Focus Day Workshops

7:30 Breakfast and Registration Breakfast and workshop registrations

8:00 Workshop A - New Measures And New Metrics In The Changing Pharmaceutical Environment Sales and marketing leaders need to have a clear understanding of how well their sales force compares to key competitors and how effectively their sales reps are able to meet customer needs.  Customer Value Metrics provide critical insights and actionable recommendations to benchmark and improve sales force performance by answering the following questions: What rep behaviors build strong customer relationships and deliver the greatest value to physicians? How does your sales force compare to key competitors on the rep behaviors that matter most? What actions should you take to improve sales force performance? The Changing pharmaceutical environment necessitates New Incentive Compensation metrics, and the increased use of non-sales based metrics, as well as Customer Value Metrics and Message Management. Focus on the use of other metrics besides $s / TRx / NRx volumes- Patient level data and new to Brand prescribing Increase the use of team metrics for account-based selling- Management by objectives

9:45 Workshop B - Rx for change - Turning Competitors Into Colleagues: Harmonizing Incentive Plans Doesn't Have To Be Painful! Richard Whitehead, COO, CSL Software This workshop will focus on effectively managing Incentive Compensation plans through a merger of two companies with very different incentive cultures. Using a case study to stimulate discussion, this workshop will be covering effective roster management, measuring behaviors as a plan component, harmonizing different plans, managing the transition from competitors to colleagues, using an innovative array of plans and management tools. Come to this workshop to discuss, and receive immediate answers. Change is here to stay - how can we make it easy? Easing the pain of change Richard Whitehead COO, CSL Software Richard is Chief Operating officer of CSL Software Solutions Inc. (the US arm of CSL), and one of the founders and owners of CSL Global. CSL are the acknowledged experts in electronic pharma coaching, and also have pharma customized solutions for key account management and incentive compensation. He is known as a thought leader on the topic of field force coaching, and speaker at man [read more]

11:30 Pre-Lunch Refreshment Break Pre-Lunch Refreshment Break

12:00 Workshop C (Lunch included) - Building Capabilities for the Pharma Force of the Future With significant changes in the pharmaceutical sales environment, increased regulatory pressures, state restrictions and revamping of field force allocation, pharmaceutical and biotech executives should be on the cutting-edge in order to develop the “Pharma force of the future”. Senior training specialists from Sanofi-Aventis and Astellas lead a hands-on workshop and deliver specific take-aways to maximize the potential of your sales team.

1:45 Workshop D - The New Age of Pharma Marketing: Utilizing Technology Innovations To Optimize Resource Usage And Strategy Development Understand dramatic changes in rep promotional models due to new state guidelines and increased government restrictions around traditional rep sales models Work with partners to develop and implement digital applications via laptop, blackberry and iPhone to support rep promotional strategies Understand and avoid potential legal ramifications of these technologies in pharma and develop compliant strategies Deliver doctor alerts and product details via iPhone, blackberry or laptop Develop a global technology approach to capitalize on their use across all product categories and regions

3:00 Conclusion of Day Conclusion of Day