IMS has formed a collaboration with eyeforpharma to provide simulated-based training workshops alongside eyeforpharma conferences. This unique partnership provides the pharmaceutical industry with a standard conference format (presentations, case studies etc) and the opportunity to investigate the topic in more depth with half day practical, interactive workshops.
The latest of these was the half day workshop in Zurich which ran before the eyeforpharma eMarketing Conference 14th May in Zurich, Switzerland. The workshop provided new comers of eMarketing with a step-by-step approach to Closed Loop Marketing. Moderating was Kevin Dolgin, Senior Principle, IMS Learning Solutions & Change Management, who took the 40 delegates through an explanation of how Closed Loop Marketing is being used in the pharma industry before setting them off in groups to work through a simulated exercise where delegates had to decide which channels to use on different physicians according to their history. 85% of delegates rated the conference “good” or “excellent”.
Following on from this highly successful workshop, IMS will run half-day simulation-based workshops at the eyeforpharma’s Sales Force Effectiveness Russia Conference (7th -8th October, Moscow) and the Sales Force Effectiveness Middle East Conference (11th -12th November, Dubai). Each workshop has been specially designed to match up with the conference topics identified on the agenda. More information is detailed below.
SFE Russia: Half Day Workshop on Incentive Compensation: Hands-on approaches enabling a deep understanding on how to best design incentive and compensation plans (6th October)
Changes in the pharma landscape are resulting in the adoption of new sales models such as key account management, team-selling and regional resourcing. This trend results in a challenge to Compensation schemes as only the activity and outputs of the total team can be linked to the resulting sales. And alongside the adoption of new sales models comes the increasing numbers and types of stakeholders in the prescribing chain. This means that measuring only the output of individual doctors within a territory is not adequate to measure the overall and inter-linked performance of the sales force. Therefore the traditional means of Compensation measurement, namely looking purely at sales output at the territory level, can no longer be the sole criteria used when it comes to bonus and compensation.
This workshop dives into the concepts and best practice approaches to diagnosing and designing Compensation schemes in this complex and ever-changing environment. Through usage of an interactive simulation, participants will immerse themselves in a typical pharmaco’s situation in which a new Compensation scheme needs to be created. Key choices and trade-offs will need to be made in terms of how to bonus sales teams. Considerations to be taken into account include level of base salary, amount of training to provide, whether to bonus activity and/or sales, specific measures to be used, optimal payout distribution, sales models to be applied, usage of extra incentives schemes and more. In addition, conceptual presentations will separately cover best practice approaches in diagnosing current compensation plans. More information can be found at: www.eyeforpharma.com/salesrussia08
SFE Middle East Half Day Workshop: Data Management.
The pharmaceutical industry is booming in the Middle East, the regions mix of international and local companies makes it a diverse yet complex market to read, with sales growing in excess of 12.5% per annum, the market needs reliable and effective data to plan their next strategic move. Without cutting-edge data systems and management then this highly fragmented region would be unable to operate. IMS and eyeforpharma have collaborated in creating a data management workshop which will guide you through the best practices in sourcing and managing your data in the most efficient way to take advantage of the opportunities within the ever-expanding region and to optimise your sales teams performance.
For more information visit www.eyeforpharma.com/me2008
