IMS is a Global Sponsor of the eyeforpharma Sales Force Effectiveness USA 2006 Congress taking place November 13-14 in Philadelphia at the City Line Hilton Hotel.
The Congress brings sales leaders from across pharma together for two days to hear 25 industry experts, learn about Best-Practices in 14 case studies, and participate in interactive round tables and networking. More than 250 senior pharma executives are expected.
IMS Participation
IMS will be in the exhibit hall during the Congress.
Main Conference Presentation
Rethinking Sales Force Strategies: The Time is Now
Over the past several years, pharmaceutical manufacturers have been carefully examining field force strategies, looking for more cost-effective physician access. In the early stages of these assessments, most needs were linked to expense-line efficiencies, but the focus recently has shifted to achieving a competitive advantage. Most companies are faced with the daunting challenge of rethinking their field force models – but uncertain of where to begin and how to ensure success.
This presentation will explore many of the macro trends in field operations and sales force implementation and implications, including:
- New physician segmentation approaches
- Just-in-time or real-time field force management strategies
- Predictive capabilities for improved call planning and compensation strategies
- The role of closed-loop marketing and multi-channel marketing at the individual rep level
- Streamlining compensation
- Operating in local markets/managed care concerns
Presenter
Chris Nickum
Global Practice Leader, Sales & Account Management
IMS Consulting
Breakout Workshop
Best-practice approaches that enable true sales force optimization
Deciling has been the traditional means of segmenting physicians, but today’s market realities – more physician specialties, too many reps crowding doctors’ office, and increased pressures to control costs – mean that companies must rethink their overall approaches to segmentation and ultimately sales force size and structure. Innovative and effective approaches have emerged that drive better results in terms of gaining access, establishing meaningful relationships, and developing winning call plans that are tailored to individual prescribers vs. a more mass marketing approach. Through discussion and real-world examples, this presentation will compare and contrast traditional and emerging approaches, and will feature hands-on exercises that allow attendees to apply key learnings. Attendees will leave the session with a solid framework to achieve more precise segmentation and more efficient and effective sales force models.
Presenter
Zach Henderson
Director, Sales Force Effectiveness, IMS
For more information on the event, or to register, click here: www.eyeforpharma.com/salesusa06