Training & Development

Key account management and the pharmaceutical industry: The rationale for change

Alan Gillies, (Oct 8, 2009)

For many years, the main approach to selling pharmaceuticals was geared around a Share of Voice Model, which focused on frequency and coverage as the main drivers of sales.

Demonstrating the impact of training and development programs on SFE

Lisa Roner, (Aug 4, 2009)

Surprisingly, only three to 10 percent of companies actually evaluate the impact of their training and development programs on sales force effectiveness, says Nick Pope, global director of learning and sales force training at Bausch & Lomb.

Strengthening pharma organizations by valuing talent (not just the sales force!)

Lisa Roner, (Jun 18, 2009)

We recently had the chance to chat with Kirsten O’Doherty, Sales and Marketing director at Roche Australia, about her experiences in Australia’s pharmaceutical marketplace. Kirsten will be speaking on retention and recruitment at eyeforpharma’s upcoming Sales Excellence and Business Intelligence for Pharma Australia conference in Sydney, September 1-2.

Making the difference with your sales force in times of “crisis”

Carlos Grzelak Jr, (Mar 1, 2009)

When the word “crisis” is mentioned nowadays, what immediately comes to mind is “world crisis” – like the current economic meltdown.

Many happy returns?

Nick Pope, (Feb 9, 2009)

As the recession begins to bite, decisions about where to invest (and not invest) in the organization have become even tougher.

Delivering The Ultimate Coaching Outcome

Mark Wayland, (Dec 4, 2008)

I start my sales coaching program by asking the group of sales managers, “what would you like answered during this workshop?”

Playing SFE games

Lisa Roner, (Aug 14, 2008)

What will your sales force be doing in 2010 to improve its effectiveness? Ken Liss, National Sales Director for Bayer Healthcare Pharmaceuticals, has a pretty good idea about one approach his reps will be taking.

Right people, right job

Editor, (Oct 29, 2007)

Most would agree that the pharma industry needs to change its sales model, but how should companies go about doing it?

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Events

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Sales Excellence & Business Intelligence Australia

September 13-14, 2010 - Sydney - Click here

The purpose of the conference is to bring together the leaders, movers and shakers in sales excellence and business intelligence in the Australian Pharmaceutical market to share best practice, knowledge and experiences for mutual benefit. The 2009 conference sold out with over 160 senior-level pharma sales and marketing executives attending to network, learn from each other and of course hear unique case studies and opinions from industry innovators.

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SFE & Business Excellence Latin America

October 21-22, 2010 - Miami - Click here

The main objective of the Sales Force Effectiveness & Business Excellence Latin America 2010 Congress is to improve your sales force effectiveness and business strategies.

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