For the third consecutive year, proud winners of the 2008 IMS Local Sales Championships will come together from 14-16 November in the beautiful setting of Athens, Greece, to compete in the European Sales Championship. The industry’s leading sales representatives from 8 countries across Europe will be representing their countries in this prestigious event, vying for top honours and the coveted title of ‘European Sales Champion’.
As with the local championships, the European competition is based on a simulated exercise from the suite of services offered by IMS Learning Solutions & Change Management. Key Account Management will be the focus of this simulation, with participants tasked to keep their product on the formulary and increase market share over a sales cycle of 6 months. In a virtual, yet realistic setting and equipped with a number of resources including calls, round tables and conferences, each team must plan and execute their strategy, deciding on the most effective and powerful approach that will drive the market share of their product. Key topics covered during the exercises include profiling, influence networks, resource allocation, building and managing key account plans.
The European Championship will also include a detailed debriefing session by the facilitator. This offers delegates a thorough examination of each team’s results and the decisions made, encouraging discussion on the reasons behind the different approaches – a powerful exercise providing the delegates with the opportunity to learn how their fellow peers handled the task at hand. The winning team will be announced later in the evening at an extravagant gala-dinner for all delegates.
So who will go to Athens?
The majority of the Local Sales Championships have been successfully executed, and the winners who will represent their country at the 2008 IMS European Sales Championship are:
1. UK: Teva
2. Belgium: Docpharma
3. Portugal: Labesfal Genéricos
4. Hungary: Bayer Schering Pharma
The finalists from Ireland, France, Finland, and Spain will be announced in the next edition of our newsletter.
For more information on the IMS Sales Championship, contact Selma Nawaz: snawaz@uk.imshealth.com
For information on the Key Account Management Simulation, contact Alex Dauge: adauge@fr.imshealth.com
