Day 1: September 11th 2007

Conference Registration and Coffee

Session One

Develop the right sales force strategy

Your sales force can be your company’s most powerful precision weapon. And your sales strategy can provide you with the key to unleash its full potential. Gaining the right knowledge, customer insights and market predictions to establish the right sales force size, coverage, territory alignment and frequency is not an easy task, but this session will help you to do the following:

• Design and plan sales force deployment including size, structure and territory alignment by understanding who your target audience is to define the right frequency and coverage
  
• Develop innovative selling models using examples from other regions and industries: Pros and cons of different models and what will drive your business
  
• Perform value and influence mapping to inform strategy development to stay ahead of your  competitors
  
• Implementing and managing sales strategies for market-leading sales forces

Robert Wilson, Head SFE Asia Pacific, Novartis
Dr Susan Ward, Managing Director, Global Demographics Healthcare
Angela Baker-Lee, Principal, ZS Associates

Adopting the right selling model to maximize sales growth in emerging markets

Is your current selling model the right one for China and other key emerging markets in the Asia Pacific region?
Would a different selling model be more effective in driving sales?
If so, what steps can you take to adopt a new selling model without jeopardizing sales?

Come and hear from ZS Associates, the sales force and marketing consultancy, about the key differences between alternative customer-based selling models and other models that incorporate an account-based selling approach.   We will share insights from our work in Asia Pacific markets and in developed markets regarding the key pros and cons of different selling models.

• What works, when and why: Matching selling models to market environment and opportunity
• Case example:  Account-based selling in China
• Untapped opportunities to enhance performances
• Steps to take to adopt a more effective selling model without jeopardizing today's sales in the process

Angela Bakker Lee will give the presentation -- her bio and photo are attached, and her full contact info is:

Angela Bakker Lee, Principal, ZS Associates

Coffee and Networking (40 minutes)

“Several good ways to kill ‘change management’ and fail expensively: the mystery of carrying on doing it the same old way and being surprised by the failure”

• If management is ‘change management’, we are not managing well
• The traditional way: massive communication and training programmes followed by hope and a prayer
• The myths behind
• The alternative way: small set of new behaviours, small number of activists
• How ‘Viral Change’ works in pharma and healthcare organizations: case vignettes

Leandro Herrero, CEO, The Chalfont Project and author of “Viral Change:
the alternative of slow, painful and unsuccessful management of change in organizations.”

Lunch and Networking (1 hour 30 minutes)

Session Two

Customer insight strategies: Gain the right data, CRM, best practice targeting and segmentation

• How do you gain objective data in order to segment your customer base
  effectively? Find out how to make the most of your data
  
• How to make the whole of your organisation understand the value of data to generate reports to increase SFE
• Find out how to integrate data sources for a full 360o view of your customers and how to use this to develop the right SFE strategies
  
• Data integration: Powerful methods to ensure data integrity
  
• What type of data do you need to acquire the kind of segmentation and targeting your business requires – who are your high potential customers?
  
• Discover how to design applications that get the right information out of the sales force and get more customer insight
  
• Best practice profiling, segmentation and targeting techniques to add value to your customers
• Find out how to uncover your high potential customers and how you should be targeting them
• Understand how to implement closedloop marketing and hear the results you can achieve

Bart Vannieuwenhuyse, Executive Director CRM, Janssen-Cilag
Anjan Ghosh, SFE head, Sanofi-Aventis
Andi Umbricht, CEO, Parazelsus
Beata Bednarz-Wolska, Marketing Director, Novo Nordisk

Break & Exhibition (30 minutes)

Practical workshop

How to maximise sales force effectiveness with the latest business analytics solutions
In this workshop, you will learn how Spotfire enables Pharmaceutical sales and marketing managers to gain immediate visibility into market share, changes in markets, sales force performance and target customers. Spotfire allows sales analysts and business managers to understand relationships in their data that CRM systems cannot deliver:

• Direct your sales force and campaigns to your highest value prospects and customers to increase marketing effectiveness and improve account management
  
• Spot top and bottom performing sales reps, sales territories and physicians
• Detect outlying data points and drill down to sales rep, channel, or product detail
• Segment your physicians uniquely for each campaign

Led by SFE experts from Spotfire

Networking Drinks in the Exhibition Room

Close of Day 1

Day 2: September 12th 2007

Coffee and Pre-registration

Learn best practice for developing and retaining talent that will dramatically leverage your sales capabilities

It is widely known that retaining and developing talent in the Asia-Pacific region is a huge burden on your business. Staff loyalty, retaining star performers, developing training programmes, FLM coaching are all business critical issues that you simply must overcome if you are to excel in the this environment.

• Evaluate the pros and cons of different reward schemes, including financial and stock options and why differentiating your recognition systems is vital in retaining talent
• Discover how the acquisition of new skills through training, cross-posting, internships and secondments will ensure your company has a solid career ladder in place and how this will increase staff loyalty
  
• Communication is the key: Learn the importance of sharing knowledge and information in retaining your star performers
  
• Powerful methods for recognizing attitudinal segments and how to use this to evaluate the skills needed in your sales force to increase productivity and call quality
  
• Hear how to design the sales force training curriculum; including how to use online tools to define the
  developmental needs of your sales force

Coffee and Networking

Session Three

Sales Force Modernisation: Internal processes and organisation for success

• How to develop the building blocks for SFE and deliver streamlined strategies
  
• Understand how to embed standard procedures for effective SFE programmes
  
• Understand how to successfully manage organisational, structural and technological changes within your organisation
  
• Given the diversified geographic coverage in the region, how can you develop effective relationships between remote and office colleagues? Find out how technology can help you to make remote colleagues feel part of the company
  
• Discover how to predict and evaluate user acceptance of new strategies and programmes
  
• Find out how to implement regional strategies that reflect local needs and ensure you maintain market share and more profit for a longer period
  
• Use a top-down approach to select the right KPIs for an effective and efficient sales force
  
• Call quality: What metrics do you need to measure call quality and effectiveness? Find out how to overcome resistance to metrics and measurement and distill an SFE culture and why too much data can result in “death by Excel”

Kanet Chan, Informatics Director, Asia-Pacific, Roche
Galatia Chandra, Sales Force Effectiveness Manager, Kalbe Farma
Richard Benyon, Managing Director, DecideWare

Lunch (1 hour)

Workshop:  First Line Management coaching – The cornerstone of SFE success!

Coaching is a critical skill for all supervisors in ensuring that team members are able to achieve your strategy goals and increase SFE. Coaching is a continuous process yet most first line managers use these skills only for non-performing or problem employees rather than for team members to raise productivity. That said, the best targets for coaching are the marginal and high performers where the results can be dramatic. Through a series of concept discussions and table exercises, skill practice, case studies and role plays, you will:

• Learn how to define the key elements of a coaching process
  
• Find out how to apply a coaching process to raise productivity among poor, marginal and high performers

Patrick Del Prado, Lead Consultant & Facilitator, PFP Training & DevelopmentConsultancy (former Regional Director,Team Leader for Field Force Effectiveness,Asia, Pfizer)

Interactive Roundtables

1.  China
2.  India
3.  Talent development and retaining talent
4.  Sales force sizing and territory alignement

Close of Conference