exhibition (1 hour)
13.50	Creating and Implementing an Innovative Central Communication Strategy
	Learn how to introduce communication theories that will engage the Sales Force, increasing ownership and acceptance of change Discover how to formulate strategy to create a future-focused Sales Force mindset Investigate tools, strategies and tactics to develop and measure team effectiveness Ken Herbert, Director, Metabolic Specialty Sales Force, Takeda
14.30	New Commercial Model-Strategic Foundations and Market Validation
	How to develop a higher-value physician engagement model that integrates traditional sales and marketing with physician friendly technology Learn how to build new “bridges” to physicians that are accessing hard-to-see/no see physicians on their terms Achieve consistent 8-15 minute details that have shown consistent Rx effectiveness Mark Gleason, Sr.Vice President Corporate Development, Aptilon Corporation
15.10	Get a VP Perspective: The ‘Blockbuster Model’ and ‘Robot Model’ are Old. Explore Which New Selling Models Will Give You the 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 this reduces travel times and increases your reps understanding of their customers Explore B2B account-based selling models and how they are being used in pharma today to create New Dialogue Michael Castagna, Director Reproductive Health Marketing, EMD Serono Don Hribek, Vice President Strategic Accounts, EMD Serono
15.50	An Interactive Debate: New Commercial Models for Your Future Success
	Tested methods that will improve cross-functional collaboration and understand how these will help your company achieve growth Discuss with other SFE experts how to enhance the impact of your Account Managers by transitioning to a new value-based selling B2B paradigm Scan the Sales Horizon: Will New Commercial models Work? Michael Castagna, Director Reproductive Health Marketing, EMD Serono Don Hribek, Vice President Strategic Accounts, EMD Serono
16.50	End of Conference!