Campbell Alliance Sales Practice to Take Leadership Role at WBR’s PharmaForce Conference
October 14, 2008
Campbell Alliance, the leading management consulting firm specializing in the pharmaceutical and biotech industry, today announced that Garry O’Grady, Senior Vice President and head of its Sales Practice, will lead a panel discussion at Worldwide Business Research’s (WBR) PharmaForce Conference. The conference, which will focus on sales force effectivness, will be held October 15 through 17, 2008, at the Loews Philadelphia Hotel in Philadelphia, PA.
Mr. O’Grady will join three other industry leaders in a panel discussion titled “Aligning Marketing, Sales, and Sales Training to Drive Effectiveness in the Field” at 4:50 pm on Thursday, October 16. The panelists will discuss the benefits and challenges of aligning sales, marketing, and training, as well as best practices for breaking down existing silos among the three areas in order to increase the volume and quality of communications.
“As companies continue to downsize their sales forces, alignment of sales, marketing, and training become essential to increasing physician reach,” said Mr. O’Grady. “This coordination also helps to ensure the delivery of targeted messaging.”
Between his service as an officer in the United States Army and joining Campbell Alliance eight years ago, Mr. O’Grady was a member of the Surgical Products Division of Olympus America, Inc. As a salesperson on the division’s Urology Products Marketing Team, he distinguished himself as a member of Olympus’s top sales group. Mr. O’Grady also served as a sales representative for Ciba-Geigy and was a member of Ciba’s Circle of Excellence. Mr. O’Grady received his MBA from the University of North Carolina at Chapel Hill and earned his BS from the United States Military Academy, West Point.
For more information on WBR’s PharmaForce Conference, please visit http://www.wbresearch.com/pharmaforceusa/.
About the Sales Practice at Campbell Alliance
The Sales Practice at Campbell Alliance helps pharmaceutical and biotech companies take a total approach to sales force optimization—and realize superior sales results—through service offerings such as sales strategy, sales analytics, sales force effectiveness, sales training, and sales force assessment.
A combination of quantitative and qualitative factors must be addressed to obtain maximum sales force effectiveness, whether you are dealing with a large primary care team or a small specialty sales group. These factors include
· Deployment (targeting, size, structure, alignment)
· Support (marketing support, communications, sales force automation)
· Motivation (incentive compensation, recognition, professional development, confidence in management)
· Ability (recruiting, training, assessment)
About Campbell Alliance
Campbell Alliance is the leading management consulting firm specializing in the pharmaceutical and biotechnology industry. The firm's clients include most of the world's top-20 pharmaceutical companies, as well as numerous emerging and midsize firms. Campbell Alliance is organized into practice areas, each specializing in a critical industry function: Brand Management, Business Development, Clinical Development, Managed Markets, Sales, and Trade and Distribution. From its locations in Raleigh, NC, Parsippany, NJ, Los Angeles, San Francisco, Chicago, Boston, Philadelphia, New York City, Atlanta, and London, the firm serves clients throughout North America, Europe, and Japan. For more information on Campbell Alliance, please visit http://www.campbellalliance.com.