Overview

This event has been organised by eyeforpharma to bring together the leading minds and innovative thinkers in the pharmaceuticals in China to discuss, debate and develop best practise techniques and strategies for productive sales forces. Hot topics under the spotlight include:

• How to deal the challenges of a high turnover – discuss which strategies work and how to develop a loyal, commited work force
• Innovative solutions for retaining staff
• Effective strategies for developing and managing talent in your organisation
• How to scale-up your organisation and capture market opportunities
• Powerful ways for gathering market data
• Sales technologies that boost sales performance
• Understand where your potential customers are and how to target them

Below you will find a summary of the agenda for the 2 days of conference.

Capture Market Opportunities

• Market assessment – where are the smaller cities that should be covered and what is the expected ROI. If you put more reps on the ground, would you get the same productivity and average revenue from each? Using competitive intelligence, market analysis and potential assessment.

The People and The Talent

• How do you find good people that stay and can be developed
• Understand which financial remuneratioins such as incentive schemes and commission work best for your sales force and how they work to retain staff
• How to plan the right staff development for your sales force: job rotations, development opportunities, further education (MBA type things) and the results you can expect to achieve.
• Find out innovative solutions for retaining staff
• What kind of recruitment model is right for your company? Should you expect a high turnover and deal with it or reduce staff turnover?

Sales Strategy

• How do you develop a robust sales force strategy, size and structure – do you go for a specialised or a general rep
• Centralised vs decentralised management
• How to create a flexible organisation that meets the demands of a rapidly growing market

Sales Data and Business Analytics

• Insights from market researchers as to where the potential areas are.
• IMS angle – Do they have things in the pipeline to gte more data.
• How do you produce well-prepared data for district managers to do territory alignement properly

Sales Technology

• Mobile technology – How can you leverage the increase in the use of smart and mobile phones ? How can they be used to track sales rep performance
• Potential of eDetailing – What can be done now to take advantage of eDetailing opportunities in China ?
• CRM Sytems: How to implement and manage a CRM system
• Pros and cons of different SFE systems

Targeting and Segmentation

• Targeting – where's the potential? How to identify potential in short to mid term and how to allocate resources accordingly.
• How to assess your targeting and how to align more closely with the database.

Manage distribution

• How to work with other departments to ensure demand is planned for

If you have any questions about this conference or would like to know how you can get involved as a speaker, sponsor, exhibitor or delegate, contact Izzy Wakeling on +44 (0) 207 375 7522 or iwakeling@eyeforpharma.com .