Webinar

Incentive Compensation Strategies: Optimizing Performance

Admin — Fri, 20 Jul 2018 13:58:00 GMT

The fourth and final session provides an overview of incentive compensation (IC). Questions covered include: Why do we spend so much time and effort on incentives? What are typical IC plan types? What do they look like? What are the emerging trends?

Targeting & Call Planning: Optimizing Sales Strategies

Admin — Fri, 20 Jul 2018 13:56:00 GMT

Session three explores tactical targeting and call planning. In today’s tough environment (“doing more with less”, shrinking sales forces, reduced physician access, influence migrating from physician to system/payer contracts, etc.), we see pharma companies using all available resources (process, analytics, data sources, field input, etc.) to enhance targeting and call planning processes. Questions covered include: What are the benefits of call planning? What are typical analytical approaches and techniques? What decisions are involved? How do we reconcile conflicting stakeholder priorities (marketing – sales; HQ – field)? What does it look like?

Territory Alignments & People Placement: Key Strategies

Admin — Thu, 19 Jul 2018 13:54:00 GMT

Session two dives into territory alignment, one of the first tactical steps in implementing a chosen sales force strategy, where sales force structure and geographic resource allocation decisions are set into reality. A well-executed alignment process enables sales leadership to embed the intended strategy as communication and change management cascades through the sales organization. Questions covered include: What does a territory realignment process look like? What decisions are involved? Which techniques and tools are used?

Sales Force Sizing & Portfolio Optimization: Key Strategies

Admin — Thu, 19 Jul 2018 13:52:00 GMT

Session one describes the various approaches to determine the best sales force size, and situations when it is appropriate to use a given method. The webinar also explores portfolio optimization and scenario analysis. Building on the first session, questions covered include: What are the building blocks? What decisions are involved? What does it look like?