Workshop A: Developing Innovative, Cost-Effective Training Programs To Engage Sales Professionals

Mike Capaldi Associate Vice President Sales Training & Leadership Development Sanofi-Aventis

While margins continue to shrink throughout the industry the need to develop and train the sales force representatives remains. Training budgets are reaching a plateau while the need to improve the innovative aspect increases with the generation Y incomers demanding fresh delivery. This workshop will take a deep dive into best practices and lessons learned in dealing with 5 main challenges:

This workshop will take a deep dive into best practices and lessons learned in dealing with 5 main challenges. You will:

• Develop cost-effective, innovative training programs that are fun and engaging to ensure understanding of core curriculum and fundamentals
• Analyze the costs and benefits of new technologies like pod casting and simulations to ensure your delivery channel is constantly evolving
• Align the needs of learners and participants with organizational goals
• Address generation gaps and the expectations for development from generation Y
• Customize skill-based training to address customer needs

Workshop B: Defining The Five Key Steps To Creating Effective Incentive Compensation Plans

	Carolyn Rogers Incentive Compensation Plan Manager GlaxoSmithKline
	Peter Lamb Managing Consultant Synygy

• Identify the steps to creating effective incentive compensation plans-plans that both fall in line with your sales strategy and motivate your sales force
• Cut through the data clutter to design a plan that's understandable, fair, and productive
• Take a detailed look at how to create a successful incentive compensation plan based on the appropriate framework for your organization's compensation philosophy
• Examine hypothetical case studies and work through each of the steps necessary for developing an effective sales compensation plan

You will learn:

• The five steps to creating an effective incentive compensation plan
• Creating a framework to guide your compensation plan decision making
• What roles modeling, communication, and assessment play in your plan's success

Workshop C: Evolving Sales Force Effectiveness Measurement and Delivering Actionable Recommendations To The Sales Team

	Ramesh Krishnan Director, Marketing Science Wyeth Pharmaceuticals
	John Kain Vice President, Marketing ImpactRx

Part One: Current Sales Force Effectiveness Measurement Practices: Strengths, Weaknesses and Areas for Improvement

• Assess current sales force effectiveness practices to identify opportunities for improvement
• What should be measured, and what are the information gaps?
• Analyze issues and challenges in identifying and measuring drivers of sales force quality
• Examine the direction of future improvements in measuring SFE to drive sales productivity

Part Two: Ensuring Implementation and Working with SF

• Deliver easy to understand recommendations to the sales operations team
• Ensure your recommendations are followed through and become part of the SF strategy
• Reconcile the difference between subjective field knowledge and analytics

Workshop D: Renovating The Sales Model: Increasing Physician Reach By Optimizing The Sales Force And Integrating A Cost- Effective Multi-Channel Approach

	Joe Seringer President Orion Marketing
	Kellie Seringer Principal Symmetry Capital

Industry Take-Aways Provided By:

Scott Hull Field Sales Technology Manager Abbott Laboratories

In this interactive workshop, you will:

• Examine lessons learned and isolate relevant best practices from high tech and financial sales models
• Maximize customer interaction by providing customers with sales process ownership.
• Optimize territory reach in an environment of limited resources and changing customer demographics
• Integrate regulatory compliance using support centers and sales training
• Quantify opportunities in virtual communities, closed loop marketing, and database-driven applications

PHYSICIAN PANEL: Designing A Better Approach To Communicate With Doctors By Incorporating Physician Feedback

John Moran Global Leader Marketing Optimization Center of Excellence IMS Health

This interactive session will open with a brief overview of important trends taking place in the practice environment and how physicians are dealing with these realities Participants will gain  insight into how health care dynamics are shaping the way physicians operate today, enabling pharmaceutical professionals to learn how to better serve physicians and become more valuable to the practice.  Key areas for discussion involve:

• Understand the new demands placed on physicians - How they are responding to the changing environment?
• Examine the physicians' perspective on opportunities for pharmaceutical companies to become more customer-focused to improve the interactions
• Analyze the changing nature of the relationship between doctors and reps - How can companies adjust their selling model to build successful partnerships?
• What do physicians think of closed loop marketing practices?
• Examine the impact of managed care on prescribing decisions to build new approaches
• Understand the effects of DTC advertising on patients and prescribers

5 Panelists include a Chief of Staff, Chief of Medicine, Specialty and Primary Care Physicians (names cannot be disclosed for privacy reasons)